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Negotiating Your Success……
MJ Tocci Director and Co-founder
The most important step in the negotiation process is deciding to negotiate in the first place!
Think again?
Good work is its own reward!
The economy is so weak that now isn’t a good time to negotiate.
I don’t have the power to negotiate.
The company will advance me when I am ready.
Salary or _____________ isn’t negotiable.
Resources are scarce and I just have to make the best of it.
Think again?
There's nothing I can do to change the situation.
I’m probably getting paid what I’m worth.
A negotiation might harm the relationship.
I will get the opportunities necessary to succeed.
Barriers to Asking
Recognizing Opportunities
Entitlement
Anxiety
Social Consequences
Opportunity Doesn’t Always Knock
Is $3.00 OK?
You can ask for a robe?
I couldn’t make this up?
Costs of Not Negotiating First Job Offer
Salaries at 22 Salaries at 60 Gap is $5,000 Gap is $15,373
Lost income is $568,000
Costs of Not Negotiating First Job Offer
Barriers to Asking
Recognizing Opportunities
Entitlement
Anxiety
Social Consequences
Am I as good as I think I am?
Why can’t I be happy with what I’ve got?
Am I being too pushy?
Barriers to Asking
Recognizing Opportunities
Entitlement
Anxiety
Social Consequences
Backlash study
Scenes from 30 rock
•1970--1977
Planning Tool Kit
Sizing up the situationWhat are the underlying interestsBATNA/ LeverageReservation valueTargetKnow the other sideAssess your bargaining powerMake a timetable
Make a Plan: Underlying Interests(what you really care about)
Position: the options you say you want in the negotiation
Interest: the underlying reasons that cause you to take the position- what you fundamentally care about
How many issues are there to be negotiated
How many parties (sides)?What is the nature of your
relationship?Are there costs to delay?Are the negotiations private or
public?What is the precedent or
history?What is the cultural context?
Sizing up the Situation
Components of your emotional management plan
• Have one!• Identify and eliminate negative
emotions which inhibit creativity• Anticipate resistance and role play• Have a plan to diffuse non-
constructive emotions
Self-Sabotaging Behavior
Not anticipating challenges to your value or worth
Failing to make your value visible and to link your skills to the company’s goals
Being focused on your weaknesses instead of your strengths
•
Self-Sabotaging Behavior
Not knowing how to reframe the situation to restore balance when a tactical challenge is presented
Wanting or needing everyone to be happy
Taking it personally
•
Planning and Timing
Desperation decreases yourBargaining powerAnalyze the timing for themAnalyze the timing for youSet up a timetable
Your Personal Negotiation Gym
Trying to fit the norms isn’t always the solution!
A goal is a dream with a deadline!
Words to live by:
31
“ There is a special place in hell reserved for women who don’t help other women” Madeleine Albright
M.J. TocciDirector and Co-Founder
Heinz Negotiation Academy for WomenCarnegie Mellon University
H. John Heinz III College5000 Forbes Ave
Hamburg Hall 2109EPittsburgh, Pa. 15213-3890 [email protected]
412-901-6699www.progress.heinz.cmu.edu