The Effectiveness of Negotiation Skills Training in Advancing the Status of Women in Science and Engineering

Abstract

Gender equality has been linked to several positive organizational outcomes, including improved overall organizational performance and yet fields such as science and engineering remain male-dominated. This discrepancy may be, in part, due to the fact that women are less likely to negotiate than men are and that they negotiate differently than men do. In order to address this disparity, negotiation workshops were offered to women in science, technology, engineering and mathematics (STEM) in Ontario. This paper presents a detailed account of the training program and then presents a mixed-method evaluation (questionnaires and qualitative semi-structured follow-up interviews) to assess the impact of the workshops. Results showed that the training produced positive results and was particularly effective at encouraging participants to transfer their new skills back to the workplace and actually change their negotiation behaviours.