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.

1. and changes everything . . . .
DRI Sharing Success Seminar for Women
Lawyers February 23, 2012

2. What’s so
great about
me?

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

8. We measure our income by
what we need

9. We compare ourselves to our women friends

10. often leading us to value ourselves less than male peers

11. and anchoring women’s
compensation, power
and income too low

12. We work
22%
longer and
10% faster
for the
same
reward

13. We over-deliver
to others and
under-deliver to
ourselves

14. They’ll notice what I’m doing and reward me

15. If they don’t reward me, I don’t deserve it

16. I’ll offend someone and be punished

17. It’s selfish to ask for myself

18. I’d rather be happy than rich

19. Don’t worry about me,
I’ll just sit here in the dark . . .

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

22. Negotiation
Conflict

23. Responses to
Conflict
• Suppression
• Avoidance
• Resolution
• Transformation
• Transcendence

24. Dispute Resolution Tactics
• Yielding/Ingratiation
• Shaming
• Persuasive
argumentation
• Promises of future action
• Threats of future action
• Physical force

25. The Big Book of “How To”

26. Crossing Gender Boundaries

27. Ask
Anchor
Close

28. Negotiation is a
conversation
leading to
agreement

29. recognize the
opportunity to
negotiate