Whether negotiations are everyday matters, or a bigger, more structured deals, making the most of these conversations is imperative. Learn to identify your own default negotiating style, prep for a negotiation informationally and psychologically, maneuver through the negotiation with poise, and close the deal. Guest Speaker: Selena Rezvani, VP of Consulting and Research, Be Leaderly.

1. The Art of the Ask —
How to Negotiate Like a Boss

2. #BeLeaderly
@SelenaRezvani @Jo_Miller

3. #BeLeaderly
GM Roswell SyngentaPraxair

4. Corporate Subscribers

5. Welcome!

6. Jo Miller
CEO, Be Leaderly
• Dedicated to helping women around
the world advance into positions of
leadership and influence.
• Delivers more than 70 presentations
each year, for leadership conferences,
professional associations, and
corporate women’s networks.
• Co-author of new research report, Out
of the Comfort Zone: How Women and
Men Size Up Stretch Assignments —
and Why Leaders Should Care.
• Author of the upcoming book, Are You
The Best Kept Secret in Your
Organization?
@Jo_Miller

7. Selena Rezvani
Vice President of Consulting & Research,
Be Leaderly
• Consultant, speaker and author on
women and leadership.
• Seasoned human capital consultant,
using workplace culture assessments to
help corporate clients be more inclusive
and welcoming to women.
• Author of two leadership books for
professional women – Pushback: How
Smart Women Ask—and Stand Up—for
What They Want (Jossey-Bass, 2012)
and The Next Generation of Women
Leaders (Praeger, 2009).
• Co-author of new research report, Out of
the Comfort Zone: How Women and Men
Size Up Stretch Assignments — and
Why Leaders Should Care.
@SelenaRezvani

8. 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.

9. What's one word you associate with
negotiating?

10. “Do no
harm but
take no
bleep”

12. 1. Chart your
options
1.2. Style your
2.pitch
1.3. Embody
Success
4. De-Risk It
1.5. Use Strategic
Silence &
Questioning
1.6. Undress
Objections
6 Essential Elements of
Becoming a Fierce Negotiator
Prep:
Maneuver:
Close:

13. Prepping a Negotiation

14. 1.1. Chart your
options
1.2. Style your
pitch
Prepping a Negotiation

15. 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

16. What do you really want?
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 • PTO
Investment in my leadership
development
• Courses
• OTJ training
• Conference series
(1)
(2)
(3)
(4)

17. Option A
• 10% raise
• Title change
to Director
• 5 extra days
PTO
Option C
• 7% raise
• 3 extra days PTO
• $2,000 course
Option B
• 8.5% raise
• Add “Senior”
to current title
• 4 extra days
PTO
Know Your Options

18. Who do you find it hardest
to negotiate with?
A Different Personality Type?
The Analyzer The Withholder
The Devil’s
Advocate
The Authority
Figure

19. 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
Style Your Pitch with
“GPS”

20. **Don’t just talk to your friends

21. Maneuvering Through
Gameday

22. 1.3. Embody
Success
4. De-Risk It
Maneuvering Through
a Negotiation

23. Copyright 2018, Selena Rezvani.
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”
Lesser, Better or Equal?
23

24. Embody
Success

25. (Photo Courtesy: Wikipedia)
Embody Success
→ Stride in!
Be aware of your
physicality:
• Smiling
• Nodding
• Broken eye contact
• Research Shows…

26. (Photo Courtesy:
20th Century Fox)
Deferential
You & I vs.
The Problem

28. Connect it
to what’s
familiar
Use
precedent
Make
inaction
the
enemy
De-Risk It

29. Close the Deal

30. 1.5. Use Strategic
Silence &
Questioning
1.6. Undress
Objections
Close the Deal

31. Strategic Silence
31

32. how are decisions like
these determined?
ask
deepening
questions
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?
Is that true?

33. “Power is about 20% conferred,
and 80% taken.”
—Jeffrey Pfeffer, PhD, Stanford University

34. THOU
SHALT
INSIST ON
OBJECTIVE
CRITERIA
“Thou Shalt
Insist on
Objective
Criteria”

35. Stand Up For Yourself
• Meet an aggressive question…with a
pointed question
• Shift the focus outward, not inward
• Ask for a different “yes”

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

37. 1. Chart your
options
1.2. Style your
2.pitch
1.3. Embody
Success
4. De-Risk It
1.5. Use Strategic
Silence &
Questioning
1.6. Undress
Objections
6 Essential Elements of
Becoming a Fierce Negotiator
Prep:
Maneuver:
Close:

38. Take the poll!
What’s one shift you’ll make to
negotiate like a boss?
Visit
www.pollev.com/leaderly

39. Q&A
@SelenaRezvani @Jo_Miller

40. What's one shift you'll make to negotiate
like a boss?

41. Out of the Comfort Zone
How Women and Men Size Up
Stretch Assignments — and Why
Leaders Should Care

42. Recommended
Pushback: How Smart Women Ask –
And Stand Up – For What They Want
By Selena Rezvani
Learn to Become a Fierce Negotiator
With Our Infographic!
By Selena Rezvani
How to Flip No to Yes
By Selena Rezvani & Jamie Lee

43. Get today’s slides, bonus
articles, research report
and our newsletter:
Text
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to
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We never share, rent or sell your email or personal information. More: beleaderly.com/privacy

44. Closing Thought
@SelenaRezvani

46. 7 Steps to Becoming a
Thought Leader
Tuesday, December 4, 2018
Thought leaders are not just executives any
more. You can become one too. In this
webinar, learn how to identify your niche,
express your expertise in ways that fit your
personal style, and become a sought-after
expert.
Guest speakers: Christoph Trappe, Chief
Content Engagement Director, Stamats
Business Media and Serpil Bayraktar,
Distinguished Engineer, Cisco.

47. Discussion Questions
1. Think of a successful negotiation of yours.
a) What was the situation?
b) What distinguished this experience from
others?
2. What’s a negotiation opportunity at work you
could pursue right now?
3. Which skills and muscles will you flex in that
situation?