New Story, New Power: A Woman's Guide to Negotiation
Most people internalize what they have been told about who they are and what they should want, not realizing how strongly it influences their decision-making. For women especially, it could inhibit their ability to successfully negotiate their relationships, careers, and futures. Carrying around cultural baggage of mixed messages, women are told in the same breath to go out and ask for what they want, but at the same time not be too assertive. These contradictory narratives, Fisher-Yoshida demonstrates, lead many women to wonder: Am I good enough? Do I have enough experience?
Yet, women continue to break the mold as CEOs of Fortune 500 companies and representatives at the highest levels of government. What makes the difference? After interviewing more than 100 women at different stages of their careers about how they negotiate, in and out of the office, Fisher-Yoshida concluded that negotiation outcomes are often decided before getting to the table. The self-talk women engage in is one of the best predictors of their outcomes. In addition to personal insights and firsthand accounts, Fisher-Yoshida shares no-nonsense steps for disrupting negative self-talk and instead using that inner voice to channel better outcomes. With greater self-awareness women can change the stories by which they live and negotiate.
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New Story, New Power: A Woman's Guide to Negotiation is a welcome book for women needed in these changing times. Beth Fisher-Yoshida blends insights from the neurosciences (our mindsets) with stories (our narratives) to offer a practical guide for women as they negotiate in various parts of their lives.
-Deborah M. Kolb, PhD, author of The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success and Negotiating at Work: Turn Small Wins into Big Gains
Fisher-Yoshida has effectively diagnosed what gets in the way of women confidently negotiating-our mindset and beliefs. Whether it's a work, family or relationship issue, addressing and reframing the stories we carry can help us experience successful negotiations.
-Dr. Cindy R. Pace, global chief diversity equity inclusion officer, MetLife; and lecturer, Columbia University
This is a book which transcends the traditional concept of negotiation and leads you on a personal and professional journey to understanding your best self and how to construct your own personal and highly effective narrative for all situations in your life. It guides the reader from understanding the origins of our own narratives and various professional and personal behaviors to the illuminating case studies of others and concludes with prescriptive lessons to carry with you as you venture forward each day. This book will be of great value to the young female professionals beginning their career journey and beyond to the seasoned female board director learning
to navigate, influence, and achieve successful results in the boardroom!
-Virginia Gambale, chair of the board, Nutanix; technology leader; investor; and board director
This book provides a unique slant on both negotiation and women negotiators. Moving away from treating gender as individuals, it frames negotiation as relationships, ones grounded in contexts, narratives we hold, and situational circumstances. Each chapter begins with a different story that becomes reframed to show how women can change their narratives. Chapters focus on important negotiation contexts, such as workplaces, families, personal relationships, and deceptive situations. Adapting classic knowledge from the field, it provides tips on nuances in negotiation, managing emotions, dealing with power, and communicating effectively. I strongly endorse this book and consider it a MUST READ for all negotiation scholars and practitioners, including women.
-Dr. Linda Putnam, distinguished research professor and professor emerita, UCSB Communication Department
