• Stride in• Introduce yourself (hand shake) to anyone you don’t know• Make eye contact• Choose the best available seat• Brief small talk• Restate the question• Say what you did to answer it• Answer the question – We have an excellent chance of prevailing if . . . – We have the following problems – The client should understand that . . . – We need to learn more about this . . .
What are Our NegotiationStrengths and Weaknesses?
Female Bargaining• take a broad or collective perspective Advantages• view elements in a task as interconnected and interdependent• see the big picture and come up with a systematic plan on how to solve it.• work through steps by sharing experiences while figuring out what both sides can gain to achieve an integrated outcome.• more concerned about how problems are solved than merely solving the problem itself• Instead of concentrating on what they want or need to get out of the negotiation women focus on what both sides need and how both parties can get what they want
Male Bargaining AdvantagesFeel bargaining advantageFeel entitled to more rewardsLess likely to back downUse more distributive tacticsFeel entitled to informationSeen as stronger speakers than womenSeek more powerIntimidate
Don’t worry about me,I’ll just sit here in the dark . . .
• People err in one direction or the other by: – Prioritizing the relationship & saying “yes” when you want/need to say “no” or – Prioritizing their own power by brusquely saying “no” or – Take middle ground of avoidance saying nothing & hoping a problem won’t arise
What would you dowith Greater influence More authority More power More free time Less stress Greater satisfaction More money