The Double Bind – Gendered Communication Norms in Closing High Value Deals

In the high-stakes world of business deals, effective communication is a critical tool. However, it’s no secret that gender plays a significant role in how communication is perceived and received. This article delves into the fascinating realm of gendered communication norms within high-value deal-closing scenarios and explores strategies to level the playing field.

The Double Bind Dilemma

Fact: Women often find themselves in a double bind when it comes to communication in business settings. They can be perceived as too assertive and face backlash or as too passive and not taken seriously. Understanding this dilemma is crucial in the context of high-value deals.

The Perception Pitfall

Research has shown that assertiveness is often seen as a desirable trait in male negotiators but can be perceived negatively in female negotiators. This perception pitfall can hinder women’s ability to assertively negotiate high-value deals.

Step 1: Awareness

The first and most crucial step is self-awareness. Recognize that gendered communication norms exist and can impact deal negotiations. Understand that stereotypes and biases may influence perceptions. Acknowledging these realities is the foundation for progress.

Step 2: Active Listening

Effective communication starts with active listening. In high-value deals, it’s essential to truly hear and understand the perspectives of others, irrespective of gender. Practice active listening to build rapport and foster open dialogue.

Step 3: Leveraging Emotional Intelligence (EQ)

Emotional Intelligence (EQ) is a powerful tool for navigating complex negotiations. It involves recognizing, understanding, and managing emotions—both your own and those of others. EQ enables you to respond empathetically and adapt to different communication styles.

Step 4: Levers of Influence

Understanding the levers of influence in negotiations is crucial. These include reciprocity, scarcity, authority, consistency, and consensus. Learning how to apply these principles effectively can help level the playing field.

Step 5: Cultural Change

Cultural change within organizations is essential. Companies should foster an environment that values diversity and inclusion. This includes addressing unconscious bias, promoting gender equality, and creating opportunities for all employees to excel in high-value deal-making.

Step 6: Mentorship and Advocacy

Mentorship and advocacy programs play a pivotal role in supporting women in high-value deal negotiations. Organizations should encourage senior leaders to mentor and advocate for women, providing guidance, opportunities, and a platform to excel.

Step 7: Inclusive Communication

Prioritize inclusive communication in all aspects of high-value deal-making. Ensure that all team members have an equal voice and that diverse perspectives are valued. Inclusive communication fosters collaboration and drives success.

The Path Forward

Navigating gendered communication norms in high-value deals is not without challenges, but it is possible. By following these steps, individuals and organizations can contribute to breaking down these norms and creating a more equitable and successful business environment for all.

Remember, awareness, active listening, leveraging EQ, understanding levers of influence, driving cultural change, mentorship and advocacy, and practicing inclusive communication are key elements of a successful journey toward overcoming gendered communication norms in high-stakes negotiations.

References:

1. Bowles, H. R., Babcock, L., & McGinn, K. L. (2005). Constraints and triggers: Situational mechanics of gender in negotiation. Journal of Personality and Social Psychology, 89(6), 951-965.
2. Kray, L. J., & Thompson, L. (2005). Gender stereotypes and negotiation performance: An examination of theory and research. Research in Organizational Behavior, 26, 103-182.
3. Tannen, D. (1995). Talking from 9 to 5: Women and Men at Work. William Morrow and Company.