A guide to power negotiation for women

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• A guide to power negotiation
• for women

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What can we negotiate?
At work
At home
In daily life
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Think of situations in your life where you could
have negotiated for a better outcome

• In how many of these situations did you actually
  negotiate?

• What stopped you from negotiating?

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Why do men make more money than women?
After YOUR MBA graduation, DID YOU negotiate
your job offer?
When you got your job offer, Did you attempt to
negotiate?
50 of men
12.5 of women
57 of men
7 of women
said YES
said YES
A study reveals that while most women dont
negotiate when it comes to a new job offer
those who try to get more money are generally
successful.
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Why women dont negotiate?

• Less confidence
• Want to be liked
• It will ruin the relationship
• Low demands (good enough)
• Dont have the right skills

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Not negotiating can be seen as lacking leadership
skills
Sheryl Sandberg says that in her negotiations
with Facebook she told them Of course you
realize that youre hiring me to run your deal
team so you want me to be a good negotiator.
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What are the key negotiation skills

• Empathy
• Effective communication
• Listening
• Rapport Building
• Problem Solving
• Decision Making
• Assertiveness
• Dealing with Difficult Situations

In all these skills women perform better than
men
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• The Female Brain
• Has 11 more neurons in the thinking, hearing and
  language sector
• Hippocampus (memory) is bigger

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Women negotiate better for others
Research shows that women perform better when
their role is to advocate for others as opposed
to negotiating for more for themselves. Mens
behaviour and the ensuing social effects dont
shift much depending on whether they are
advocating for themselves or others.
Women outperform men in representation
negotiation by 23
Source https//hbr.org/2014/06/why-women-dont-neg
otiate-their-job-offers
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In short

• Women are excellent negotiators

• Negotiation is not only about negotiating your
  job offer and your salary

• Start negotiating every day (at work, at home, in
  daily life) to prepare yourself for your big
  negotiation that will change your life for better
  

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Everything is negotiable
Key principles of negotiation
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What is negotiation?
A fair and equal transaction ?
Compromise?
A joint decision that meets both parties
interests ?
Treat negotiation as problem solving exercise
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The 4 principles of negotiation
Know your limits
Forge a partnership
Know what you want
Trade your options
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1. Know what you want
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A negotiation scene from Just go with it
https//www.youtube.com/watch?vlMA48vIxajE
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Why are children the best negotiators?
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Because
The most powerful word in negotiation

• Structures your pitch
• Gives reason why
• Gives legitimacy
• Persuades

Use BECAUSE to formulate your requests or demands
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2. Know your limits
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When should you be ready to walk away?
Answer that question before any negotiation. It
will help you to stand on firm ground even with
parties more powerful Be ready to walk away to
keep the doors open
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3. Trade your options
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What is the most useful two letter word in a
negotiation?
IF
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Trade Options

1. Create your list of demands and issues
2. Trade them, individually or in packages

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Negotiation is about trading
If I wILL you ?
Nothing should be given away for free
If I accept your salary offer, will you give me
flexible working hours ?
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If I will you?
In a sale your client is asking for a reduction
in price?
If we reduce the price, will you be ready to
sign the contract today?
At home your kids want to go to a concert which
is in a different town. Your husband doesnt want
to go there just now
If I drive the kids to the concert, will you
pick them up?
In a restaurant you call a restaurant to book a
table for 10 people.
If we order a set menu for 10 people, will you
offer us a discount?
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Get into the habit of using IF every time you
trade your options
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Ask for action, not permission
Will you ? Instead of Please

• A restaurant was loosing 900k a year on
  no-show-ups
• The owner instructed the receptionist to stop
  saying
• Please call us if you change your plans
• and start saying
• WILL you call us if you change your plans?
• The no-show rate dropped from 30 to 10

Will you send me an email confirming in writing
what we have agreed ?
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4.Forge a partnership
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Forge a partnership
? Emphasise the relationship ? Frame negotiation
as a joint search for a solution ? Emphasise fair
standards
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Emphasis on building a relationship
At work My priority is to continue our long
lasting relationship I really likeI
appreciate . My goal is At home My main
goal is for you to be happy I would never
ask this if it wasnt so important for me In
a daily life I really want to buy it from
you (and not from someone else) I really want
to find a solution that will be benefit both of
us
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Frame negotiation as a joint search for a
solution

• Negotiation is a problem-solving exercise
• Ask for help (help me out here)
• Ask for advice
• Hot potato technique send back the question to
  the opponent
• How am I supposed to do it? gtgt make them think
  and find the answers

Lets find a solution together
What is it going to take to make this happen?
If you were in my shoes, what would you do?
This negotiation has been going on for too long.
Help me out here, what do we need to do?"
What would be your advice?
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Emphasise fair standards
My only goal is to make sure that this is fair
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Complaining is not negotiating!
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What can you ask in return ?
1. Your flight has been cancelled
2. You booked a table in a restaurant to
celebrate your anniversary but when you arrive,
they cant find your reservation and the
restaurant is full
3. You arrive at a hotel on a hot summer day, go
to your room and find there is no aircon and a
very small window
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Objections in negotiations
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I totally understand. It is exactly why I wanted
to talk to you.
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Labelling and mirroring

• If a prospect is emotional, angry, not talkative,
  hesitant
• Labelling is when you name the emotion your buyer
  is expressing. 
• It seems like you
• It sounds like you
• It looks like you
• It seems like you are not willing to find a fair
  solution
• It sounds like you are not ready to invest in
  the growth of your company
• It looks like you are not keen to continue this
  conversation

Chris Voss in his book, Never Split the
Difference
If the counterpart gives you an objection that
you dont understand Mirroring is repeating
the last 2-3 words or the most critical words
your prospect says.  CEO Theres no way we
could review your salary until the end of this
year. You The end of this year?
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Negotiation tactics - silence
If you struggle to come up with the right things
to say in crucial moments
Being silent in a negotiation creates social
awkwardness for the other person, creating the
urge for them to continue talking.
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Recap The 4 principles of negotiation
Know your limits
Forge a partnership
Know what you want
Trade your options
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What Will Your Next Negotiation Be ?
Write down your negotiation resolution
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What to read to master negotiation skills?
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Women negotiate better for others. So next time
you are negotiating, negotiate for your family,
for your children or even for your future
children!
And remember
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