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Negotiating

The Art of. Negotiating. Brandeis C. Hall VP/Training Radio Advertising Bureau bhall@rab.com (972) 753-6786. Negotiation and the Gender Divide. 2.5 times more women than men said they feel "a great deal of apprehension" about negotiation.

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Negotiating

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  1. The Art of Negotiating Brandeis C. Hall VP/Training Radio Advertising Bureau bhall@rab.com (972) 753-6786

  2. Negotiation and the Gender Divide • 2.5 times more women than men said they feel "a great deal of apprehension" about negotiation. • Men initiate negotiations about four times more often than women. • When asked to pick metaphors for negotiations, men picked "winning a ballgame" and a "wrestling match," while women picked "going to the dentist." - Women Don't Ask: Negotiation and the Gender Divide by Linda Babcock and Sara Laschever.

  3. Negotiation and the Gender Divide • Women are more pessimistic about the rewards available, so they come away with less when they do negotiate — on average, 30 percent less than men. • 20 percent of women (22 million people) say they never negotiate at all, even though they recognize negotiation as appropriate and even necessary. • Women will pay as much as $1,353 to avoid negotiating the price of a car. - Women Don't Ask: Negotiation and the Gender Divide by Linda Babcock and Sara Laschever.

  4. Negotiation and the Gender DivideStrategies Going In • Know what you want. • But have acceptable options. • Ask. • "More men ask. The women just don't ask." • Know the (your) value. • Women report salary expectations between 3 and 32 percent lower than those of men for the same jobs; men can earn 13 percent more than women during their first year of full-time work and 32 percent more at their career peaks.

  5. Negotiation and the Gender DivideStrategies Going In • Assume a win-win attitude from both parties. • Both sides want a mutually happy outcome (usually). • Respond with questions rather than argue. • Join coaching/peer groups or find a mentor. • Don’t get emotional. • When men get angry during a negotiation, it's seen as strategic - not out of control. When women do, they're often seen as "hysterical."

  6. Selling/Negotiating Relationships Selling: Is the relationship between the buyer and the seller when the seller’s need to sell exceeds the buyer’s need to buy. Negotiating: Is the relationship between the buyer and seller when the seller’s need to sell and the buyer’s need to buy are equal.

  7. Selling Situation Seller Buyer

  8. Selling Situation Buyer Seller

  9. Negotiating Situation Buyer Seller

  10. The Process Prepare for negotiation Address objections Explore options Give and take Close

  11. PreparationWorksheet

  12. Ten Commandments of Negotiation Negotiate only with those in authority I Explore variables Anything can almost always be made into a variable II There hasn’t been a timeframe in history that wasn’t negotiable “Give and Take” Never give a concession, trade it … reluctantly III Quid Pro Quo (“If I can ___, will you ___?”) Once you’ve started coming down, it is quite a job to climb up again

  13. Ten Commandments of Negotiation Maintain neutrality, especially in the early stages IV Appear relaxed and enjoy yourself Be calm … don’t show your thoughts on your face Absorb an attack by making notes If you want time to think, read over notes or make a call Never make a concession until you have a list of everything the other side intends to negotiate Lock-down V “If I could ___, is there anything else standing in our way of doing business?”

  14. Ten Commandments of Negotiation Watch danger phrases VI “A few small details …” “One little point and we’re in business” “It’s in your best interest …” “It’s fairer to both sides …” Communicate carefully VII Tell it like it is, saying clearly what you mean Be courteous and do not rush the other side

  15. Ten Commandments of Negotiation Pay Attention Listen carefully to what and how they say it VIII Distinguish between major points and details Read any documents you are given Don’t drink – it influences your judgment and speed of thought When the mission is accomplished, leave Make the other side feel they made a good deal IX Don’t compromise your objectives If the agreement is not right, walk! X

  16. Negotiation Techniques Big bait Silence Crunch (time) Cherry pick Deliver garbage Red herring Split the difference Change the pace Take it or leave it Escalation Nibble Price tag Flinch Good cop/Bad cop

  17. A smoker lights up: “I’m relaxed, ready to get down to business.” Man unbuttons blazer: same signal as “A.” Fast blinking: “I’m very alert” or “I’m lying” or “I’m discomforted,” etc. Tilted head, knuckles under chin: “I’m interested.” Head straight and/or chin in heel of the hand: “I’m bored.” Checklist of Body Language SignalsPart 1

  18. Tug at ear: “I want to hear more.” Scratching head: “I’m uncomfortable with the discussion.” Steepling of fingers: “I’m supremely confident.” Hand on back of neck, or finger under collar: “I’m annoyed.” Checklist of Body Language SignalsPart 2

  19. Fiddling with glasses/pipe: “I need more time.” Object in mouth: “I need more information.” Eyeglasses taken off, set down on table: “I’m shutting you off.” Checklist of Body Language SignalsPart 3

  20. Exercise

  21. The Art of Negotiating Brandeis C. Hall VP / Alternative Revenue Development Radio Advertising Bureau bhall@rab.com 972 753 6786

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