Bargaining for Advantage: Negotiation Strategies for Reasonable People

by G. Richard Shell

Here is a striking finding from negotiation research: both sexes perform equally well in experiments when subjects are told to negotiate as agents on behalf of others such as clients, families, and firms rather than on their own behalf. Women who might fear backlash when negotiating for their own salaries seem to have no trouble when advocating for others’ needs. This shift in perspective elicits a professional mind-set that reduces anxiety and increases confidence. My advice: bring that professional mind-set to all your negotiations. When negotiating for a raise, think of yourself as advocating for your family or your future retired self, all of whom need financial security.

I like this as a mindset - always think of yourself as a negotiating agent!