A Strategy for Career Success: Negotiating for What You Need UC LEAF University of Cincinnati Presenter: Catherine J. Morrison cmorrison@createagreement.com

Commercial Support No commercial support was provided for this activity. The University of Cincinnati does not accept commercial support for educational activities.

Presenter Disclosure Information Presenter: Catherine J. Morrison Title of Presentation: A Strategy for Career Success: Negotiating for What You Need FINANCIAL DISCLOSURE: Nothing to Disclose UNAPPROVED/UNLABELED DISCLOSURE:

Objectives After completing this session participants will be able to: Recognize and create negotiation and conflict management opportunities Analyze and prepare for negotiations Negotiate more effectively

How do you view negotiation?

How do you view negotiation?

A Model for Negotiation

Think About Going to a Restaurant… Formal or informal setting Small meal or big deal Wait staff represents the party “at the table” Wait to be served or initiate service request

You can ask for: Something on the menu Something someone else has that caught your eye Something off the menu OR You can accept what is offered

Who can help you get what you need? Your partner in a negotiation might be: A skilled professional A reluctant negotiator Someone busy and overburdened Someone who knows the system

What do you want? POSITIONS What you want Ask for it! What you will do What you won’t do

Why do you want it? INTERESTS Why you want what you want Needs and concerns Hopes and fears

Develop a plan. What obstacles are in your way? Develop OPTIONS to overcome them. Options are how interests get satisfied.

Set some parameters. Consider the ALTERNATIVES – yours and theirs How else can you satisfy your interests? What is your goal or target?

Prepare in advance. Use role-playing to reduce your anxiety Anticipate different responses Refine your strategy Explore your emotions

Negotiate for yourself as you would negotiate for others.

Be strategic about how you ask. Use collaborative tactics Allow for the other person’s reality Remember the rule of “3 and 10”

A Framework for Negotiation What do you want? Develop a plan. Prepare in advance. Negotiate for yourself as you would negotiate for others. Be strategic about how you ask. Source: Linda Babcock

Sources Babcock, Linda, and Laschever, Sarah. (2003). Women Don’t Ask: Negotiation and the Gender Divide. Princeton: Princeton University Press. Fisher, Roger, Ury, William, & Patton, Bruce. (1991). Getting to Yes: Negotiating Agreement Without Giving In. (2nd ed.). New York: Penguin. Fisher, R., & Ertel, D. (1995). Getting Ready to Negotiate: The Getting to Yes Workbook. New York: Penguin

Recommended Reading – Articles Eisenhardt, K., Kahwajy, L., & Bourgeois, L. J. (1997, July-August). How Management Teams Can Have a Good Fight. Harvard Business Review, pp. 77-85. Kolb, D., & Williams, J. (2001, February). Breakthrough Bargaining. Harvard Business Review, pp. 88-97. Sussman, L. (1999, January 15). How to Frame a Message: The Art of Persuasion and Negotiation. Business Horizons, pp. 2-6. Tannen, D. (1995, September-October). The Power of Talk: Who Gets Heard and Why. Harvard Business Review, pp. 138-148. Ware, J. P. (1980, April 1). Bargaining Strategies: Collaborative vs. Competitive Approaches. Harvard Business School Publishing, Case Note 9480055, pp. 1-14.

Recommended Reading - Books Babcock, L., & Laschever, S. (2007). Women Don’t Ask. New York: Bantam Dell. Kolb, D. M., & Williams, J. (2003). Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. San Francisco: Jossey-Bass.