“Our research suggests you should pronounce the ‘give’ in negotiations rather than the ‘take.’ In salary negotiations, this means what the other party gains from you,” says Roman Trötschel, a researcher and professor in the department of social and organizational psychology at the University of Lüneburg.
Sure, it’s easy to relegate yourself to the confines of email when discussing touchy topics like money, but schedule an IRL meeting with your boss and you’ll reap major financial rewards. Not only does that suggest you’re serious about making a case for yourself, but it will give you the opportunity to power pose.
It’s all in the delivery. Don’t deviate radically from your natural intonation, since that could come off as insincere, but if you have a bad case of vocal fry (a common speech trait in women where definitive statements come off as questions), now’s the time to keep it in check.
If a picture can speak a thousand words, perhaps your outfit can speak a thousand bucks. Before that meeting with your boss, think critically about what you want your appearance to convey. Of course, don’t show up completely unrecognizable, but go the extra mile to iron out any creases in your blouse.
In moments of stress, our brains tend to shut down, which does little in the way of putting your best negotiating skills forward. Instead of letting your mind travel to dark places of failure, condition it to do just the opposite.
Women often have a strong kind, nurturing side, and those traits often don’t fit within the traditional schema of “power.” But there’s a silver lining. “One thing you want to use in negotiation is your ability to read people,” says Wood. “We’re adept at that: being able to understand people. You can read people to know how far to push or how soft you need to be. See it as a strength.”