NEGOTIATING FOR YOURSELF AND YOUR ORGANIZATION

EPIP Webinar February 3, 2016 EPIP Host: Biz Ghormley EPIP Speakers: Alexandra Dickinson, Ask For It

2

Emerging Practitioners in Philanthropy (EPIP) is a national network of foundation professionals, social entrepreneurs and other change makers who strive for excellence in the practice of philanthropy.

3

We provide a platform for our community to:

Connect with others

Learn & practice

leadership skills

Inspire emerging ideas in the social sector

Get in touch! Please reach out with any questions or to learn more about membership!

Biz Ghormley biz@epip.org

Membership & Operations Manager

What’s Next? • Next EPIP Webinar! • Transformational Philanthropy through Giving

Circles • Wednesday, February 17, 3:00pm ET

• All Events • epip.org/events

Housekeeping • Use the question box for technical difficulties

• Use the question box for content questions for Q&A

• Use #EPIPwebinar to follow the conversation on social media

•  This webinar will be recorded

• Complete the post-webinar survey!

Speakers

Alexandra Dickinson

Negotiating for Yourself and Your Organization

January 2016

About Ask For ItAsk For It is a boutique consulting firm that is closing

the gender wage gap by effecting change at both the institutional and individual level.

We work with companies, institutions, female entrepreneurs and individuals through a combination

of trainings, workshops and consulting.

Photo credit: Dawn Kriss

Agenda

• Common (mis)perceptions and key concepts

• Preparation strategies

• Engaging in a negotiation

• Effects of gender, race and culture

• Q&A

(Mis)perceptions of negotiation

Negotiation is rare

Photo sources: Got Credit, Allan Ferguson, The NRMA

Negotiation is aggressive

Photo source: Sam Valadi

Some people are just gifted

Photo source: The Lolbrary

Mission driven work = low pay

Key concepts

•Target

•Reservation

•Aspiration

•BATNA

•Anchor

Key concepts• 3 types of

bargaining:

• Distributive

• Integrative

• Congruent

• Congruent strategies:

• Direct strategy

• Trading strategy

Take actionWrite down your

BATNA for an upcoming

negotiation.

What happens if you don’t reach an

agreement?

Photo source: IMGGood

How to prepare

Be proactive

Do your research

Get comfortable

Role-play

Photo source: BusinessCollective

Make yourself accountable

Take actionWhat conversations

can you initiate now to prepare your counterpart for an upcoming

negotiation?

Photo source: IMGGood

Consider your counterpart

What do they want?

Make the pie bigger

Identify the 3 types of issues

Take actionBrainstorm some more issues you

can bring into the negotiation to “make the pie

bigger” and allow for package deals.

Photo source: IMGGood

Designing a first offer

The conventional wisdom

80%prefer to receive the first offer

Neale, Margaret A. and Thomas Z. Lys. Getting (More of ) What You Want: How the Secrets of Economicsand Psychology Can Help You Negotiate Anything, in Business and in Life. New York: 2015.

Precise vs. round numbers

$104,200 $100,000

Take actionThe first offer

creates an anchor that influences the

other party.

What first offer will you make?

Photo source: IMGGood

Engaging in negotiation

Power poses

Photo credit: Jenny Aurthur

Emotions are contagious

Photo source: PracticalCures.com

Speech is silver, silence is golden

Who else benefits

Take actionWrite down the names of others who will benefit if you get more value through

this negotiation. How will they

benefit?Photo source: IMGGood

Gender and negotiation

The I-We strategy

Show Explain Ask Sell

Talk numbers with both men and women

Don’t actually ask

. vs. ?

Highlight concessions

Race & negotiation

Similarity induces trust — and vice versa

Establish cooperation, minimize stereotypes

Create positive atmosphere

Photo source: Quiet Revolution

Culture & negotiation

Perception shapes reality

Disagree mindfully

Photo source: Everyday Feminism

Cognitive or affective trust

Your questions

Photo source: Williams Alternative

Thank you

Follow @askforitproject for a daily dose of negotiation inspiration on Facebook, Twitter and Instagram

Photo credit: Lydia Hudgens