ALA SeminarNegotiating
Pink and Blue
Victoria Pynchon, Esq.She Negotiates Coaching and Training
SheNegotiates.comShe Negotiates at ForbesWoman
• see the big picture
• work through steps
• share experiences
• learn what both sides could gain
• focus on what both sides need
• attempt to satisfy both parties needs
Bargaining Advantages
BARGAININGDISADVANTAGES
• Value relationship over money• Don’t like anchoring high• Afraid asking for too much will make
bargaining partner withdraw• Work faster and longer for same
benefit• Don’t recognize the opportunity to
negotiate
Bargaining Advantages
• feel advantage
• feel entitled
• less likely to back down
• view negotiation from more self-serving perspective
• stronger speakers
• seek more power
• intimidate
Bargaining
Disadvantages
• Little inquiry into partner’s needs/desires
• Tends to move quickly toward threat
• Won’t share information
• Doesn’t believe win-win possible or desirable
• $250 million antitrust lawsuit
• Lose 3 associates
• originating partner knows nothing
• client hires new trial team
• Several colleagues know I’m looking
• Business manager
– “I’m concerned for you”
– “Absent favorable recommendation, no move”
Gloria Feldt, former PP CEO,
No Excuses - Nine Ways
Women Can Change the Way
We Think about Power
• Value your piece of the puzzle
• View yourself as powerful & an influence for good
– Power of personality/presence
– Power of expertise
• Deepen relationships
• Set agenda & deliver the goods
– Lead staff rather than follow “boss”
– Empower yourself & take action
Are they liars, cheats and thieves or do they have hidden interests.
– Personal (unrelated to you or deal)
– Relational (related to you but not to deal, i.e., “face”)
– Political, social, cultural
• Are they difficult or simply
uninformed
– Educate them about their true
interests, consequences of their
actions, our BATNA
– Help them understand what is in
their best interest
– Determine whether they’ve
misunderstood or ignored a crucial
piece of information
Are they irrational or are
they operating under
hidden constraints
– Institutional
– Precedential
– Promises to others
• Hidden
stakeholders
– Deadlines