the plugged-in manager thepluggedinmanager.com terri griffith #pim think power negotiate well
TRANSCRIPT
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The Plugged-In Manager
ThePluggedInManager.com
Terri Griffith #PIM
Think Power Negotiate Well
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Imagine a world where it was simply understood that women were the best
negotiators & change managers
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Worksheet
“Describe your last negotiation in outline form”
What were the key aspects of the negotiation?
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http://quickbase.intuit.com/blog/2012/06/06/career-advice-from-sheryl-sandbergs-hbs-commencement-speech/
“Women Underestimate Their Abilities Compared to Men”
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Depressed Entitlement EffectJost, 1997
$8.22 $9.73
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Negotiation’s Impact Over Career
1 4 7 10 13 16 19 22 25 28 31 34100000
150000
200000
250000
300000
350000
400000
MaleFemaleMale .5% Raise In-crement
Based on Babcock & Laschever http://bit.ly/MhNuVy
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Post-MBA Earnings
Male
Female
Male
.5% Rais
e Incre
ment5000000
5500000
6000000
6500000
7000000
7500000
35 Yr Total
35 Yr Total
Based on Babcock & Laschever http://bit.ly/MhNuVy
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http://www.flickr.com/photos/toffehoff/244870162
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http://quickbase.intuit.com/blog/2012/06/06/career-advice-from-sheryl-sandbergs-hbs-commencement-speech/
“If you are offered a seat on a rocketship, don’t ask what seat, just get on.”
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Find Your Power Place
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“scientia potentia est”
Knowledge is PowerAttributed to Thomas Hobbes 1658
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Not what people want, but why they want it
… and finding ways to address underlying preferences/priorities that satisfy your own
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Best
Alternative to
The
Negotiated
Agreement
…BATNAs can be power too
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Be Strategic In Your Preparation
• What’s your BATNA?• What’s the other party’s BATNA?• What are the issues & outcomes?• What are the other party’s issues &
outcomes?• How are the outcomes valued?• Strategies and techniques you can apply?
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Project Lead You Other Team Member
Start Date
Today +7 +7 -2
Next Week +6 +6 -1
Two Weeks +5 +5 +5
Project Deadline1 Month +4 -4 -4
2 Months +2 0 0
3 Months -1 +1 +1
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Getting the Details
• Ask Questions• Give Information• Offer Packages – For 2 Reasons• Add Issues• Break Issues Apart
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Think PowerSet the Scene
Trade-OffSolve Puzzles
Create Value for All
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Negotiation…It’s not just for deals:
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• Using All Your Resources• Being Effective in Your Job• Being Effective in Your
Teams• Being Effective in Your
Leadership of Others
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Business objectivesUniverse (context, history)Information needsLaws (policies, required procedures,
regulations)Dynamics (timeframe, sequencing)Events (milestones)Reach (magnitude)
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You Have to Ask
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Would The Plugged-In Manager be good for an on-boarding goodie bag?
Do you know any Plugged-In Managers who would do 20 minutes of scenarios for our scoring key?
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