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Course Description

Research indicates that women - even high-ranking women in leadership positions - face a fundamental obstacle when negotiating: Women come to the negotiation table with lower perceived status and less power than men. Women must tread carefully in attempting to level the playing field, though, because negotiating with a stereotypically “male” style could result in social consequences that negatively affect the outcome of the negotiation. The burden is on women, therefore, to skillfully adapt their negotiation style to suit the styles of other negotiators and the context of the situation.

As women in leadership roles ascend the ranks of their organizations, they face increased responsibilities to negotiate successfully for their teams and institutions as well as themselves. This course, designed specifically for women in leadership by Deborah Streeter, the Bruce F. Failing, Sr., Professor of Personal Enterprise at Cornell, challenges learners to evaluate their negotiation style through the lenses of gender and power and use their emotional intelligence to tailor their style to any situation. Learners will explore advanced negotiation techniques that help women capitalize on their strengths and avoid triggering the double bind in negotiations.

Faculty Author

Deborah Streeter; Susan Fleming

Benefits to the Learner

  • Examine how gender, power, and status have affected your past negotiations and use that knowledge to prepare for future negotiations
  • Tailor your negotiation style to the context of the situation and the styles of others at the table
  • Apply effective techniques to navigate the double bind while negotiating

Target Audience

  • Women leaders in mid- to senior-level positions (10+ years of work experience)
  • Women who hold or are interested in seeking board positions
  • Women entrepreneurs and founders
  • Male leaders seeking to better understand gender dynamics in their organizations

Accrediting Associations

Applies Towards the Following Certificates

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Enroll Now - Select a section to enroll in
Type
2 week
Dates
Dec 04, 2024 to Dec 17, 2024
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Jan 15, 2025 to Jan 28, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Feb 26, 2025 to Mar 11, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Apr 09, 2025 to Apr 22, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
May 21, 2025 to Jun 03, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Jul 02, 2025 to Jul 15, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Aug 13, 2025 to Aug 26, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Sep 24, 2025 to Oct 07, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Nov 05, 2025 to Nov 18, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

Type
2 week
Dates
Dec 17, 2025 to Dec 30, 2025
Total Number of Hours
10.0
Course Fee(s)
Contract Fee $0.00
Section Notes

IMPORTANT COURSE INFORMATION

This course includes a year of free access to Symposium! These events feature various live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing leadership topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.

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