Women’s Faculty Association April 11, 2008

1. Negotiation Talking Points & Panel Discussion Women’s Faculty AssociationApril 11, 2008 Jan E. Patterson, MD, CPE Professor of Medicine and VA Chief of Medicine Pedro Delgado, MD Professor and Chair of Psychiatry and Associate Dean for Faculty Development & Professionalism Lily T. Garcia, DDS Professor and Chair of Prosthodontics

2. Women and Negotiation • Study of salaries of graduating students at Carnegie Mellon • 7% of women negotiated • 57% of men negotiated • Men’s salaries higher by the difference that was negotiated • Boggle® study • $3 vs. $10 • 9 times as many men asked for the higher amount Babcock L. Women Don’t Ask, 2003

3. Principles of Good Negotiating • It’s always a two-way affair • Develop insight into the techniques • It is a skill that can be learned • Have a willingness to practice • Learn to concentrate on the issues • Be well-informed • Look at refusal in a new light • Are you willing to walk away? Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series

4. Basic Negotiating Principles • First find out what they want to do • Body language – watch for changes • Contract rules • Read the entire contract/offer every time it comes across your desk • Be the one to write the contract/offer if possible • Dumb is smart and smart is dumb • Be careful you don’t come across as a slick Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series

5. Getting to Yes • Don’t bargain over positions • Use principled negotiation; problem-solving • Negotiate on the merits • Separate the people from the problem • Build working relationship • Be soft on the people, hard on the problem • Focus on interests, not positions • Invent options for mutual gain • Insist on using objective criteria Fisher & Ury. Getting to Yes. 1991

6. BATNA • Best Alternative To a Negotiated Agreement • Useful strategy when other side is more powerful • Generating your BATNA • List options you could take if no agreement is reached • Improve some of these ideas and convert to practical alternatives • Select, tentatively, the one that seems best Fisher & Ury. Getting to Yes. 1991

7. Negotiating Preparation • List your goals • Determine your bottom line • Identify the other side’s interest • Outline your opening offer • List 3 ways your proposal satisfies the other party’s interests Miller and Miller. A Women’s Guide to Successful Negotiating. 2002

8. Framework Realistically determine your position • From outside/inside • What is your market value? • Calibration • From inside • What have you done for them lately? • What is your service history? • What are your ultimate goals? • How will this help these? • Be earnest and engaged

9. Beginning • Never accept the first offer They may think • “I could have done better” • “Something must be wrong” • Ask for more than you expect to get • It gives you room to negotiate • Raises the perceived value of your service • Creates a climate where the other side can win • You might get it! Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series

10. Beginning • Flinch at the first proposal • React visually to their first proposal • They may not expect to get it • Practice your response • Avoid confrontational negotiation • Arguing intensifies people’s desire to be right • Counter with Feel, Felt, Found • “I can understand how you feel about that…” • “Because many other people have felt exactly the same…” • “But you know what we have always found….” Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series

11. Listening as a Negotiating Tool • Seek to understand the other party’s interests and concerns • Take notes • Active listening • Reflect. Restate in your own words • Acknowledge feelings • Encourage. “I see.” “Really?” • Nurture “That’s a good point.” “I’m glad you asked.” • Summarize what you think you know • Ask for clarification and correction Bandy KG. How to Negotiate. www.amwa-doc.org Acuff F. How to Negotiate Anything.. American Mgt Assoc , 1997

12. Questioning • Use non-threatening, open-ended questions • “Can you help me understand how that works?” • Ask “Why?” - for clarification • Repeat back in question form • Connecting words – invite them to say more about the subject • Reversing – answer a question with another question. “That’s a good question, but before I get to that could you tell me…?” • Silence – forces them to say more about the topic • The Columbo technique – bumbling abstractedness (sparingly) Bandy KG. How to Negotiate. www.amwa-doc.org

13. Presenting your Message • Construct a message that focuses on benefit to the other side • Focus on areas of agreement • Set a reasonable anchor – standard criterion • Anticipate objections – how your proposal addresses these • Paint their pain – how not coming to an agreement will hurt the other side Bandy KG. How to Negotiate. www.amwa-doc.org

14. Middle • Maintain your resort to a higher authority • “Let me check with my people and get back to you” • Declining value of services • Negotiate before service • Impasse • Use set-aside technique • Trading off • Anytime asked for a concession, ask for something in return Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series

15. Ending • Good Guy/Bad Guy • Identify • Nibbling • Make them feel cheap • Be prepared to walk away (BATNA) • Position for easy acceptance • Make a small concession at the last moment Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series

16. Time Pressure • 80% of concessions come down in last 20% of time left • The closer to deadline, the more flexible you become • The side with the most options has the most power, and could use time pressure • Patience is a tremendous virtue Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series

17. Women and Negotiation • Women don’t initiate negotiations as frequently or as well as men • Negotiators take harder line against women; worse first offer and more pressure to concede • Be clear on what you want • Be assertive • Get to the point Babcock L. Women Don’t Ask, 2003; Frankel LP. See Jane Lead. 2007

18. Hallmarks of Good Negotiating • Both parties feel they have won • Any toughness is directed at the issues, not the personalities • Both feel that the other will comply • Trust Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series

19. Negotiator’s Creed • It’s not what can I get them to give me. It’s what can I give them that would not take away from my position that may be of value to them. When you give people what they want, they’ll give you what you want. Roger Dawson’s Secrets to Powerful Negotiating. ACPE Physician in Management Series In order to get the things you want, you sometimes have to help others get what they want. Bandy KG. How to Negotiate. www.amwa-doc.org