When you manage people, they will ask you for things: extend a deadline, make an exception, give them a raise or more resources. Maybe they don’t even have to ask; you notice a need and start thinking about how to meet it. As successful as women are with the possibility of advocating for others, knowing which research methods are most effective will only strengthen your case.
Negotiation professor Martha Jeong explains the mindset, framing, timing, and tone that enable us to achieve money, help, and opportunities that make our direct reports and seniors happy. . He also explains how to set expectations with them so that you don’t feel too much pressure to achieve exactly what they ask for, and too guilty if you don’t.
Martha Jeong is a professor of management at the Hong Kong University of Science and Technology.
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