How to master the art of negotiation in a man's world

When it comes to negotiating in a man's world, it is crucial to break stereotypes.

The dictionary by Merriam-Webster defines negotiate as the act of conferring with another so as to arrive at the settlement of some matter. If you think about it, negotiations take place all the time in our lives. From deciding who takes the kids to school, to negotiating with your boss for a raise in salary, the art of negotiation is an essential skill to master.

For women, capitalising on this ability is a lot harder, as men are often better at marketing themselves. Nevertheless, it is important that women understand the power of negotiation, especially at work, and demonstrate "approach related" behaviours, which will make them better negotiators. Basic actions such as expressing positive moods and searching for rewards in their environment will make women powerful negotiators in the future.

While there are various reasons for women holding back when it comes to asking for what they want, stereotyping, societal conditioning and expectation contribute to women selling themselves short at the negotiation table. By nature, women are known to be givers and care for their surroundings, which people find to be "weak", but that does not hold them back in the business industry. Professional women know how to differentiate between their personal and professional lives.

In many instances, women choose not to negotiate, even when presented with the perfect opportunity, as they simply assume the verdict is final. Women end up paying a price when negotiating, and that is often that they are not hired to fill senior positions. A survey in 2015 that was conducted by millennial women in Levo League presented that 63 per cent of women feel uncomfortable negotiating a job offer. As a result, women remain on the safer side and refrain from negotiating completely. Instead, women need to start making a conscious choice to confront any decisions made for them, whether it is in relation to taking on a more senior position in the organisation or dealing with a trader.

Some negotiators are born with the right skills, while others need to acquire them. In order to become a successful negotiator, it is essential to understand your audience, which is determined by several factors including age, gender, culture and more. Secondly, one must learn to become a good listener, which eventually helps to gauge the audience's expectations. Non-verbal communication such as the right body language, maintaining eye contact, appropriate hand gestures, tone of voice and confidence are equally important to deliver the right message to your audience.

In addition to this, clarity and concision are also strong skills of a successful negotiator; be short and straight to the point. Avoid long speeches, which tend to bore your audience, or worse, confuse them. Another factor to remember is to be friendly, yet professional at the same time. Finding the right balance between a friendly smile and professional tone of voice encourages people to approach you more often. Last but not least, have an open mind. Listen and understand the perspective of others, instead of focusing on convincing the other party of your own point of view.

Negotiation is not always easy, but it is essential. When it comes to negotiating in a man's world, it is crucial to break stereotypes, as well as change societal conditioning and expectations. Women in the business world refrain from negotiating certain topics that men are freely negotiating only to maintain their current position. Most importantly, being a successful negotiator requires certain skills that can easily be learned. Achieving equality in a professional environment is just as important in today's world as women continue to bring ample advantages to the market.

The writer is senior executive officer and head of DIFC branch at The Access Bank UK. Views expressed are her own and do not reflect the newspaper's policies.

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