She negotiates . . . and everything changes
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The document provides tips and strategies for negotiation, with a focus on how women can improve their negotiation skills and outcomes. It notes that women often do not negotiate as aggressively as men and leave significant money on the table as a result. It encourages women to recognize opportunities to negotiate, understand their own interests and priorities, and prepare effective negotiation strategies to achieve better results.
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She negotiates . . . and everything changes
- 1. She Negotiates . . . . and everything changes January 18, 2011 Victoria Pynchon, J.D., LL.M Long Island Center for Business and Professional Women She Negotiates Consulting and Training on the Web
- 2. wake up! The Northridge earthquake occurred on January 17, 1994 at 4:31 AM Pacific Standard Time in Reseda, a neighborhood in the city of Los Angeles, California, lasting for about 45 seconds. The earthquake had a "strong" moment magnitude of 6.7, but the ground acceleration was one of the highest ever instrumentally recorded in an urban area in North America.
- 3. Negotiation is a conversation leading to agreement
- 4. in a mixed motive exchange Compete for scarce resources Collaborate for mutual gain
- 6. recognize the opportunity to negotiate
- 10. Could we talk about this later? I appreciate it but it was not what I was expecting We must not be on the same page I’m entitled to the full $10K bonus this year
- 14. We Negotiate for . . .
- 15. Need Image credit istockphoto.com 2010
- 16. security Image credit istockphoto.com 2010
- 17. Image credit istockphoto.com 2010
- 18. Power Image credit istockphoto.com 2010
- 21. Autonomy
- 22. Pride
- 23. Self Expression
- 25. monkey economy 50 million years
- 26. Money is simply one way to store value & permit trade at a distance What else do you have to trade?
- 27. Women tend to value relationship more than money
- 28. often leading us to value ourselves less than male peers
- 29. We measure our work by what we need and compare our incomes to those of our female friends
- 30. We over-deliver to our clients and superiors and under-deliver to ourselves
- 31. We work 22% longer and 10% faster for the same reward
- 33. we can close the gap NOW
- 34. ANCHORING When we set our value in the market we set our own future value; we set our women colleague’s value and we set the value for our children and children’s children Image credit istockphoto.com 2010
- 35. Recalibrate our Market value
- 36. Sk for it
- 40. theory of mind
- 41. Our ability to reason arose from our need to understand one another’s intentions and motivations, allowing us to coordinate within a group
- 42. we developed certain tendencies of thought called cognitive biases universal ways of thinking about what motivates other people
- 45. What the HECK are they THINKING?
- 46. and will it be harmful to me?
- 48. or attack ?
- 49. How can I make them do what I want them to do?
- 50. we read signs and symbols in an effort to control our own destiny
- 51. and make common cognitive errors
- 52. We see patterns where none exist Clustering Illusion
- 53. we discount everything our bargaining partners say reactive devaluation
- 54. confirmation bias we search for and interpret information in a way that confirms our preconceptions
- 56. Getting what you want Copyright 2010 Reason Press
- 57. Negotiate from Strength You are as strong as you believe yourself to be L is for Lawyer copyright 2010 Reason Press
- 59. how can we reach a mutually beneficial and durable agreement? By ascertaining their interests, preferences, priorities, needs, desires, constraints, strengths, and weaknesses, as well as our own
- 60. Z is for Zen Master copyright 2010 Reason Press Collaborative Problem Solving
- 61. Ask Diagnostic Questions C is for Coward copyright 2010 Reason Press
- 70. tit for tat S is for Shakedown Artist copyright 2010 Reason Press
- 71. Difficult people
- 72. Behind every accusation is a cry for help D is for Drama Queen copyright 2010 Reason Press
- 77. How were the women’s dilemmas solved? Growing isn't like in a movie where you have a realization and life changes. In life, you have a realization and your life changes a month or so later. So I just have to wait a month? It depends on the realization. Some of them you only wait a couple weeks. ~Postcards from the Edge
- 79. K is for Kin copyright 2010 Reason Press You can have it all Just not at the same time
Hinweis der Redaktion
- We negotiate for what we need in the face of the needs of others. We DISTRIBUTE the world’s resources in a way we believe to be fair. As lawyers, we call this JUSTICE.
- We negotiate in an attempt to establish our values as those that govern the world we live in.
- To accomplish that, we negotiate for power whether it’s the power to guide the So. Carolina Women Lawyers’ Association; to influence the curriculum our local school system adopts to teach our children; or, to control the behavior of others in the workplace, on the playground, in our neighborhoods and throughout the world.
- We negotiate to preserve our liberty to be ourselves so long as it does not impinge upon the liberty of another
- We negotiate to create and define the communities in which we live
- We negotiate to have unfettered freedom in certain areas of our lives
- We negotiate to achieve our full potential and for the esteem of the community
- We negotiate for the opportunity to express ourselves creatively
- And we negotiate for money
- Every time we teach our negotiation course, we ask our women questions about their attitudes toward, experiences of, and preferences for the outcome of negotiation. On a 1 to 10 scale, the most consistently similar answer we get both before and after the month-long course is that women value relationships over money and that, at a minimum, they want their bargaining partner to get as good a deal as possible while at the same time the negotiator gets as good a deal as she can for herself.
- When asked what we believe we deserve to be paid for our work, we undervalue ourselves by between 3 and 30% The wage gap is one-third
- When we are asked to work until we believe we’re entitled to the $X we’re told we’ll be paid, we work 22 percent longer and 10% faster than men
- Differences between contending and problem solving in the evolution of human history
- Three levels of agreement
- When preparing to negotiate a settlement, we generally think in terms of distributing the risk of loss among the parties.