The Price of Perception: Overcoming Bias and Stereotypes in Negotiating for Pay

In nearly 1,000 episodes of Negotiate Anything, I don’t think I have ever been truly stumped by a scenario that’s been posed by a guest.

Mita Mallick changed all that.?

And I love it.

In this week’s featured episode, “Confronting Bias: Navigating Salary Negotiations at the Executive Level with Mita Mallick”, author, storyteller, business leader, and DEI champion, dives deep into one of the many myths she feels are holding us back from making meaningful progress in the workplace.

There are 13 total and they can all be found in her new book, “Reimagine Inclusion, Debunking 13 Myths to Transform Your Workplace”.?

But in this particular episode, we are focusing on one that both Mita and I believe will resonate with women and women of color.

It’s the myth that you shouldn’t be advocating for a raise because it’s “obvious” that you and/or your partner make enough money for you to be comfortable.?

This exact situation happened to Mita once after she initiated a conversation about a salary increase.

This blew my mind, as there are a lot of layers to peel back here.

First, why would your partner’s salary be relevant in a conversation about what you bring to a company?

But beyond that, I learned that for many women, no matter what they wear there will be a bias against them. There is a fear that dressing too casually will make it challenging to command the respect you deserve, but on the other hand, dressing too luxurious becomes evidence that you don’t need more money.

Despite the realities of bias, comments like this can be paralyzing, as they are intended to gaslight you. This makes it tricky to determine the best response in the moment, let alone the best course of action for achieving your goal.

So what do you do next?

Mita shared her best advice and so much more in the episode. Check it out!

Also, if you’ve ever felt like the luxury items you own have worked against you in a business setting, share your experience below.

This Week On Negotiate Anything:

How To Use Emotional Intelligence to Have Difficult Conversations With Chelsea Elliott, MSW.

In this episode of Negotiate Anything, host Kwame Christian interviews Chelsea Elliott, an expert in emotional intelligence and social work, about how to use emotional intelligence to have difficult conversations.

Listeners will learn:

• The two components of emotional intelligence: self-awareness and relationship management
• Practical tips for regulating emotions during negotiations, such as calming techniques and self-encouragement
• How to navigate challenging conversations by reading the room, understanding others' emotions, and managing relationships effectively

The Power of Compassionate Curiosity: Reverse Interview featuring Steve Beck

In this episode, negotiation expert Steve Beck joins Negotiate Anything to delve deeper into the three steps of compassionate curiosity, share personal experiences, and provide valuable insights on building trust, finding common ground, and achieving positive outcomes in challenging discussions.

Listeners will learn:

• The three steps of compassionate curiosity: acknowledging emotions, asking compassionate questions, and joint problem solving
• The importance of finding common ground and avoiding triggering challenges to identity or morality
• Techniques to reframe defensive or aggressive conversations and work towards collaboration and problem-solving

Stop Leaving Money on the Table! Step-by-Step Strategies to Negotiate Your Salary with Ben Cook

In this episode of "Negotiate Anything," host Kwame Christian sits down with negotiation expert Ben Cook to discuss step-by-step strategies for successful salary negotiations.

Listeners will learn:

• Techniques for overcoming fear and stepping into the negotiation process
• Practical strategies for building leverage and successfully negotiating salary
• The importance of developing a growth mindset to navigate challenging conversations

Negotiating with Narcissists & Bullies: From Victim to Victor! Featuring Lawyer and Negotiation Expert Rebecca Zung

Lawyer and negotiation expert Rebecca Zung joins Negotiate Anything to discuss the art of negotiating with narcissists and bullies. Rebecca shares her expertise on dealing with high-conflict individuals, providing strategies to shift from victim to victor in challenging negotiations.

Listeners will learn:

• How to identify and navigate negotiations with narcissists and bullies
• Effective communication techniques for dealing with high-conflict individuals
• Strategies to build leverage and achieve successful outcomes in challenging negotiations

Negotiating with Humility: Insights from Negotiation Expert Ryan Edmiston

In this episode of Negotiate Anything, we’re joined by? Ryan Edmiston , Associate General Counsel at Huron and president of Ohio State's New York City Alumni Club. Ryan shares insights on how approaching conversations with humility can enhance credibility and create a safer environment for open dialogue.

Listeners will learn:

• How humility can be a strategic asset in negotiation
• Strategies for maintaining humility while dealing with aggressive or egotistical individuals
• The value of listening, empathy, and interdisciplinary knowledge in negotiation and problem-solving

Don’t forget to subscribe to?Negotiate Anything?( the #1 negotiation podcast in the world) on Apple Podcasts, Google Podcasts, and Spotify.?

Have a wonderful weekend!

Kwame

CEO & Founder of American Negotiation Institute

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