DRI Women Lawyers' Seminar Negotiation Training


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The negotiation skills you need to make equity partner, get the legal job you want, excel in your work, and charge your clients what you're worth.

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  • When asked what we believe we deserve to be paid for our work, we undervalue ourselves by between 3 and 30%The wage gap is one-third
  • When we are asked to work until we believe we’re entitled to the $X we’re told we’ll be paid, we work 22 percent longer and 10% faster than men
  • DRI Women Lawyers' Seminar Negotiation Training

    1. 1. and changes everything . . . .DRI Sharing Success Seminar for Women Lawyers February 23, 2012
    2. 2. What’s sogreat aboutme?
    3. 3. • 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 . . .
    4. 4. What are Our NegotiationStrengths and Weaknesses?
    5. 5. 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
    6. 6. 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
    7. 7. We measure our income by what we need
    8. 8. We compare ourselves to our women friends
    9. 9. often leading us to value ourselves less than male peers
    10. 10. and anchoring women’scompensation, powerand income too low
    11. 11. We work 22%longer and10% faster for the same reward
    12. 12. We over-deliver to others andunder-deliver to ourselves
    13. 13. They’ll notice what I’m doing and reward me
    14. 14. If they don’t reward me, I don’t deserve it
    15. 15. I’ll offend someone and be punished
    16. 16. It’s selfish to ask for myself
    17. 17. I’d rather be happy than rich
    18. 18. Don’t worry about me,I’ll just sit here in the dark . . .
    19. 19. • 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
    20. 20. What would you dowith Greater influence More authority More power More free time Less stress Greater satisfaction More money
    21. 21. Negotiation Conflict
    22. 22. Responses to Conflict• Suppression• Avoidance• Resolution• Transformation• Transcendence
    23. 23. Dispute Resolution Tactics• Yielding/Ingratiation• Shaming• Persuasive argumentation• Promises of future action• Threats of future action• Physical force
    24. 24. The Big Book of “How To”
    25. 25. Crossing Gender Boundaries
    26. 26. AskAnchor Close
    27. 27. Negotiation is a conversation leading to agreement
    28. 28. recognize theopportunity to negotiate