Negotiating Skills Dr Sara Shinton Head of Researcher Development, UoE Ingenious Women Scotland

Why me? Co- Devised and have delivered Ingenious Women since 2010 with Janet Wilkinson Partners include Girl Geeks Scotland, The University of Edinburgh, Scottish Government Business woman for 17 years, now senior management in academia Hate negotiation…

Three themes Defining Useful models Negotiation with self

Easier if… You have a story in your head What do you want to do differently or better?

If it looks like this, you may choose not to engage Defining What’s in your head? If it looks like this, you may choose not to engage

Defining If it looks like this, we accept there is a challenge, but we have a partner to help achieve the outcome

Negotiations FAIL when… Promises not kept One person does too much Power imbalance No budging No trust About the battle, not the relationship No engagement in process No goals in mind Ego Get defensive Lack of assertiveness

Negotiations FAIL when… What have I missed? The culture doesn’t allow it The channels aren’t open We expect to fail because we fail so often We put success down to luck

A useful model, but… Imposter syndrome Societal pressure? Concern for self Compete Win at all costs Collaborate Problem solving approach Imposter syndrome Compromise Split the difference Avoid Take what is offered Accommodation Focus on the relationship Societal pressure? Concern for others

Moving towards collaboration You need to engage FULLY with the process What are the positive outcomes you need? Don’t assume these will cause problems

Moving towards collaboration You need to stand in the other person shoes What do they want? What do they fear? If you don’t know, ask

In their shoes Imagine you are the person you want to negotiate with. What do they want? What might they fear? In their shoes

Moving towards collaboration You need to have a clear goal and explain what that is Solve any problems together

Watch out for unconscious preferences Image: Beatrice the Biologist http://www.beatricebiologist.com/2011/10/how-the-brain-works/

Image: Beatrice the Biologist What tends to happen when YOU negotiate? What do you “get rid of”? Image: Beatrice the Biologist http://www.beatricebiologist.com/2011/10/how-the-brain-works/

The goal is a shared positive outcome The person who smooths things over and backs down sabotages the negotiation as much as the person who shouts to get their way

Where are you? Concern for self Compete Collaborate Compromise Avoid Win at all costs Collaborate Problem solving approach Compromise Split the difference Avoid Take what is offered Accommodation Focus on the relationship Concern for others

Questions can help What is valued by you? What is the benefit to you of the best outcome? What is the cost of the worst outcome? What is valued by others? What is the benefit to them of their best outcome? What exactly are the benefits to you? Why do you want to achieve this? What negative impacts might achieving this have on you? What are your positions of strength? What potential solutions are there? What happens if you don't come to an agreement (BANTA / WANTA)? What are your limits? What is the benefit to them of your best outcome? What is the cost to them of your best outcome?

What is the benefit to them of your best outcome What is the benefit to them of your best outcome? What is the cost to them of your best outcome?

What is the benefit to them of your best outcome What is the benefit to them of your best outcome? What is the cost to them of your best outcome?

Three themes Defining Useful models Negotiation with self

Using this model internally My ideals Compete Isolate Nothing changes Collaborate Ethical career choices Influence the system Compromise Split the difference Avoid Take what is offered Accommodation Focus on the reality My pragmatism

Opportunities & Enablers How will you develop towards the Collaborative model within yourself?

Opportunities & Enablers Know yourself – talk to people, reflect, use diagnostics (with caution) Understand the system you are in – read policy, engage in events, listen Look for opportunities to engage – peers, mentors, committees Use opportunities to influence – consultations, representation, linked agenda

Use your voice LET ME FINISH!

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