DRI Women Lawyers' Seminar Negotiation Training
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Transcript of DRI Women Lawyers' Seminar Negotiation Training
and changes everything . . . .
DRI Sharing Success Seminar for Women Lawyers February 23, 2012
What’s so great about me?
• Stride in• Introduce yourself (hand shake) to
anyone you don’t know• Make eye contact• Choose the best available seat• Brief small talk • Restate the question• Say what you did to answer it• Answer the question
– We have an excellent chance of prevailing if . . .
– We have the following problems– The client should understand that . . . – We need to learn more about this . . .
What are Our Negotiation Strengths and Weaknesses?
Female Bargaining Advantages• take a broad or 'collective' perspective
• view elements in a task as interconnected and interdependent
• see the big picture and come up with a systematic plan on how to solve it.
• work through steps by sharing experiences while figuring out what both sides can gain to achieve an integrated outcome.
• more concerned about how problems are solved than merely solving the problem itself
• Instead of concentrating on what they want or need to get out of the negotiation women focus on what both sides need and how both parties can get what they want
Male Bargaining Advantages
Feel bargaining advantageFeel entitled to more rewardsLess likely to back downUse more distributive tacticsFeel entitled to informationSeen as stronger speakers than
women Seek more powerIntimidate
We measure our income by what we need
We compare ourselves to our women friends
often leading us to value ourselves less than male peers
and anchoring women’s compensation, power and income too low
We work 22% longer and 10%
faster for the same reward
We over-deliver to others and under-deliver to
ourselves
They’ll notice what I’m doing and reward me
If they don’t reward me, I don’t deserve it
I’ll offend someone and be punished
It’s selfish to ask for myself
I’d rather be happy than rich
Don’t worry about me, I’ll just sit here in the dark . . .
• People err in one direction or the other by:– Prioritizing the relationship
& saying “yes” when you want/need to say “no” or
– Prioritizing their own power by brusquely saying “no” or
– Take middle ground of avoidance saying nothing & hoping a problem won’t arise
What would you do with
Greater influenceMore authorityMore powerMore free timeLess stressGreater satisfactionMore money
Conflict
Negotiation
Responses to Conflict
• Suppression• Avoidance• Resolution• Transformation• Transcendence
Dispute Resolution Tactics
• Yielding/Ingratiation• Shaming• Persuasive
argumentation• Promises of future action• Threats of future action• Physical force
The Big Book of “How To”
Crossing Gender Boundaries
AskAnchorClose
Negotiation is a conversation leading to agreement
recognize the opportunity to negotiate