The super secrets of great negotiators, both men and women. I gave this presentation to the Association of Legal Administrators. That's why there's a story about law firm management in it. I always tailor my trainings to the people I'm training (you'd think all speakers would do this but they don't)
3. • see the big picture
• work through steps
• share experiences
• learn what both
sides could gain Bargaining
• focus on what both
sides need Advantages
• attempt to satisfy
both parties needs
4. BARGAINING
DISADVANTAGES
• Value relationship over money
• Don’t like anchoring high
• Afraid asking for too much will make
bargaining partner withdraw
• Work faster and longer for same
benefit
• Don’t recognize the opportunity to
negotiate
5. • feel advantage
• feel entitled Bargaining
Advantages
• less likely to back down
• view negotiation from
more self-serving
perspective
• stronger speakers
• seek more power
• intimidate
6. Bargaining
Disadvantages
• Little inquiry into partner’s
needs/desires
• Tends to move quickly
toward threat
• Won’t share information
• Doesn’t believe win-win
possible or desirable
31. • Value your piece of the
puzzle
• View yourself as powerful &
an influence for good
– Power of
personality/presence
– Power of expertise
• Deepen relationships
• Set agenda & deliver the
goods
Gloria Feldt, former PP CEO,
No Excuses - Nine Ways – Lead staff rather than
Women Can Change the Way follow “boss”
We Think about Power – Empower yourself & take
action
32. Are they liars, cheats and
thieves or do they have
hidden interests.
– Personal (unrelated to
you or deal)
– Relational (related to you
but not to deal, i.e.,
“face”)
– Political, social, cultural
33. • Are they difficult or simply
uninformed
– Educate them about their true
interests, consequences of their
actions, our BATNA
– Help them understand what is in
their best interest
– Determine whether they’ve
misunderstood or ignored a crucial
piece of information
34. Are they irrational or are
they operating under
hidden constraints
– Institutional
– Precedential
– Promises to others
• Hidden
stakeholders
– Deadlines