negotiation skills workshop - girl develop it philly
TRANSCRIPT
WORLD Interactive
Agency
Negotiation Strategies
March 5, 2013
PRESENTATION
GirlDevelopItEVENT
2
Gloria Bell Operations Manager
@O3WORLD
WWW.O3WORLD.COM
@gloriabell
5
Sales
6
“FAIR PAY”
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o EQUALITY
IDEAS OF FAIR PAY
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o EQUALITY
o NEED
IDEAS OF FAIR PAY
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o EQUALITY
o NEED
o QUALIFICATIONS & EXPERIENCE
IDEAS OF FAIR PAY
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o EQUALITY
o NEED
o QUALIFICATIONS & EXPERIENCE
o SKILLS & DEDICATION
IDEAS OF FAIR PAY
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o EQUALITY
o NEED
o QUALIFICATIONS, SKILLS &
EXPERIENCE
o DEDICATION
o PRODUCTION & ECONOMIC VALUE
ADDED
IDEAS OF FAIR PAY
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o EQUALITY
o NEED
o QUALIFICATIONS & EXPERIENCE
o SKILLS & DEDICATION
o PRODUCTION & ECONOMIC VALUE
ADDED
o SUPPLY & DEMAND
IDEAS OF FAIR PAY
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o Do Your Research
HOW TO NEGOTIATE
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o The Company
o Average salaries (rates / benefits)
o for the job
o in the area
o in the industry
o same size / age
Research
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o Salary.com http://salary.com/
o Payscale http://www.payscale.com/
o Vault (paid membership)
o http://www.vault.com/wps/portal/usa/s
alaries
o Freelance Switch
http://freelanceswitch.com/rates/
o http://www.mediabistro.com/mediajobsda
ily/five-ways-to-determine-your-hourly-
freelance-rate_b11989
Salary Research Resources
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HOW MOST WOMEN (AND MEN)
NEGOTIATE
“OH, OK THAT SOUNDS FAIR…”
OR
“$$$$$$$$”
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It is less about whether
you will take the job than it
is about the terms upon
which you’ll take the job
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o Do Your Research
o Plan
HOW TO NEGOTIATE
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o Constantly track your accomplishments
o Document them – facts / statistics
o Define the problem
o Step by step of how you solved it
o Describe the benefit to the
organization
o Outline your plan to continue your
education & stay contemporary
o Find a mentor / champion
PLAN
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o What are my interests?
o What are the other party’s interests?
o What can I trade that is lesser value to
me and higher value to the other party?
o What 3 options can I use to move
negotiation from compromising to joint
problem solving?
o What is the very least acceptable result?
PLAN – PART 2
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o Do Your Research
o Plan
o Leave Your Emotions Outside
HOW TO NEGOTIATE
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o Do Your Research
o Plan
o Leave Your Emotions Outside
o Build relationships not adversaries
HOW TO NEGOTIATE
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o Do Your Research
o Plan
o Leave Your Emotions Outside
o Build relationships not adversaries
o Don’t Rush It
HOW TO NEGOTIATE
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o Do Your Research
o Plan
o Leave Your Emotions Outside
o Build relationships not adversaries
o Don’t Rush It
o Strive for equitable results
HOW TO NEGOTIATE
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o Negotiate from a point of WHY, not
WHAT
o Use problem solving – not debate – skills
So…. HOW DO I NEGOTIATE?
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o Communication -
o Understand your own communication
style
o Pay attention to the other party’s style
o Adapt your style
So…. HOW DO I NEGOTIATE?
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o LISTEN
o No, REALLY LISTEN
o Question
So…. HOW DO I NEGOTIATE?
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o 3 Levels of Listening
o Selective – we hear what is relevant to
us
o Responsive – shows attention
o Playback – restating to confirm
Listening
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o Communication during negotiations
o Words – 7%
o Tone of Voice – 38%
o Body Language – 55%
OTHER THINGS THAT MATTER …
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30 minutes
2 people
800+ different
nonverbal signals
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o Pay attention
o Identify a baseline
o Gestural Clusters
o Context
BODY LANGUAGE
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And now for a little….
role-playing!