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The Art of the Ask | October 2018

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Whether negotiations are everyday matters, or a bigger, more structured deals, making the most of these conversations is imperative. Learn to identify your own default negotiating style, prep for a negotiation informationally and psychologically, maneuver through the negotiation with poise, and close the deal.

Guest Speaker: Selena Rezvani, VP of Consulting and Research, Be Leaderly.

Published in: Leadership & Management
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The Art of the Ask | October 2018

  1. 1. The Art of the Ask — How to Negotiate Like a Boss
  2. 2. #BeLeaderly @SelenaRezvani @Jo_Miller
  3. 3. #BeLeaderly GM Roswell SyngentaPraxair
  4. 4. Corporate Subscribers
  5. 5. Welcome!
  6. 6. Jo Miller CEO, Be Leaderly • Dedicated to helping women around the world advance into positions of leadership and influence. • Delivers more than 70 presentations each year, for leadership conferences, professional associations, and corporate women’s networks. • Co-author of new research report, Out of the Comfort Zone: How Women and Men Size Up Stretch Assignments — and Why Leaders Should Care. • Author of the upcoming book, Are You The Best Kept Secret in Your Organization? @Jo_Miller
  7. 7. Selena Rezvani Vice President of Consulting & Research, Be Leaderly • Consultant, speaker and author on women and leadership. • Seasoned human capital consultant, using workplace culture assessments to help corporate clients be more inclusive and welcoming to women. • Author of two leadership books for professional women – Pushback: How Smart Women Ask—and Stand Up—for What They Want (Jossey-Bass, 2012) and The Next Generation of Women Leaders (Praeger, 2009). • Co-author of new research report, Out of the Comfort Zone: How Women and Men Size Up Stretch Assignments — and Why Leaders Should Care. @SelenaRezvani
  8. 8. of a woman's career success hinges on her “pushback skills,” according to c-level execs. Source: Rezvani, Selena. Pushback: How Smart Women Ask – and Stand Up - for What They Want. San Francisco: Jossey-Bass, 2012.
  9. 9. What's one word you associate with negotiating?
  10. 10. “Do no harm but take no bleep”
  11. 11. 1. Chart your options 1.2. Style your 2.pitch 1.3. Embody Success 4. De-Risk It 1.5. Use Strategic Silence & Questioning 1.6. Undress Objections 6 Essential Elements of Becoming a Fierce Negotiator Prep: Maneuver: Close:
  12. 12. Prepping a Negotiation
  13. 13. 1.1. Chart your options 1.2. Style your pitch Prepping a Negotiation
  14. 14. Prep: THIS is the power stage! • Position: Holding on to a fixed idea and arguing for it, regardless of any underlying interests • Interest: Reaching beyond stated positions to advocate underlying motivations and needs • Options: alternatives to your first-choice request
  15. 15. What do you really want? Position: I want to negotiate job terms that better reflect my value. Interest: Represented by: Monetary recognition of my value • Higher base pay • Bonuses Public recognition of my value • Improved title • Visible, high-profile projects • Leadership role on projects Self-care, well-being • PTO Investment in my leadership development • Courses • OTJ training • Conference series (1) (2) (3) (4)
  16. 16. Option A • 10% raise • Title change to Director • 5 extra days PTO Option C • 7% raise • 3 extra days PTO • $2,000 course Option B • 8.5% raise • Add “Senior” to current title • 4 extra days PTO Know Your Options
  17. 17. Who do you find it hardest to negotiate with? A Different Personality Type? The Analyzer The Withholder The Devil’s Advocate The Authority Figure
  18. 18. Goals StrugglesPassions Personal short- & long-term business objectives Business & personal causes they care deeply about Obstacles or commitments holding them back Source: ‘Business Relationships That Last’ by Ed Wallace Style Your Pitch with “GPS”
  19. 19. **Don’t just talk to your friends
  20. 20. Maneuvering Through Gameday
  21. 21. 1.3. Embody Success 4. De-Risk It Maneuvering Through a Negotiation
  22. 22. Copyright 2018, Selena Rezvani. Passivity: appeasing & apologetic “Your idea or stature is more important than mine” Aggressiveness; domineering & insistent “My needs are more important than yours” Healthy entitlement: Honest, open & direct “You are no more or less important than me” Lesser, Better or Equal? 23
  23. 23. Embody Success
  24. 24. (Photo Courtesy: Wikipedia) Embody Success → Stride in! Be aware of your physicality: • Smiling • Nodding • Broken eye contact • Research Shows…
  25. 25. (Photo Courtesy: 20th Century Fox) Deferential You & I vs. The Problem
  26. 26. Connect it to what’s familiar Use precedent Make inaction the enemy De-Risk It
  27. 27. Close the Deal
  28. 28. 1.5. Use Strategic Silence & Questioning 1.6. Undress Objections Close the Deal
  29. 29. Strategic Silence 31
  30. 30. how are decisions like these determined? ask deepening questions is that the best you can do?how did you arrive at that…? how can we make this work for both of us? what’s the cost of us not coming to an agreement? are you willing to negotiate that point? can you see where I’m coming from? Is that true?
  31. 31. “Power is about 20% conferred, and 80% taken.” —Jeffrey Pfeffer, PhD, Stanford University
  32. 32. THOU SHALT INSIST ON OBJECTIVE CRITERIA “Thou Shalt Insist on Objective Criteria”
  33. 33. Stand Up For Yourself • Meet an aggressive question…with a pointed question • Shift the focus outward, not inward • Ask for a different “yes”
  34. 34. Remember, if you dislike the terms now, you’ll hate them later.
  35. 35. 1. Chart your options 1.2. Style your 2.pitch 1.3. Embody Success 4. De-Risk It 1.5. Use Strategic Silence & Questioning 1.6. Undress Objections 6 Essential Elements of Becoming a Fierce Negotiator Prep: Maneuver: Close:
  36. 36. Take the poll! What’s one shift you’ll make to negotiate like a boss? Visit www.pollev.com/leaderly
  37. 37. Q&A @SelenaRezvani @Jo_Miller
  38. 38. What's one shift you'll make to negotiate like a boss?
  39. 39. Out of the Comfort Zone How Women and Men Size Up Stretch Assignments — and Why Leaders Should Care
  40. 40. Recommended Pushback: How Smart Women Ask – And Stand Up – For What They Want By Selena Rezvani Learn to Become a Fierce Negotiator With Our Infographic! By Selena Rezvani How to Flip No to Yes By Selena Rezvani & Jamie Lee
  41. 41. Get today’s slides, bonus articles, research report and our newsletter: Text leaderly to 444999 We never share, rent or sell your email or personal information. More: beleaderly.com/privacy
  42. 42. Closing Thought @SelenaRezvani
  43. 43. 7 Steps to Becoming a Thought Leader Tuesday, December 4, 2018 Thought leaders are not just executives any more. You can become one too. In this webinar, learn how to identify your niche, express your expertise in ways that fit your personal style, and become a sought-after expert. Guest speakers: Christoph Trappe, Chief Content Engagement Director, Stamats Business Media and Serpil Bayraktar, Distinguished Engineer, Cisco.
  44. 44. Discussion Questions 1. Think of a successful negotiation of yours. a) What was the situation? b) What distinguished this experience from others? 2. What’s a negotiation opportunity at work you could pursue right now? 3. Which skills and muscles will you flex in that situation?

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