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EPIP - Ask For It - Webinar: Negotiating for Yourself and Your Organization


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The co-founder of Ask For It will introduce participants to key theories in negotiation and highlight some common negotiation misperceptions and obstacles. You will leave with fresh insight and actionable knowledge to help you in your next negotiation, whether you’re advocating for yourself or your organization.

She’ll guide you through the following questions:

How can I effectively prepare?

What should I consider beforehand that could give me an advantage?

What are the most effective ways to frame my ask?

Improving your negotiation skills can help you move forward in your career or make more in salary, but it also benefits your organization, your grantees and your colleagues. If you want to be a change making leader, you need the skills to make the best deals for all parties involved. Negotiation isn't just about salary. What if you really knew how to get what you want?

Published in: Government & Nonprofit
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EPIP - Ask For It - Webinar: Negotiating for Yourself and Your Organization

  1. 1. NEGOTIATING FOR YOURSELF AND YOUR ORGANIZATION EPIP Webinar February 3, 2016 EPIP Host: Biz Ghormley EPIP Speakers: Alexandra Dickinson, Ask For It
  2. 2. 2 Emerging Practitioners in Philanthropy (EPIP) is a national network of foundation professionals, social entrepreneurs and other change makers who strive for excellence in the practice of philanthropy.
  3. 3. 3 We provide a platform for our community to: Connect with others Learn & practice leadership skills Inspire emerging ideas in the social sector
  4. 4. Get in touch! Please reach out with any questions or to learn more about membership! Biz Ghormley Membership & Operations Manager
  5. 5. What’s Next? • Next EPIP Webinar! • Transformational Philanthropy through Giving Circles • Wednesday, February 17, 3:00pm ET • All Events •
  6. 6. Housekeeping •  Use the question box for technical difficulties •  Use the question box for content questions for Q&A •  Use #EPIPwebinar to follow the conversation on social media •  This webinar will be recorded •  Complete the post-webinar survey!
  7. 7. Speakers Alexandra Dickinson
  8. 8. Negotiating for Yourself and Your Organization January 2016
  9. 9. About Ask For It Ask For It is a boutique consulting firm that is closing the gender wage gap by effecting change at both the institutional and individual level. We work with companies, institutions, female entrepreneurs and individuals through a combination of trainings, workshops and consulting. Photo credit: Dawn Kriss
  10. 10. Agenda • Common (mis)perceptions and key concepts • Preparation strategies • Engaging in a negotiation • Effects of gender, race and culture • Q&A
  11. 11. (Mis)perceptions of negotiation
  12. 12. Negotiation is rare Photo sources: Got Credit, Allan Ferguson, The NRMA
  13. 13. Negotiation is aggressive Photo source: Sam Valadi
  14. 14. Some people are just gifted Photo source: The Lolbrary
  15. 15. Mission driven work = low pay
  16. 16. Key concepts •Target •Reservation •Aspiration •BATNA •Anchor
  17. 17. Key concepts • 3 types of bargaining: • Distributive • Integrative • Congruent • Congruent strategies: • Direct strategy • Trading strategy
  18. 18. Take action Write down your BATNA for an upcoming negotiation. What happens if you don’t reach an agreement? Photo source: IMGGood
  19. 19. How to prepare
  20. 20. Be proactive
  21. 21. Do your research
  22. 22. Get comfortable
  23. 23. Role-play Photo source: BusinessCollective
  24. 24. Make yourself accountable
  25. 25. Take action What conversations can you initiate now to prepare your counterpart for an upcoming negotiation? Photo source: IMGGood
  26. 26. Consider your counterpart
  27. 27. What do they want?
  28. 28. Make the pie bigger
  29. 29. Identify the 3 types of issues
  30. 30. Take action Brainstorm some more issues you can bring into the negotiation to “make the pie bigger” and allow for package deals. Photo source: IMGGood
  31. 31. Designing a first offer
  32. 32. The conventional wisdom
  33. 33. 80% prefer to receive the first offer Neale, Margaret A. and Thomas Z. Lys. Getting (More of ) What You Want: How the Secrets of Economics
 and Psychology Can Help You Negotiate Anything, in Business and in Life. New York: 2015.
  34. 34. Precise vs. round numbers $104,200 $100,000
  35. 35. Take action The first offer creates an anchor that influences the other party. What first offer will you make? Photo source: IMGGood
  36. 36. Engaging in negotiation
  37. 37. Power poses Photo credit: Jenny Aurthur
  38. 38. Emotions are contagious Photo source:
  39. 39. Speech is silver, silence is golden
  40. 40. Who else benefits
  41. 41. Take action Write down the names of others who will benefit if you get more value through this negotiation. How will they benefit? Photo source: IMGGood
  42. 42. Gender and negotiation
  43. 43. The I-We strategy Show Explain Ask Sell
  44. 44. Talk numbers with both
 men and women
  45. 45. Don’t actually ask . vs. ?
  46. 46. Highlight concessions
  47. 47. Race & negotiation
  48. 48. Similarity induces trust —
 and vice versa
  49. 49. Establish cooperation, minimize stereotypes
  50. 50. Create positive atmosphere Photo source: Quiet Revolution
  51. 51. Culture & negotiation
  52. 52. Perception shapes reality
  53. 53. Disagree mindfully Photo source: Everyday Feminism
  54. 54. Cognitive or affective trust
  55. 55. Your questions Photo source: Williams Alternative
  56. 56. Thank you Follow @askforitproject for a daily dose of negotiation inspiration on Facebook, Twitter and Instagram Photo credit: Lydia Hudgens