ABSTRACT
This chapter explains why negotiation matters, examines internal and external barriers for female negotiators, and provides guidance on how to negotiate. Negotiation opportunities are not limited to formal contract agreements; they occur all the time. In academia, the most coveted assignments and positions of responsibility can be negotiated, balancing service with rewards. Despite compelling reasons to negotiate, women face both internal and external barriers to asking for what they want and need. One barrier is a lack of entitlement. From a young age, women are socialized to be nurturing, supportive, and communally focused, whereas men are taught to be independent and assertive. Another barrier is that women more often experience negotiation as stressful, whereas men more often experience negotiation as exciting.
