Winter Wheeler is a rising star in the world of negotiation and mediation. Her ideas are bold and she inspires many people.
One of my favorite topics is our natural urge to obey authority and how that hurts us in negotiations.
We want to be liked by our superiors, so we comply with their wishes, even if it hurts us in the long run.
That’s why we do not ask for raises even when we deserve them; that’s why we do extra work without being compensated for it; that’s why we stay at work longer without being paid for overtime; and that’s why we do not negotiate our salary when we start a new job (or get promoted).
But there are consequences if you are too lenient in salary negotiations: You could end up earning less than you deserve. And that’s not good for your career or your future prospects at the company.
I had the honor of being a guest on her podcast, The Mediate Now™ Podcast. We discussed one of my favorite topics, which is our natural urge to comply with authority, and how compliance hurts us in negotiation. I strongly suggest you follow Winter Wheeler!
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I am an associate professor of organizational behavior at McGill University's Desautels Faculty of Management, where I conduct research on the future of work and conflict resolution in the workplace.
I teach organizational behavior and negotiation at all academic levels. I also lead negotiation workshops for corporations and work one-on-one with managers as a negotiation coach.
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