Tag: power and negotiation

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.

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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

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.

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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

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.

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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