Take the poll! Visit · 2018-08-24 · Negotiate Like a Boss Selena Rezvani #DoGreatThings * 3 ... Position: I want to negotiate job terms that better reflect my value. Interest: Represented

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Copyright 2018, Selena Rezvani.

Negotiate Like a BossSelena Rezvani#DoGreatThings

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Copyright Selena Rezvani 2018

Selena Rezvani

• Author of 2 leadership books, Pushback& The Next Generation of Women Leaders.

• Former columnist on women and leadership for The Washington Post; current columnist at Forbes.

• Uses workplace culture assessments to help corporate clients be more inclusive and welcoming to women.

• Design research studies on women in the c-suite, millennials, managers, and negotiating habits.

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My Vitals

HQ: Philadelphia

DISC type: Steady

Sign: Libra/Scorpio

Favorite Strong Drink: Tie between a Latte + a Cabernet

Other Names I Get Called:

-Sabrina -Serena

-Selene -Syreena?!

Most Used Emoji:

My Most Used Emoji is _______


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of a woman's career success hinges on her “pushback skills,” according to c-level execs.

Source: Rezvani, Selena. Pushback: How Smart Women Ask – and Stand Up - for What They Want. San Francisco: Jossey-Bass,. 2012.


“Do no harm but take no bleep”


1. Chart your position, interests

& options

2. Harness Connectional Intelligence

3. Style your

pitch

4. Embody Success

5. Approach it Peer to Peer

6. De-Risk It

7. Use Strategic Silence &

Questioning

8. Undress Objections

9. “Slow-downs” & Hasteners

9 Essential Elements of Self Advocacy

Prep:

Maneuver:

Close:

Copyright 2018, Selena Rezvani.10

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CuriousPerspective-takerCreativeOpen-mindedRapport-builder

ListenerReflectivePersistentResearcher Optimistic

Emotionally intelligentPlannerShows ConvictionAmbitious Affirming

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Negotiate…

PTO

a more realistic schedule/ deadline

hoursworked

a pay increase

your role on a committee

salary and benefits in a new role

scope creep

with insurance payers

product replacement

your title

your workspace

a mentee’s advancement

timeline for a promotion

patient complaints

productpricing

your goals

insurancepolicies

professional development

terms of your parental leave

headcount

coworkercoverage

the “right” approach on a project

bandwidth/availability

staffing conflicts

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Identify Your Leverage

Positional power EducationContacts &

Relationships

Patient impactSales/

Monetary impact

Industry/ Specialty insight

Role within associations/

healthcare bodies

Efficiencies created

Reach of service, education or

materials

What You Should be

Known For

What You’re Known for

Today

Your Expertise:

Now come up with an “ask” to better show, use or claim your value!

Complete the section on your expertise.

Considering your expertise, name a situation where you could be a stronger negotiator/self-advocate at work.

Now, think of a specific pitch or “ask” you could make to improve this situation.

Complete the section on your expertise.

Considering your expertise, name a situation where you could be a stronger negotiator /self-advocate at work.

Now, think of a specific pitch or “ask” you could make to improve this situation.

Debrief It:

In groups of 3, each person shares:

1) Their expertise and their “ask”

2) The others listen, offering one pieceof coaching or feedback on the “ask”


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I ensure that my accomplishments are visible to others.

Copyright 2018, Selena Rezvani. Preparation



& options


3. Style your pitch

Prepping a Negotiation

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Prep: THIS is the power stage!

• Position: Holding on to a fixed idea and arguing for it, regardless of any underlying interests

• Interest: Reaching beyond stated positions to advocate underlying motivations and needs

• Options: alternatives to your first-choice request

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The Interests Under Your Position

Position: I want to negotiate job terms that better reflect my value.

Interest: Represented by:

Monetary recognition of my value

• Higher base pay• Bonuses

Public recognition of my value

• Improved title• Visible, high-profile projects• Leadership role on projects

Self-care, well-being • Paid Time Off

Investment in my leadership development

• Courses • On the job training• Conference series

(1)

(2)

(3)

(4)

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Option A• 10% raise• Title change• 5 extra days

PTO

Option B• 8.5% raise• “Senior”

added to current title

• 4 extra days PTO

Option C• 7% raise• 3 extra days PTO• $1,000 training course

Example of Options:

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Let’s Make It Real

Use Connectional Intelligence!

48% of “daily” networkers are

confident about negotiation

VS.

33% of “monthly” networkers

-Hear yourself think out loud.-Get an external opinion.-Learn about your counterpart’s work style.-Role-play it.-Refine your points & counter-points.-Learn you have a commonality with your counterpart.-Get further validation to ask, or to aim higher!

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I have an influential network of mentors and advocates (outside my organization) who support my career growth.

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Style Your Pitch

Who do you find it hardest to negotiate with?

The Analyzer The Withholder

The Devil’s Advocate

The Authority Figure

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Use Their “GPS” as a hook

Goals

StrugglesPassions

Personal short- & long-term business objectives

Business & personal causes they care deeply about

Obstacles or commitments holding them back

Source: ‘Business Relationships That Last’ by Ed Wallace

LOVES:

LOATHES:

MAKE SURE TO:

AVOID:

What’s new, Ideas, Possibility

Details, Naysayers

Paint a bold picture, be dynamic, show what “could be”

Stress-testing ideas too soon, being change-averse

Prominence, Results,Efficiency

Touchy-feely talk, lack of control

Be short and to the point; be ready for debate, show them the $$

Using feelings over logic, being nonlinear

Practicality, Fairness, Processes

“Good enough”; Dis-organization

Include accurate details, documentation and sources

Framing a proposal as a shocking change

Relationships,Belonging, Meaning

Abrasive or dismissive communication

Build rapport; humanize; ask questions; socialize the idea

Being “all business”; ignoring the human element

Make it “Yes-able” – Consider Work Style

Adapted from Crestcom Leadership

Write down your counterpart’s Goals, Passions,Struggles (GPS).

Note your dominant work style.

Note your counterpart’s dominant work style.

Write down your counterpart’s Goals, Passions,Struggles (GPS).

Note your dominant work style.

Note your counterpart’s dominant work style.

Pick It,Name It,Pitch It

1. Pick an object2. Name it3. Come up with a

1-minute pitch (geared to your assigned type).

Copyright 2018, Selena Rezvani.Maneuvering Through Gameday


4. Embody Success5. Approach it Peer

to Peer

6. De-Risk It

Maneuvering Through a Negotiation

EmbodySuccess

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Non Verbal “Tells”

→ Stride in!

Be aware of your physicality: • Smiling • Open torso• Broken eye contact • Nodding• Planted feet

→ Research shows…

(Photo Courtesy: Wikipedia)

Copyright 2018, Selena Rezvani.(Photo Courtesy: 20th Century Fox)

Deferential

You & I vs . The Problem


Passivity: appeasing & apologetic

“Your idea or stature is more important than

mine”

Aggressiveness; domineering &

insistent

“My needs are more important

than yours”

Healthy entitlement:

Honest, open & direct

“You are no more or less important

than me”

Approaches to Self-Advocacy

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You’re the Expert


You’re the ExpertExercise Instructions:

1. Everyone takes an expertise card & pairs up.• Appoint each other Person A or Person B.

2. Person A is the foremost expert on her topic, Person B is a non-expert.

3. Person B asks Person A questions from the back of their card.

4. Person A answers questions with total authority.

5. Switch roles.


You’re the ExpertExercise Instructions:

1. Everyone takes an expertise card & pairs up.• Appoint each other Person A or Person B.

2. Person A is the foremost expert on her topic, Person B is a non-expert.

3. Person B asks Person A questions from the back of their card.

4. Person A answers questions with total authority.

5. Switch roles.

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De-Risk it• Connect it to what’s

familiar• Show how you’ll learn

from a poorly managed precedent

• Make inaction the enemy• Show that acting is a

natural extension of the status quo

• Activate competition or find your “celebrity endorsement”

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Identify angles, phrases or framing that would de-risk your ask.


Close the Deal


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Questioning


9. Use Sweeteners, Hasteners (& Slow-

downs)

Closing a negotiation


Use the Power of the Pause

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Strategic Silence Exercise Instructions:

1. Pair up with someone new. 2. Stand 2 feet apart, facing each other.3. Engage in active eye contact and a neutral face silently for 1 minute.

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Copyright 2018, Selena Rezvani.Copyright 2018, Selena Rezvani.

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how are decisions like these determined?

ask deepeningquestions

is that the best you can do?how did

you arrive at that…?

how can we make this work for both of us?

what’s the cost of us not coming to an agreement?

are you willing to negotiate that point?

can you see where I’m coming from?

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Tactics to Undress an Objection

• Reorder objections

• Signal progress: write down objections then cross them off as you handle them

• Nurture; Acknowledge the prospect’s concern “I see how you’d feel that way…but”

• Find the objection behind the objection

• Reiterate areas of agreement

• Elicit a small or different “Yes”

THOU

SHALT

INSIST ON

OBJECTIVE

CRITERIA

What objection is your counterpart most like to raise?

Name 2 questions you’ll be prepared to ask in response to your counterpart’s objection.

Identify one tactic you’ll use to lessen their objection.

What objection is your counterpart most like to raise?

Name 2 questions you’ll be prepared to ask in response to your counterpart’s objection.

Identify one tactic you’ll use to lessen their objection.

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Remember, If you dislike the terms now, you’ll hate them later.

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Slow-downs: Delay a close or conclusion • Take breaks• Bring in new people• Get more data

Hasteners: Accelerate a close or conclusion• Sweeten the deal with a low

value/effort enticement• Use optimistic, assumptive

language

Slow-down’s & Hasteners


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The Doorknob Technique

“If you can just _________________, we have ourselves a deal.”

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If I want to move up, I need tonegotiate for my own advancement.



& options


3. Style your

pitch

4. Embody Success5. Approach it Peer

to Peer6. De-Risk It


Questioning


9. Use Sweeteners, Hasteners (& Slow-downs)

9 Essential Elements of Becoming a Fierce Negotiator


#DoGreatThings


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Let’s Stay Connected

Slides and handouts will be available after the session at www.beleaderly.com/Ossur2018

Contact:

Selena [email protected]

@SelenaRezvani

Q&A65

#DoGreatThings

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Some Parting Truthbombs

1. You’re not asking for a personal favor.

2. Very few things in life are irreparable.

3. Timing is everything. Ask when you have the most bargaining chips.

4. Talk to other women and men about what they and you make.

5. Remember the whole Oxygen Mask Thing. You can be more of a giver if you have more seniority, money or responsibility.

6. You are enough. You don’t need 4 more accolades in order to ask for more.

7. Do no harm but take no s&*$.

8. We’re all just naked, mortal human beings under our clothes.

9. We are our choices.

10. Very few things in life just naturally happen.

Documents

Take the poll! Visit · 2018-08-24 · Negotiate Like a Boss Selena Rezvani #DoGreatThings * 3 ... Position: I want to negotiate job terms that better reflect my value. Interest: Represented