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. What are Our Negotiation
Strengths and Weaknesses?
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. Male Bargaining
Advantages
Feel bargaining advantage
Feel entitled to more rewards
Less likely to back down
Use more distributive tactics
Feel entitled to information
Seen as stronger speakers than
women
Seek more power
Intimidate
20. • 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
21. What would you do
with
Greater influence
More authority
More power
More free time
Less stress
Greater satisfaction
More money