2. About UTA and the CoB UT Arlington 51,000 students HSI, 5 th most diverse in U.S. Residential College of Business (AACSB) 5,800 students, 50,000 alumni 15 undergraduate majors, 9 specialty MS, MBA (flexible, cohort), EMBA, 6 PhDs New initiatives Certificate in Consultative Sales, Entrepreneurship MS in Business Analytics Personal Finance / Financial Literacy Professionalism Online MS HCAD Executive PhD in International Business Joint MBA/JD and MST/JD with A&M Law

3. Negotiation is Everywhere Explicit/Implicit, Different Domains explicit: buying cars, houses, knicknacks in bazaars, … implicit: correcting overcharges, better cc rates, … family: allocating chores, where to vacation, … work: salary, responsibilities, as representative … Multiple parties with conflicting interests, opportunity for negotiation (even within self)

4. Negotiation: Distributive and Integrative

6. OK, Let’s hack out an agreement

7. Negotiation: Distributive and Integrative

8. You’ve made us terribly happy, and we hope you aren’t feeling stupid

9. Positions versus Interests: Not What but Why 9

10. Gender and Negotiation: Stereotypes

12. Women Don’t Ask (Babcock & Laschever 2004)

13. Lab Experiment

14. Self-Reports FemaleMale Most recent4 weeks1 week Next most recent20 weeks4 weeks Anticipated next4 weeks1 week

15. Lost Income = $1,519,486

17. The Exception

20. What To Do?

21. Learn to Ask Identify opportunities to negotiate Make a plan Manage your emotions (not complaining) Think about negotiating for others (e.g. family) Leverage your strengths (details, communication) Practice!!!

24. For Further Reading

25. General Negotiation Advice Reaffirm interest and excitement I love you Make promises not threats If you can’t match, we’re going to (have to) XXX vs If you can match, we can sign today Be prepared to change the shape of money Salary versus benefits, payments vs. financing, …

26. Get Ready, Get Set, NEGOTIATE

27. Questions / Comments / Examples?