Negotiating

NegotiatingThe Art of

Brandeis C. Hall VP/Training

Radio Advertising [email protected](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.

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.

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.

Negotiation and the Gender Divide

- Women Don't Ask: Negotiation and the Gender Divide by Linda Babcock and Sara Laschever.

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.

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."

Negotiation and the Gender DivideStrategies Going In

Selling/Negotiating Relationships

Selling:

Negotiating:

Is the relationship between the buyer and the seller when the seller’s need to sell exceeds the buyer’s need to buy.

Is the relationship between the buyer and seller when the seller’s need to sell and the buyer’s need to buy are equal.

Selling Situation

BuyerSeller

Negotiating Situation

Buyer Seller

Prepare for negotiation

Address objections

Explore options

Give and take

Close

The Process

PreparationWorksheet

Negotiate only with those in authority

Explore variables

Ten Commandments of Negotiation

There hasn’t been a timeframe in history that wasn’t negotiable

Anything can almost always be made into a variable

“Give and Take”

Quid Pro Quo (“If I can ___, will you ___?”)

Once you’ve started coming down, it is quite a job to climb up again

Never give a concession, trade it … reluctantly

I

II

III

Maintain neutrality, especially in the early

stages


IV

Be calm … don’t show your thoughts on your faceAbsorb an attack by making notesIf you want time to think, read over notes or make a call

Appear relaxed and enjoy yourself

Lock-downV

“If I could ___, is there anything else standing in our way of doing business?”

Never make a concession until you have a list of everything the other side intends to negotiate

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

Be courteous and do not rush the other side

Tell it like it is, saying clearly what you mean

Pay Attention


VIII

Distinguish between major points and detailsRead any documents you are givenDon’t drink – it influences your judgment and speed of thought

Listen carefully to what and how they say it

When the mission is accomplished, leaveIX

Make the other side feel they made a good deal

Don’t compromise your objectives

If the agreement is not right, walk!

X

Negotiation Techniques

Big baitSilenceCrunch (time)Cherry pickDeliver garbageRed herringSplit the difference

Change the paceTake it or leave itEscalationNibblePrice tagFlinchGood cop/Bad cop

Checklist of Body Language Signals Part 1

A. A smoker lights up: “I’m relaxed, ready to get down to business.”

B. Man unbuttons blazer: same signal as “A.”C. Fast blinking: “I’m very alert” or “I’m lying”

or “I’m discomforted,” etc.D. Tilted head, knuckles under chin: “I’m

interested.” Head straight and/or chin in heel of the hand: “I’m bored.”

A. Tug at ear: “I want to hear more.”B. Scratching head: “I’m uncomfortable with

the discussion.”C. Steepling of fingers: “I’m supremely

confident.”D. Hand on back of neck, or finger under collar: “I’m annoyed.”


A. Fiddling with glasses/pipe: “I need more time.”

B. Object in mouth: “I need more information.”C. Eyeglasses taken off, set down on table: “I’m

shutting you off.”


Exercise

Negotiating

Brandeis C. HallVP / Alternative Revenue Development

Radio Advertising [email protected] 753 6786

The Art of

Negotiating

Documents

Transcript of Negotiating