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This is an important area. How has this still not changed? The gender gap is now even worse in the UK. Women should not face a 'social cost of asking', what a waste of intellect. If society cannot handle powerful women, it needs to change. Healthy societies need men AND women to fulfil their potential or BOTH women and men lose out.

I am presently working at a University in California and the topic of Negotiating tips for women is right on point. As a result of budget cuts, re-structuring and added work responsibilities, the social psychology of bargaining and negotiation for individuals and organizations has become a critical path for many. They key in many negotiations as indicated in this video is how to frame issues without blame. I think that is important to connect with what is good for the individual and also what is good for the organization. Above all communication and transparency are critical in minimizing resistance to change.

Well, I'd say she's more a part of the problem than the solution. It took her a good 10 minutes into the video to get to what she wanted to actually say and then another 20 minutes to actually say it.....too academic for me.

I have to say I can't believe they have this woman teaching negotiation at a major university either. Oy vey, no wonder women aren't getting anywhere.

Too bad I don't have the time and space to delineate real stories and challenges I've encountered over my career since I do actually ask on the basis of tying it to the organization and I can't believe that most women in a position of leadership don't, and still was told "No. And don't ask me again." This is after pratcially single handledly launching a new division and helping the guy to makes millions, while the guy in the next office never left the office, a strictly 9-5 guy who made more than me (but admittedly he had daily afternoon chats with the CEO over the phone).

But it's the latest one I like the most wherein I have been referred for a project by someone very high up in a Fortune 500 company because the last time I was brought in the company managed to penetrate a market that allowed them to over time own it (thus making at least $75M a year off that division if not more, and now they have come to another inflection point but the newbie with the shiny MBA from the elite bs school has told me I had a sense of "entitlement" when it came to getting the project.

Odd, since I'm probably twice his age and that word is not usually used to describe people from my generation and two, I feel like Meryl Streep having to audition for a part in a movie......

Let's just call a spade a spade, it's gender discrimination and pandering to an organization like the academics are doing are only making it worse. Oh until it becomes an academics laboratory and then it gets to be policy....sad what we consider progress.

@kim :
Every executive type of person (i'd like to stress the word "type" here) would feel the way you feel about that speech : too academical, too long, and, well "get to the point, now would you !"...
No wonder here : you are both on the opposite side of the ladder : Entrepreneurs don't blatter, they have gut feelings and they go for it while Investigators need to ponder things, find out all the ramifications, level out all the implication of possible action step.

I personally found that her speech was enlightening and that it just lacked a call for action. One does first need to understand what's at stake before making an informed decision. I certainly would hope that women would take that challenge at heart and change the game..

You found the speech too long, i think it's way too short : there is way more to be said on the subject ;)

On a side note : I was quite impressed with your stories, thanx for sharing them. I feel sorry for those dumb ass big boss men who can't see where the real value lies. And I'm a man ;)

The headline of this misrepresents the video. It's description from YouTube is "discusses the emerging body of research on the role of gender in negotiation, the variety of factors that may explain wage disparities between men and women and womens underrepresentation in leadership roles, and negotiating strategies that maybe help women overcome barriers to success." The event's description is at http://www.stanford.edu/group/gender/People/DeborahKolb.html. It was a lunchtime talk with faculty. More about Professor Kolb is at http://www.stanford.edu/group/gender/People/DeborahKolb.html.

If the objective of this post is to close the gender gap all of your readers should be reading Ask For It by Linda Babcock.