Deborah Streeter is the Bruce F. Failing, Sr. Professor of Personal Enterprise and Small Business Management at the Charles H. Dyson School of Applied Economics and Management. Entrepreneurship and small business management are the focus of Dr. Streeter’s teaching, research, and outreach activities. Her research interests include: university-wide models for teaching entrepreneurship, use of digital media in teaching, and gender issues in business and entrepreneurship. Dr. Streeter has received acclaim as an educator, based on her promotion of experiential learning, active learning, and innovative uses of technology inside and outside the classroom. In 2007, Streeter was given the Olympus Innovator Award by the Olympus Corporation. She received the Constance E. and Alice H Cook Award in 2004, Professor of Merit Award in 2002, was named influential to a Merrill Scholar in 1999, 2000, and 2003. Streeter was awarded the 2001 CALS National Food and Agricultural Sciences Excellence in College and University Teaching, and was named a Stephen H. Weiss Presidential Fellow in 2000 (Cornell’s most prestigious teaching award). She also received the SUNY Chancellor’s Award for Excellence in Teaching in 2000 and the Innovative Teaching Award in 1996. Dr. Streeter holds an MS (1980) and PhD (1984) in agricultural economics from the University of Wisconsin, Madison.
Many women say they would rather go to the dentist than to negotiate for themselves. Why? Women are taught early to create equity in relationships. When you negotiate with someone and you feel that you're taking something away from them, that feels like a violation of the social contract you were raised with. There's little wonder, then, that negotiation feels deeply uncomfortable for many women.
And yet negotiating is a critical skill that everyone, especially women, has to practice and master in order to be an effective leader. In this course from Cornell Professor Deborah Streeter, you will practice key behaviors that help negotiations, including asking for what you want—something most women are not taught to do. The course emphasizes the gender dimension of negotiation strategies and the critical skills that women leaders, in particular, typically need to focus on. This course will be most helpful for women leaders who are not already practiced and comfortable in negotiation settings, but those who find negotiating stressful, uncomfortable, and difficult. Negotiating is a routine part of daily life and leadership, and approaching it with confidence and skill continually signals that you know your worth.
- Determine the personal negotiation style that works best for you
- Develop strategies for leveraging past successes to improve future negotiations
- Identify effective negotiation techniques, including reframing and creative visualization
- Practice the critical negotiation skill of asking