5 Habits of Confident Negotiators

Power-up your negotiation skills with tips on how to feel confident when negotiating. Learn five strategies to heighten your influence during negotiations. Find out how to define your outcome before opening a negotiation. Build a back-up plan that will strengthen your position.

 

Read more

5 Ways to Beat Negotiation Nerves

Are you a nervous negotiator? If you’re a woman, it isn’t surprising if you are. Around 70% of women feel nervous preparing for negotiation scenarios. So what do the remaining 30% of women do differently to the rest of us?

The most important action they take is being well prepared. Here are the top five ways that you can be like excellent female negotiators and beat negotiation nerves through great preparation.

 

Build a strong back-up plan

The best way to nip negotiation nerves in the bud, is to know exactly what you’ll do if you’re not happy with where the discussion is going. This is why you need backup plan. Your backup plan is your plan for what you’ll do if you walk away without closing the deal. Read more

Beat Negotiation Nerves

Do you want to feel confident and powerful when you negotiate? Learn how to build your negotiation know-how in this practical video by success coach Eleanor Shakiba. Hear how to strengthen your position by preparing a back-up plan before you negotiate. Learn how to set your ‘walk away point’ and use it to keep your negotiation on track. Build your negotiation skills by learning phrases to keep the concession exchange process on track.

Read more

Win-win or give-give: A key distinction for female negotiators

In the 20 years I’ve been teaching negotiation, I’ve noticed a key psychological distortion that holds women back from getting what they want during negotiations. It centres on the way that women interpret the term ‘win-win’.

At a theoretical level, this term is meant to imply a balanced relationship between negotiators. The idea is that each person gets their needs met during negotiation and therefore experiences a win. Although women understand this at a purely cognitive level, their behaviour often reveals a gap in meaning. Rather than expecting an equal balance of wins within the negotiation, many women operate in ways which allow more wins for their counterpart, than to themselves. Essentially, this means that women are confusing ‘win-win’ with ‘give-give’. This can be a problem, because it results in: Read more

What is win-win negotiation?

 

 

You’ve heard of taking a win-win approach. But what is win-win negotiation, anyway? Find out in this quick introduction. Hear what win-win is, who can benefit from it and what steps you can take to use the win-win approach in real life. A great introduction for anyone who wants to become a successful negotiator.

 

 

 

Read more

3 Signs Your Negotiation Skills Need an Upgrade

On a recent trip to Bali, I was fascinated by a scene in the Ubud markets. A 15-year-old girl was haggling over the price of three new t-shirts. Her mother was standing slightly back, whispering to a friend, “Look at her negotiate.” Mum’s words were spoken with pride and a tinge of awe.

 

This scene got me thinking about how few young Australian women are formally taught the art of negotiation. Because many of us missed out on vital lessons early in life, as adults and professionals we often negotiation with fear or anxiety. If you think your negotiation skills need an upgrade, you’re probably right. If I was coaching you, I would use three signs to tell me whether you need help. Read more

Open Negotiations with Power and Pizazz

 

Do you want to build your negotiation skills? This video will get you off to a great start. Hear success coach Eleanor Shakiba explain how to open a negotiation with power and assertiveness. Be ready to seize the moment when opportunities to negotiate arise. Set the frame for the conversation so that your negotiation counterpart takes you seriously.

 

Read more

Do we really need gender specific negotiation courses?

Over the past five years, there has been an increasing interest in negotiation training programs designed specifically for women. As these courses become more widely available, questions are being raised as to whether they are really relevant in today’s world.

 

This article takes an evidence-based approach to exploring these questions. First, I outline the rationale for developing gender based courses on negotiation skills. Then, I describe how the curriculum for a female focussed negotiation skills course might differ from the curriculum in a traditional negotiation course. Read more

Three steps to a persuasive argument

To persuade, you need to create a compelling argument.

You need to convince others to change their beliefs or actions. Here are three ways to build an argument which will do this.

Set strong foundations

Persuasive arguments are robustly constructed. You wouldn’t build a house without deep foundations. Nor should you build a case without depth of knowledge. To persuade effectively, you need to do your research. Talk to experts. Read academic articles. Find real examples related to your topic area. Depth of research creates depth of argument.

Read more

How to negotiate a pay rise

Dan’s recently taken on more responsibility at work. He thinks he deserves a pay rise but is nervous about asking his boss.

Here’s how we’d help Dan deal with this problem. You can use the same strategies to present an effective case for a pay rise to your own employer.

Read more