Xscape Negotiation Training
â˘Als PPT, PDF herunterladenâ˘
3 gefällt mirâ˘912 views
Presentation for a health care executive retreat for women on negotiation for women
Empfohlen
Empfohlen
Weitere ähnliche Inhalte
Was ist angesagt?
Was ist angesagt? (20)
Andere mochten auch
Andere mochten auch (18)
Ăhnlich wie Xscape Negotiation Training
Ăhnlich wie Xscape Negotiation Training (20)
Mehr von Victoria Pynchon
Mehr von Victoria Pynchon (20)
KĂźrzlich hochgeladen
KĂźrzlich hochgeladen (20)
Xscape Negotiation Training
- 1. Xscape Negotiation Training Victoria Pynchon, J.D., LL.M ADR Services, Inc. , Century City, California and She Negotiates Consulting and Training on the Web
- 2. wake up! The Northridge earthquake occurred on January 17, 1994 at 4:31 AM Pacific Standard Time in Reseda, a neighborhood in the city of Los Angeles, California, lasting for about 45 seconds. The earthquake had a "strong" moment magnitude of 6.7, but the ground acceleration was one of the highest ever instrumentally recorded in an urban area in North America.
- 3. Negotiation is a conversation leading to agreement
- 4. in a mixed motive exchange Compete for scarce resources Collaborate for mutual gain
- 5. Negotiate this . . .
- 6. Negotiate these . . .
- 7. Â
- 8. Do you want some coffee? Only if youâre having some Well, do you want some? Do you? Well, Iâm going to make some Great! Iâll have some too!
- 10. Could we talk about this later? I appreciate it but it was not what I was expecting We must not be on the same page My product is worth . . . .
- 13. Â
- 14. recognize the opportunity to negotiate
- 15. Â
- 16. Â
- 17. Women tend to value relationship more than money
- 18. tit for tat S is for Shakedown Artist copyright 2010 Reason Press
- 20. We measure our work by what we need
- 21. We compare our income to our women friendsâ
- 22. often leading us to value ourselves less than male peers
- 23. We over-deliver to our clients and superiors and under-deliver to ourselves
- 24. We work 22% longer and 10% faster for the same reward
- 25. Â
- 26. we can close the gap NOW
- 27. monkey economy 50 million years
- 28. ANCHORING When we set our value in the market we set our own future value; we set our women colleague âs value and we set the value for our children and childrenâs children Image credit istockphoto.com 2010
- 29. Recalibrate our Market value
- 30. Sk for it
- 31. we all have universal tendencies of thought called cognitive biases universal ways of thinking about what motivates other people
- 34. What the HECK are they THINKING?
- 35. and will it be harmful to me?
- 37. or attack ?
- 38. How can I make them do what I want them to do?
- 39. we read signs and symbols in an effort to control our own destiny
- 40. and make common cognitive errors
- 41. We see patterns where none exist Clustering Illusion
- 42. we discount everything our bargaining partners say reactive devaluation
- 43. confirmation bias we search for and interpret information in a way that confirms our preconceptions
- 45. Getting what you want Copyright 2010 Reason Press
- 46. Negotiate from Strength You are as strong as you believe yourself to be L is for Lawyer copyright 2010 Reason Press
- 47. how can we reach mutually beneficial and durable agreements? By ascertaining their interests, preferences, priorities, needs, desires, constraints, strengths, and weaknesses
- 48. Z is for Zen Master copyright 2010 Reason Press Collaborative Problem Solving
- 49. Ask Diagnostic Questions C is for Coward copyright 2010 Reason Press
- 50. Â
- 58. Difficult people
- 59. Behind every accusation is a cry for help D is for Drama Queen copyright 2010 Reason Press
- 66. K is for Kin copyright 2010 Reason Press You can have it all Just not at the same time
Hinweis der Redaktion
- Every time we teach our negotiation course, we ask our women questions about their attitudes toward, experiences of, and preferences for the outcome of negotiation. On a 1 to 10 scale, the most consistently similar answer we get both before and after the month-long course is that women value relationships over money and that, at a minimum, they want their bargaining partner to get as good a deal as possible while at the same time the negotiator gets as good a deal as she can for herself.
- When asked what we believe we deserve to be paid for our work, we undervalue ourselves by between 3 and 30% The wage gap is one-third
- When we are asked to work until we believe we âre entitled to the $X weâre told weâll be paid, we work 22 percent longer and 10% faster than men
- Three levels of agreement
- When preparing to negotiate a settlement, we generally think in terms of distributing the risk of loss among the parties.