Brenda Allen talks proper negotiation skills in the Kent State Kiva

Rex Santus|October 3, 2011

Brenda J. Allen gave a lecture about negotiation in academics and the workplace to Kent State students and faculty in the Kiva on Monday, Oct. 3. The speech was based off of the ideas in her book, "Differences Matter: Communicating Social Identity." Photo by Jenna Watson.

Brenda J. Allen gave a lecture about negotiation in academics and the workplace to Kent State students and faculty in the Kiva on Monday, Oct. 3. The speech was based off of the ideas in her book, “Differences Matter: Communicating Social Identity.” Photo by Jenna Watson.

Women lack proper negotiation skills, said Brenda J. Allen in a presentation Monday.

Allen, associate dean and communications professor at the University of Colorado Denver, spoke in the Kiva about communication and negotiation, particularly among women.

Her presentation, titled “Toward More Successful Communication and Negotiation,” discussed negotiation habits, statistics, the steps in the negotiation process, scenarios and techniques for improving negotiation skills.

“There are many opportunities to negotiate,” Allen said. “People think, when I say ‘negotiate,’ that it’s only that formal time of getting an employee evaluation or getting your first job, instead of recognizing throughout every day, we are negotiating with other people.”

According to Allen, there are numerous gender differences when it comes to negotiation. Women tend to fear damaging relationships, are pessimistic, tend to negotiate better for others than themselves and are less likely to perceive a situation as negotiable.

“Given that negotiation research speaks to how women don’t have these skills, it’s key that the university invited me to address this issue,” Allen said.

Allen applied negotiation tips to personal anecdotes and fictional scenarios.

Through a simple, respectful negotiation, Allen’s current employer gave her a raise when another university offered her a position.

She said by asserting herself without disrespecting her employer, she was able to achieve her goal.

Tips to improve negotiation skills:

  • Be willing to reframe your attitude
  • Embrace your right to negotiate
  • Be assertive
  • Observe yourself and others negotiating
  • Know what you deserve
  • Network
  • Make your value visible
  • Show an agreement that can be mutually beneficial

  • What not to do:

  • Issue ultimatums
  • Be disrespectful
  • Control the situation
  • Assume that you are powerless

“You can always negotiate,” Allen said. “There is always room to at least ask. There needs to be a dialogue to ensure something is mutually beneficial.”

Elsa Barletta, graduate economics student, said she was glad she attended the presentation.

“The fact that women need more assertiveness to negotiate was useful,” Barletta said. “I see it because I see it in me. It’s really hard for me to negotiate with someone; I’m very accommodating.”

Ashley Shanahan, freshman business management major, agreed the presentation was beneficial.

“I learned to make sure you know all the facts before you’re going to negotiate with someone,” Shanahan said. “Before you’re going to defend yourself, you should know everything about the situation.”

Allen said she believes it’s important for everyone to constantly improve his or her negotiation skills.

“I think it’s important…because (Kent State is) a place that is striving to educate students and prepare them for the world,” Allen said. “As they enter that world, there is so much for them to accomplish through negotiating.”

Contact Rex Santus at [email protected] .