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A guide to power negotiation for women

Women have all the qualities to be effective negotiators. The only step that doesn't allow many women to take a winning pedestal is not taking the negotiating step at all. You can change this with the help of our negotiation guide for women! Learn more about helpful tricks and techniques for your next negotiation.

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A guide to power negotiation for women

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  1. A guide to power negotiation for women Liinea.com

  2. Follow us on Follow us on Linkedin Linkedin for more sales insights >>> for more sales insights >>> Liinea.com

  3. What can we negotiate? What can we negotiate? At work At home In daily life Liinea.com

  4. 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? • Liinea.com

  5. Why do men make more money than women? Why do men make more money than women? ”When you got your job offer, Did you attempt to negotiate?“ ”After YOUR MBA graduation, DID YOU negotiate your job offer? “ 50% of men 12.5% of women 57% of men 7% of women said YES said YES A study reveals that while most women don’t negotiate when it comes to a new job offer — those who try to get more money are generally successful. Liinea.com

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  7. Why women don’t Why women don’t negotiate? negotiate? • Less confidence • Want to be liked • It will ruin the relationship • Low demands (good enough) • Don’t have the right skills Liinea.com

  8. Not negotiating can be seen as lacking leadership Not negotiating can be seen as lacking leadership skills skills Sheryl Sandberg says that in her negotiations with Facebook she told them “Of course you realize that you’re hiring me to run your deal team so you want me to be a good negotiator.” Liinea.com

  9. 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 Liinea.com

  10. The Female Brain • Has 11% more neurons in the thinking, hearing and language sector • Hippocampus (memory) is bigger Liinea.com

  11. Women negotiate better for others 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. Men’s behaviour and the ensuing social effects don’t 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-negotiate-their-job-offers Liinea.com

  12. In short 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 Liinea.com

  13. Everything is negotiable Key principles of negotiation Liinea.com

  14. What is negotiation? A fair and equal transaction ? Compromise? A joint decision that meets both parties interests ? Treat negotiation as problem solving exercise Liinea.com

  15. The 4 principles of negotiation The 4 principles of negotiation Know your limits Know what you want Forge a partnership Trade your options Liinea.com

  16. 1. Know what you want Liinea.com

  17. A negotiation scene from “Just go with it” A negotiation scene from “Just go with it” https://www.youtube.com/watch?v=lMA48vIxajE Liinea.com

  18. Why are children the best negotiators? Liinea.com 18

  19. The most powerful word in negotiation Because • Structures your pitch • Gives reason why • Gives legitimacy • Persuades Use BECAUSE to formulate your requests or demands Liinea.com

  20. 2. Know your limits Liinea.com

  21. When should you be When should you be ready to walk away 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 Liinea.com

  22. 3. Trade your options Liinea.com

  23. What is the most useful two letter word in a negotiation? IF Liinea.com

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

  25. If I … wILLyou …? Negotiation is about trading Nothing should be given away “for free” If I accept your salary offer, will you give me flexible working hours ? Liinea.com

  26. If I …will you…? 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 doesn’t 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? “ Liinea.com

  27. Get into the habit of using IF every time you trade your options Liinea.com

  28. Ask for action Ask for action, not permission , 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 ?” Liinea.com

  29. 4.Forge a partnership Liinea.com

  30. Forge a partnership Forge a partnership ✔ Emphasise the relationship ✔ Frame negotiation as a joint search for a solution ✔ Emphasise fair standards Liinea.com

  31. Emphasis on building a relationship Emphasis on building a relationship At work: “My priority is to continue our long lasting relationship” ”I really like……I appreciate …. My goal is …” At home: “My main goal is for you to be happy…” ”I would never ask this if it wasn’t 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” Liinea.com

  32. Frame negotiation as a joint search for a solution 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?” >> “How am I supposed to do it?” >> make them think and find the answers Let’s 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? Liinea.com

  33. Emphasise fair standards Emphasise fair standards “My only goal is to make sure that this is fair” Liinea.com

  34. Complaining is not negotiating! Complaining is not negotiating! Liinea.com 34

  35. What can you ask in return ? 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 can’t 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 Liinea.com

  36. Objections in negotiations Liinea.com

  37. I totally understand. It is exactly why I wanted to talk to you. Liinea.com

  38. Labelling and mirroring Labelling and mirroring Chris Voss in his book, Never Split the Difference If a prospect is emotional, angry, not talkative, hesitant: If the counterpart gives you an objection that you don’t understand: Labelling is when you name the emotion your buyer is expressing. Mirroring is repeating the last 2-3 words or the most critical words your prospect says. •It seems like you … •It sounds like you … •It looks like you … CEO: There’s no way we could review your salary until the end of this year. You: The end of this year? “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” Liinea.com

  39. Negotiation tactics Negotiation tactics - - silence 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. 23 ...22 ...21 ...20 ...19 ... Liinea.com

  40. Recap: The 4 principles of negotiation Recap: The 4 principles of negotiation Know your limits Know what you want Forge a partnership Trade your options Liinea.com

  41. What Will Your Next Negotiation Be ? What Will Your Next Negotiation Be ? Write down your negotiation resolution Liinea.com

  42. What to read to master negotiation skills? What to read to master negotiation skills? Liinea.com

  43. And remember… Women negotiate better for others. Women negotiate better for others. So next time you are negotiating, negotiate for your family, for your children or even for your future children! Liinea.com

  44. visit liinea.com Join our sales workshops liinea.com/workshops Liinea.com

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