Natalie Reynolds, CEO of advantageSpring and author of We Have a Deal delivered the first Westminster Business School Masterclass on Thursday 15 September. 

The talk, titled ‘Is Negotiation A Man’s Game?’, was attended by over 50 people and focused on why negotiation matters, common negotiating mistakes, gender stereotypes and offered the five top tips to enable you to be a brilliant negotiator.

Natalie began the event by answering the question posed in her title, saying “No, and it’s a shame we have to ask it, but we do”. Natalie, originally trained as a barrister, started her career working in government where she developed a fascination with the negotiation process, and with the extent to which so many people disliked, and tried to avoid, negotiating. 

Natalie Reynolds head shot next to a quote from her book
Natalie Reynolds

Over the course of the Masterclass Natalie identified some negotiation archetypes: The Avoider, who goes to great lengths to avert negotiations; The Giver, who incentivises deals by offering free extras, devaluing the initial negotiation and The Fighter, who views negotiation as a battlefield. She also discussed some prevalent gender stereotypes and related research: women don’t ask for pay rises versus the reality that they do, but that they ask for less money, and assess lower self-value. 

Natalie’s presentation also included practical tasks for attendees: they practiced negotiating and, at one point even arm-wrestled!

For information about future Masterclasses please email Dr Ruth Sacks on [email protected]

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