Negotiating as a Woman of Color

Negotiating should be seen as a tool to overcome barriers and solve problems; however, many women of color (WOC) view it as a privilege and often overlook the leverage they have available to them. What can WOC do if they feel cornered into saying yes or feel guilty saying no when what’s being asked of them is not in their best interest? Based on the authors’ respective work in women’s leadership development, including more than 1,000 interviews with professional and executive WOC, an upcoming book, and two decades of research on gender and negotiation, they explore how negotiation tools could help WOC have more agency and be more selective in what they accept — and what they push back on — at work.