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

2. 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…

3. Three themes
Defining Useful models Negotiation with self

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

5. 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

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

7. 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

8. 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

9. 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

10. 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

11. 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

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

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

14. Watch out for unconscious preferences
Image: Beatrice the Biologist

15. Image: Beatrice the Biologist
What tends to happen when YOU negotiate?
What do you “get rid of”?
Image: Beatrice the Biologist

16. 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

17. 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

18. 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?

19. 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?

20. 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?

21. Three themes
Defining Useful models Negotiation with self

22. 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

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

24. 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

25. Use your voice
LET ME FINISH!

26. https://ingenious-women.com/blog/
Thank you