Is Negotiation a Man’s Game?

Or…How To Get What

You Want

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We would love to hear your

thoughts…

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@AdvSpringCEO

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YOU

Colleagues

Boss

Partner

ChildrenWider family

Contractors and Service Providers

Customers

Ourselves

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Negotiation is…

Two or more parties resolving differences

to try to reach agreement

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Some Common

Negotiation

Mistakes…

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Trying to avoid negotiation

Thinking it’s about winning

Assuming everyone shares

your values

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Negotiation

is a necessary ritual

It’s part of our DNA

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Trying to avoid negotiation

Thinking it’s about winning

Assuming everyone shares

your values

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SATISFIED

How do you want the other

party to feel after

negotiating with you?

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Trying to avoid negotiation

Thinking it’s about winning

Assuming everyone shares

your values

The behaviours of negotiators

The values of society

Caring

Considerate

Co operative

Dependable

Fair

Generous

Honest

Open

Rational

Reliable

Truthful

Unselfish

Willing

Arrogant

Closed

Dishonest

Emotional

Inconsiderate

Indifferent

Irrational

Mean

Rejecting

Selfish

Unfair

Unreasonable

Unreliable

Untruthful

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So what should we

be doing?

Discover

Establish

Ask

Lead

Seal it!

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The most powerful phrase in

negotiation

If you…

Then I…

Move beyond the

obvious to offer

solutions

DeadlineLeave

entitlement

Overtime

Flexible working

Disciplinary procedure

Joint statement

Total Value

Nothing is agreed

until everything is

agreed

NOIs just the starting

point

And don’t underestimate the need to ‘save face’

See the world through their eyes…

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We don’t ask and we don’t aim high enough when we

do

Women are viewed more negatively if

they ‘ask’

We are more effective at

negotiating for others

So…Is it a Man’ Game?

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We don’t ask and we don’t aim high enough when we

do

Women are viewed more negatively if

they ‘ask’

We are more effective at

negotiating for others

So…Is it a Man’ Game?

• Carnegie Mellon University Starting Salary Study – 7% women negotiated compared to 57% of men = $4,000 difference

• Boggle Research - $3-$10 dollars for taking part – offered $3 at the end as standard… Men 9 times more likely to push back

• US Open – Women players 80% less likely to dispute a close line call

TIP: Negotiate! And

be ambitious

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We don’t ask and we don’t aim high enough when we

do

We are more effective at

negotiating for others

Women are viewed more negatively if

they ‘ask’

So…Is it a Man’ Game?

• US Legislators and Constituents Research

• Harvard Research – Female Executives secure higher bonuses for their teams than Male Executives

TIPS:

Professor Neale – ‘Husband, Horses,

Chickens’ Embrace it!

Dr Lois Frankel tweeted to ‘put the

same effort into representing

ourselves’

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We don’t ask and we don’t aim high enough when we

do

Women are viewed more negatively if

they ‘ask’

We are more effective at

negotiating for others

So…Is it a Man’ Game?

• Social penalty for women that negotiate…

• Deemed as ‘unfeminine’ behaviours

• Impact on likeability? – Liked v Respected

• Effective planning can help manage this

• Have your business case ready

• The aggressive/ assertive dilemma

TIP: Just Ask… but do it in the right way and challenge the perceptions held

by men… and women

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And the biggest mistake?

Underestimating

the impact of

PEOPLE

Know the facts, numbers, statistics, precedents, regulations, trends…

But don’t forget the PEOPLE.

Negotiation is also about how we interact, behave, react, view each other, test each other,

perceive each other and how confident we feel… and that can make all the difference

Natalie Reynolds

Founder and CEO

natalie@advantagespring.comoffice@advantagespring.com

www.advantagespring.com

@AdvSpring@AdvSpringCEO

Natalie ReynoldsadvantageSPRING