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The Professional Woman's Guide to Getting Promoted by Andrew H. Hug, Lauren M. Hug

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A professional man's perspective

What are the differences between the way men and women approach negotiation? What outcomes do they tend to value? Not everyone negotiates the same way. While many studies suggest that women don't negotiate as well as men, I know many women who are better negotiators than most of their male colleagues. However, I believe the reason these women are such excellent negotiators is their awareness of the different ways men and women tend to approach the negotiation process. Specifically, there are two ideals women usually value in negotiations that are often used against them by their male counterparts: cooperation and fairness.

Cooperation

First let's look at the ideal of cooperation. One of the biggest differences between ...

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