Title

Negotiation Training for Women in Government

Date of Award

3-18-2010

Document Type

Capstone Project

Disciplines

Applied Communication

Degree Name

Graduate Certificate

Department

Organiz & Prof Communication

Advisor

Karen Morales

Keywords

communication; gender gap; government; leadership; locus of control; negotiation; organizational communication; training; women

Abstract

This study surveyed women in government about negotiation; respondents said negotiation skills are necessary for career advancement yet most do not report being skilled negotiators. Negotiation training for women in government was developed to increase negotiating confidence and skill level. Government employees may advance more rapidly by negotiating for promotions, bonuses, and assignments. The pay and leadership gap for women in the work place can be attributed in part to women's reluctance to negotiate for better pay and promotions. Locus of control and gender stereotypes feed into women's reluctance to negotiate. The training addresses women as adult learners and whole people and encourages them to set goals and use negotiation in the broader context of achieving life goals.

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