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Finished 2013 boot camp student workbook 012413

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  • 1. WOMEN’S INSTITUTE OF NEGOTIATION Women’s Institute of Negotiation 5042 Wilshire Blvd #17102 • Suite 17102 Los Angeles, CA 90036 Phone 866.857.9879 • Fax 866.857.9879Copyright Womens Institute of Negotiation 2013; CopyrightYasmin Davidds 2013.All Rights Reserved; Proprietary - no part of this document can be reproduced, stored in a retrieval systemor transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwisewithout authorization
  • 2. Table of ContentsGender Negotiations .............................................................................................................. 2 Impression Management ................................................................................................ 3 Language and Framing ..................................................................................................... 4 Sandwich Technique ......................................................................................................... 5 Negotiating with Men ....................................................................................................... 6 Negotiating with Women ................................................................................................ 75 Negotiation Styles ............................................................................................................... 8 Avoidance .............................................................................................................................. 9 Accommodator .................................................................................................................. 11 Competitive......................................................................................................................... 13 Compromiser ..................................................................................................................... 15 Collaborative ...................................................................................................................... 17 Negotiation Strategy ....................................................................................................... 197 Influence Techniques ...................................................................................................... 20Negotiation Planning ........................................................................................................... 22Negotiation Planning Map ................................................................................................. 23
  • 3. What is Negotiation?“Every interpersonal interaction, no matter thecontext, no matter the scale, is a negotiation.” - Max Bazerman, Harvard University 1
  • 4. GENDER DIFFERENCES IN NEGOTIATION 2
  • 5. REVEALING RESEARCH ABOUT WOMEN, MEN AND NEGOTIATIONS 1. When negotiating for herself, a woman MUST be perceived as likeable to get what she wants. 2. Men can be influential and effective, even if people don’t like them. As long as they are perceived as competent, they can be persuasive and get what they want. 3. Women need to be perceived as likable by both men and women in order to get what they want. 4. If men behave in aggressive ways or use aggressive language we call them no- nonsense, focused, a go-getter, ambitious (good things in a man). 5. If women behave in the same way, we call them Bxxxxxx. THE DILEMMA FACED BY WOMENHow do women continue reaping the social benefits of their more accommodating style(maintaining warmth) while improving their economic outcomes (by actingcompetently). Studies provide provocative evidence that women can be simultaneouslyperceived as competent and warm IF CERTAIN THINGS ARE IN PLACE….. IMPRESSION MANAGEMENT The ability to control, monitor and manage the impression You’re making when you ask for what you want. Aggressive behavior doesn’t work for women; it backfires Women win when they use the “softer” style approach yet hold firm against pressure to concede “too much” or “too soon” The language a woman uses to frame your request and the tone you set for the interaction will strongly influence the ability of other negotiators to hear what you are saying o Using a friendly, warm and non-threatening tone of voice o Choosing her words carefully and strategically o Non-verbal behavior needs to communicate what a nice, friendly person she is.So, how does a woman do this?1. LANGUAGE USED FOR REQUEST2. FRAMING OF LANGUAGE3. TONE 3
  • 6. LANGUAGE AND FRAMINGLANGUAGE FRAMING “We” instead of “I” WIFM Align with Team organizational goals For another Communal 4
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  • 10. Navigating the 5 Styles of NegotiationWhen you negotiate, to what degree should you disclose what you hope to receive fromthe negotiation and how should you go about revealing your desires? The answer to agreat extent depends on:  The type of person you are negotiating with  The perception you wish the other to perceive of youIn order for you to position yourself properly in any negotiation, you must learn toidentify and adapt to your counterpart’s negotiation style. You must FLEX yournegotiation style as needed. 5 NEGOTIATION STYLES Avoidance Style Accommodator Style Competitive Style Compromiser Style Collaborative Style 8
  • 11. Avoidance Style Behaviors Have no desire to be in the negotiation Will atempt to sidestep the situationWill use power move to gain leverage and lower expectations 9
  • 12. Negotiating With Avoidance StyleRaise Change the Enlist the AlliesStakes Form of Risk 10
  • 13. Accommodator Style Behavior Peacekeeper Relationship is Most Important Give Away Value 11
  • 14. Negotiating With Accommodator Style Authority • Examine • Get it in their • Examine Writing Fear their Authority Fear Writing 12
  • 15. Competitive Style BehaviorsAggressive and unwilling to cooperateManipulate the situation in their favorPlace their needs above everyone else 13
  • 16. Negotiating With Competitive Style Power Participative Moves Moves MOVESAppreciative Divirging Moves Moves 14
  • 17. Compromiser Style BehaviorSplit the Difference Most popular for Women because of fairness No Longer Sustainable 15
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  • 19. NEGOTIATING WITH COMPROMISER STYLEBeware! Extreme Positioning Make a Used Those Who Reasoned as a Start With The Most Extreme Exchange Tactic Position 17
  • 20. Collaborative Style BehaviorBoth assertive Assess needs New Value is and resources created through and cooperative to create new the process of value negotiation 18
  • 21. Negotiating With Collaborative Style What General Monday General Resources Electric Night Electric Do We Have Model Football That They Need ? Medical Equipment NBC General Electric Lighting $600Million Deal Financial Services NFL Stadium Needs $1.2 Alarm Billion Systems Deal 19
  • 22. Determining Your NEGOTIATION STRATEGY DETERMINING YOUR Negotiation Strategy Which Negotiation Style Should You Use?Every negotiation style can be appropriate under various circumstances. The tradeoffinvolves how important the relationship is versus achieving the very best outcome.Before attempting a win-win negotiation, evaluate your situation and decide whichstrategy is best. After all, there are some situations where win-win just doesn’t work. 20
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  • 25. How Important is Planning?Planning will determine 80% of your outcomePlanning allows you to: 1. Organize to Influence a. Moves “out of the table” (preparation phase) are more important than moves “at the table” 2. Sequence to Build Leverage (Coalitions) a. The order in which to approach people relevant to the negotiation. 3. Shape the Structure of the Negotiation a. Common mistake is to take the structure of the negotiation as a given. 23
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