negotiating your success

Negotiating Your Success……

MJ Tocci Director and Co-founder

The most important step in the negotiation process is deciding to negotiate in the first place!

Think again?

Good work is its own reward!

The economy is so weak that now isn’t a good time to negotiate.

I don’t have the power to negotiate.

The company will advance me when I am ready.

Salary or _____________ isn’t negotiable.

Resources are scarce and I just have to make the best of it.

Think again?

There's nothing I can do to change the situation.

I’m probably getting paid what I’m worth.

A negotiation might harm the relationship.

I will get the opportunities necessary to succeed.

Barriers to Asking

Recognizing Opportunities

Entitlement

Anxiety

Social Consequences

Opportunity Doesn’t Always Knock

Is $3.00 OK?

You can ask for a robe?

I couldn’t make this up?

Costs of Not Negotiating First Job Offer

Salaries at 22 Salaries at 60 Gap is $5,000 Gap is $15,373

Lost income is $568,000

Costs of Not Negotiating First Job Offer

Barriers to Asking

Recognizing Opportunities

Entitlement

Anxiety

Social Consequences

Am I as good as I think I am?

Why can’t I be happy with what I’ve got?

Am I being too pushy?

Barriers to Asking

Recognizing Opportunities

Entitlement

Anxiety

Social Consequences

Backlash study

Scenes from 30 rock

•1970--1977

Planning Tool Kit

Sizing up the situationWhat are the underlying interestsBATNA/ LeverageReservation valueTargetKnow the other sideAssess your bargaining powerMake a timetable

Make a Plan: Underlying Interests(what you really care about)

Position: the options you say you want in the negotiation

Interest: the underlying reasons that cause you to take the position- what you fundamentally care about

How many issues are there to be negotiated

How many parties (sides)?What is the nature of your

relationship?Are there costs to delay?Are the negotiations private or

public?What is the precedent or

history?What is the cultural context?

Sizing up the Situation

Components of your emotional management plan

• Have one!• Identify and eliminate negative

emotions which inhibit creativity• Anticipate resistance and role play• Have a plan to diffuse non-

constructive emotions

Self-Sabotaging Behavior

Not anticipating challenges to your value or worth

Failing to make your value visible and to link your skills to the company’s goals

Being focused on your weaknesses instead of your strengths

•

Self-Sabotaging Behavior

Not knowing how to reframe the situation to restore balance when a tactical challenge is presented

Wanting or needing everyone to be happy

Taking it personally

•

Planning and Timing

Desperation decreases yourBargaining powerAnalyze the timing for themAnalyze the timing for youSet up a timetable

Your Personal Negotiation Gym

Trying to fit the norms isn’t always the solution!

A goal is a dream with a deadline!

Words to live by:

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“ There is a special place in hell reserved for women who don’t help other women” Madeleine Albright

M.J. TocciDirector and Co-Founder

Heinz Negotiation Academy for WomenCarnegie Mellon University

H. John Heinz III College5000 Forbes Ave

Hamburg Hall 2109EPittsburgh, Pa. 15213-3890 mjtocci@andrew.cmu.edu

412-901-6699www.progress.heinz.cmu.edu