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Published: Apr 12 , 2019
Author: Violaine Galland

April 12 marks Equal Pay Day, a time of the year when women in the workforce should set their sights on obtaining, by December 31, the same annual salary as their male counterparts. Unfortunately, this isn’t as easy as it might seem. According to ACS census data, for every dollar a man earns, a woman earns just 80 cents. Why might this be so? A study conducted by the Levo Institute reveals that 63% of women are uncomfortable negotiating their salary; in fact, 58% of the same group would rather not negotiate on their own for fear of being perceived as “too authoritarian” or “too aggressive.”

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Published: Mar 11 , 2019
Author: Brian Buck

In recognition of International Women’s Day 2019, we’d like nothing more than to claim that we’re doing something special to mark the occasion. Unfortunately, we can’t make that claim. At Scotwork, IWD is like every other day: We’re continuing our ongoing, unrelenting mission to strike a balance in the boardroom. And we’re doing it the way we always have — as a global company working across industries and organizational levels, applying our proven negotiation methods to everyone, regardless of location, occupation . . . or gender. Allocating 365 days a year to this central mission, our negotiation consultants have become experts in the ways of power balance. With that in mind, we asked some of them — all women from different walks of life — to discuss their proven tips and techniques for tapping into personal power and, better yet, harnessing it to help create workplaces of genuine equality. In other words, #BalanceforBetter.

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Published: Aug 31 , 2017
Author: Annabel Shorter

Last week I watched the BBC’s 2-part documentary ‘No More Boys And Girls; Can Our Kids Go Gender Free?’ with a great deal of interest. The series is based around a classroom of seven-year old children for whom the goal is to remove or replace some of the already ingrained stereotypes, behaviors and biases and in turn create more positive outcomes for both sexes. The first part saw them survey the children to see how these differences manifest themselves already. The evidence suggests that girls are underestimating how well they will do in tests of strength while the boys are over-estimating. This, despite the fact, that there are apparently no discernible differences physiologically in the muscles of the two groups.

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Published: May 11 , 2017
Author: Annabel Shorter

Last week Theresa may declared herself that she will be ‘a bloody difficult woman’ in a warning to Jean-Claude Juncker regarding her likely stance in the upcoming Brexit negotiations. We are told that this was a criticism leveled at her by Ken Clarke some time ago. However, she said this with a degree of a pride, and I have my suspicions that she may well be right to be so. The issue of gender in negotiation is a fascinating one. Some time ago I was working with a prestigious, blue-chip organisation, training their buyers to improve their negotiating skills. They doubtless have in place all of the correct policies on diversity and social responsibility and I know that they are vehemently protective of their reputation...

Published: Sep 08 , 2016
Author: Annabel Shorter

The subject of the Gender Pay gap entered the news again recently following a report from the Institute for Fiscal Studies. It found that although down from previous levels of 23% and 28% in 2003 and 1993 respectively, differentials remain stubbornly large at 18% and reach a frankly absurd level of 33% 12 years after the birth of a women’s first child.

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Jumping the Shark

My client was sharing with me a negotiation he was involved in that was, as he put it, “jump the shark” worthy. He was very enthusiastic about it. In fact, he was hopeful that it was going to lead to more opportunities for him. He said his client thought the negotiation was “jump the shark” worthy too. As I listened to his positivity and enthusiasm, I started to realize that his definition of “jump the shark” is very different from mine. Quoting Inigo Montoya from The Princess Bride, I told him, “I don’t think that phrase means what you think it means.” A panicked expression came across his face as he realized what it meant for his negotiation, and he quickly transitioned into techniques for avoiding the sharks altogether.

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