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

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

3. 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:

4. 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

5. How do you view negotiation?

6. How do you view negotiation?

7. A Model for Negotiation

8. 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

9. 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

10. 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

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

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

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

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

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

16. Negotiate for yourself as you would negotiate for others.

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

18. 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

19. 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

20. 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 Kolb, D., & Williams, J. (2001, February). Breakthrough Bargaining. Harvard Business Review, pp Sussman, L. (1999, January 15). How to Frame a Message: The Art of Persuasion and Negotiation. Business Horizons, pp Tannen, D. (1995, September-October). The Power of Talk: Who Gets Heard and Why. Harvard Business Review, pp Ware, J. P. (1980, April 1). Bargaining Strategies: Collaborative vs. Competitive Approaches. Harvard Business School Publishing, Case Note , pp

21. 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.