Negotiation – More from the Institute for Women's Entrepreneurship at Cornell

Less Is More – Building a Convincing Argument

A recent podcast from Hidden Brain entitled “Less Is More” discussed some important realities on how to make a make a convincing argument. Specifically, it is often a better choice to limit yourself to presenting only a few strong points rather than going for quantity and adding in more points that carry less weight than your original few.

While this discussion does not specifically target entrepreneurs, small business owners are constantly faced with the challenge of pitching themselves – either for funding or to make a sale or to hire a team. Understanding how to make the most convincing argument is bound to help in all those arenas. Hope you have time to give the free podcast a listen!

Extra Education Supports Becoming An Entrepreneur

According to this piece in Fast Company, during 2021 alone, over 5 million new companies were registered in the US alone which is an increase of 23% over the previous year. While some of this increase can be attributed to the impact of the global pandemic, research is suggesting that education is playing a role as well.

While some experts have felt that continuing education is more about “signaling rather than skill development”, this new research is providing evidence that additional years of post-high school education can boost self-employment in high-growth industries. Research goes on to point out that, “for women, education may have an even greater impact on encouraging them to jump into entrepreneurship by increasing their confidence in addition to their skills.”

Education is certainly something we believe in at the Institute! If you (or someone you know) would benefit from our free 12-week entrepreneurship certificate program, go to this page and click the “Join the Waitlist” button. We enroll on a quarterly basis and reach out to those on the notification list in the order that they are there.

Making Sure You Are Paid for Your Work

Often in industries that are more creative, there is an expectation that you need to offer time and labor for free or for deeply discounted rates to get work…or “exposure”. In addition, there’s also the problem of the “brown discount,” which refers to a common workplace issue of people of color being asked to provide the “vastness and value” of their experiences, but without fair compensation or resources. But as journalist Juleyka Lantigua-Williams shares, “exposure” doesn’t pay the rent or the grocery bill. This episode from NPR’s Life Kit discusses some of these challenges in greater detail and shares strategies to ensure you are being paid what you are worth!

It’s Time To Talk About Money

neon sign that says "Think about things differently"

Two articles appeared recently discussing the importance of more openly sharing personal salary information as well as financial management strategies. “Build Your Squad For Financial Success” appeared in Entrepreneur and focuses on how women of color can help lift each other up by more openly sharing salary ranges, negotiation tips and business collaboration.

A New York Times piece published the same week entitled, “I’ll Share My Salary Information if You Share Yours” shared how more and more women are openly discussing topics that were historically considered taboo – salaries, stock options, signing bonuses, negotiation tactics and both “dream” and “walk-away” numbers.

Ten Successful Shark Tank Alumni Share Lessons Learned

While most entrepreneurs will never end up on the reality show Shark Tank, there are interesting lessons to be learned from those who have. From intellectual property protection to accepting feedback to envisioning your outcome to maintaining confidence to believing your gut, this piece on Medium shares important takeaways from ten women who pitched to the “sharks”.

5 Negotiating Tips That Girls Should Learn

Women's arms - shaking hands — Image by rawpixel from Pixabay

Many women share that negotiating – especially for themselves – can be challenging. Perhaps it is because many women are brought up with expectations to “be nice” and negotiation feels like a violation of that “be nice” rule. Or perhaps it is because women are less likely to be taught what successful negotiation looks like. Either way, this June 20, 2019 piece in Mashable highlights five tips we should be teaching girls. The pointers are definitely useful for adults as well!