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Professional Development: Negotiating to Make Rain

By Carol Frohlinger

Research suggests that women are excellent at negotiating for others. They are not as good at negotiating for themselves. Similarly, women lawyers tend to lag behind men in developing business. Indeed, many abhor the prospect of making rain almost as much as the prospect of advocating for themselves. Yet the reality is that women who wish to make partner must also make rain.

In our work with hundreds of women, we have observed that the same kinds of self-defeating behaviors that hold some women back when they negotiate for themselves can inhibit business development as well. The good news is, however, that many of the skills women use to negotiate effectively on behalf of others can be applied to developing business. The first part of this article discusses a few of the mistakes women can make; the second shows how negotiation principles can help build business.

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