1. Negotiating Your Success……
MJ Tocci
Director and Co-founder

2. The most important step in the negotiation process
is deciding to negotiate in the first place!

4. Think again?
 Good work is its own reward!
 The economy is so weak that now isn’t a good time to
negotiate.
 I don’t have the power to negotiate.
 The company will advance me when I am ready.
 Salary or _____________ isn’t negotiable.
 Resources are scarce and I just have to make the best of it.

5. Think again?
 There's nothing I can do to change the situation.
 I’m probably getting paid what I’m worth.
 A negotiation might harm the relationship.
 I will get the opportunities necessary to succeed.

6. Barriers to Asking

7. Opportunity Doesn’t Always Knock

8. Is $3.00 OK?

9. You can ask for a robe?

10. I couldn’t make this up?

11. Costs of Not Negotiating First Job Offer
Salaries at 22 Salaries at 60
Gap is $5,000 Gap is $15,373

12. Costs of Not Negotiating First Job Offer
Lost income is $568,000

13. Barriers to Asking

14. Am I as good as I think I am?
Why can’t I be happy with what I’ve got?
Am I being too pushy?

15. Barriers to Asking

16. Backlash study

18. Scenes from 30 rock

19. •1970--1977

20. Planning Tool Kit
Sizing up the situation
What are the underlying interests
BATNA/ Leverage
Reservation value
Target
Know the other side
Assess your bargaining power
Make a timetable

21. Make a Plan: Underlying Interests
(what you really care about)
Position: the options you say you want
in the negotiation
Interest: the underlying reasons that
cause you to take the position- what you
fundamentally care about

22. Sizing up the Situation
How many issues are there to be
negotiated
How many parties (sides)?
What is the nature of your
relationship?
Are there costs to delay?
Are the negotiations private or
public?
What is the precedent or history?
What is the cultural context?

23. Components of your emotional
management plan
• Have one!
• Identify and eliminate negative
emotions which inhibit creativity
• Anticipate resistance and role play
• Have a plan to diffuse non-
constructive emotions

24. Self-Sabotaging Behavior
Not anticipating challenges to your
value or worth
Failing to make your value visible and
to link your skills to the company’s
goals
Being focused on your weaknesses
instead of your strengths

25. Self-Sabotaging Behavior
Not knowing how to reframe the
situation to restore balance when a
tactical challenge is presented
Wanting or needing everyone to be
happy
Taking it personally

26. Planning and Timing
Desperation decreases your
Bargaining power
Analyze the timing for them
Analyze the timing for you
Set up a timetable

27. Your Personal
Negotiation Gym

28. Trying to fit the norms isn’t
always the solution!

29. A goal is a dream with a deadline!

30. Words to live by:
“ There is a special
place in hell reserved
for women who don’t
help other women”
Madeleine Albright
31

31. M.J. Tocci
Director and Co-Founder
Heinz Negotiation Academy for Women
Carnegie Mellon University
H. John Heinz III College
5000 Forbes Ave
Hamburg Hall 2109E
Pittsburgh, Pa. 15213-3890
mjtocci@andrew.cmu.edu
412-901-6699
www.progress.heinz.cmu.edu