The Self-Talk Women Use in Negotiating

When preparing for negotiations there are important considerations to take into account. In addition to the usual strategy, tactics, information and approach, there are characteristics of the negotiator that affect the process and outcomes of the negotiation. As athletes go through certain rituals in mentally preparing to psyche themselves up for their athletic feats, the negotiator’s mindset is also critical when preparing for and engaging in negotiations. This presentation is based on research conducted in part to see the types of self-talk women use when preparing for negotiations. The context is in an organizational setting and women working full-time for less than 5 years, 10-15 years and more than 25 years were interviewed. Coordinated Management of Meaning (CMM), which takes a communication perspective, is the research methodology applied and to make meaning of the self-talk these women use and how it influences their negotiations.