Negotiation Strategist Research
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"One of the most important attributes of a successful leader is the ability to negotiate effectively." -
Laura J. Kray University of California, Berkeley and Michael P. Haselhuhn University of Pennsylvania
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Speaking, Training, Analytics, Coaching
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Identity Negotiation: Gender
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The "identity" subsystem of a negotiation deals with race, culture, socio-economics, nationality, gender, generation, and theological background - among others. In this issue, we will focus on gender issues. It is an honor to speak at the various groups who focus on identity issues. How we communicate our needs to the world often is solely determined by the people involved and our approach. Knowing how is a learned skill.
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Career minded people who strive to get their needs met should avail themselves of new research we present. Knowing how to communicate effectively to get your needs met is the focus of our research. Anyone can greatly increase their effectiveness. The research in this newsletter is free. For those who want us to help their organizations more precisely. Contact us to check our availability at
info@negotiationstrategist.com
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Gender and Discourse
OPERATIONAL TAKEAWAY: Men are prone to "Report Talk" - info exchange; women add "Rapport Talk" - connection and empathy; and women may engage in "Troubles Talk" - which operates to establish connection.
ACTION SUGGESTION: Know and understand the diverse ways the genders speak to one another.
Projecting Power
Amy Cuddy's research is evolving. Popularized in her ground breaking
TED talk
, the cortisol and testosterone increase measurements influenced by body stance theory was not consistently replicated, but the impact of the power pose still does increase performance, the mechanism is unclear. Here is a link to one of her
recent affiliated
projects that lays out an agenda and exercise guide that may be of use to your team. See an NYT media account here
Projecting Power
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OPERATIONAL TAKEAWAY: Body language shapes and is shaped by mental signals, we just are uncertain how.
ACTION SUGGESTION: Know and understand power projections that have more variables than the "stances."
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Gender and Lying in Negotiations
OPERATIONAL TAKEAWAY: Men tend to lie of behalf of themselves; Women tend to lie on behalf of others.
ACTION SUGGESTION: Tell the truth. Be clear on the reason you are taking a position which may increase persuasion, I am focused on my community; or I am focused on my needs. Other research suggests when we give a reason why we take a position, we are more likely to gain agreement. Regardless of gender, say nothing rather than lie, or else risk losing trust.
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Women of Color Negotiating for Higher Salary
ACTION SUGGESTION: Know your value by various means (market, prior roles,etc.) and acknowledge stereotypes and navigate them.
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Bookings Review: How to Book Us
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Thank you! I work with some of the greatest people to get the word out on how to communicate our needs to the world. I want to thank healthcare startup Sightbox.com; Woman leadership development group Seat at the Table with Ciny Totorici; and Universities :Lewis and Clark and the National University o f Naturopathic Medicine for booking us. A special thanks to the Ford Family Foundation for bringing me and my assistant, Deanna Hart, for influential and persuasive community building in rural Oregon. 2018 is a great year. Our speaking bookings increased 800% over 2017.
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See our previous issues here:
For realtime review subscribe to
@negotiationSR where we post research as we find and review it. We started short animations on our
youtube channel and more content is on the way. If you know the research and how to classify them, your ability to influence any outcome is greatly improved. For those new to the reviews, I group the research I reported on into one of the three subsystems (Strategic, Tactical, and Operational) and provide a link to my source.
Your feedback is welcome, and thank you for subscribing and sharing with your friends.
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Save the Date
NSR Mastermind
April 26 - 28, 2019
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Ten of the best professional negotiators and significant others will joint the NSR team for a weekend retreat with other thought leaders for a weekend of intensive study, role playing, games and fun! You will bring back a competitive advantage to your organization, our tools, analysis and methods. Ensure your team gets a seat at the table, leaves nothing on the table, increases relationship durability, and avoids future losses.
Space is limited so reserve your place today and email us at
info@negotiationstrategist.com with "MASTERMIND 2019" in the subject line. More information will be provided monthly.
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NSR Services
- Training, Keynote, Research, Seminars, Workshops, and Talks
- High conflict communication guidance
- Negotiation support and coaching
- Procurement or Sales Process Design
- Intellectual Property Capture Design
- Data Privacy and Security Process Design
- Merger and Acquisition Negotiation Analysis from Private Equity Buyout
- Contract Transitions
- Assisting Law Firm in Statistical Analysis
- Trademark & Unfair Trade Practice
- SaaS Tools coming soon, contact us to be on our Beta user list
503-343-3303
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NSR Story
When I started practicing law over 20 years ago, I found negotiation was viewed as an "art" by some, a "science" by others, or the sum of the two. Skills and outcomes seemed random. Tools and methods were developing. Thousands of deals and disputes later, I learned it is a system with three primary subsystems: strategic, tactical, and operational. If you master the subsystems, outcomes are greatly improved. I used my background in analysis to look for systemic patterns using various tools, including game theory. Since 1999 we've improved the model with statistical tools. We are confident anyone can approach any transaction or dispute with greater certainty in the outcome and greater confidence in the interaction. I write and teach about my research. Schedule a personalized talk or seminar for your team by contacting me at: 503-343-3303.
- Martin Medeiros, Esq., CIPP/US
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QUESTIONS?
Feel free to call us about what to do in a given situation or about our organization.
FEEDBACK
CONTACT US
Tel: 503-343-3303
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I am sending this to keynote attendees who opted in, alumnae of my classes who signed up, professionals I do business with who wanted more information, freemium users of our tools website, and others who wanted to be included. If you received this in error, please accept my greatest of apologies and simply unsubscribe below. Unsubscribing will delete your freemium account and any benefits therein. For personalized assessment on your negotiation readiness, call 503-343-3303 or email us at info@negotiationstrategist.com. Nothing in this newsletter is intended to be or should be relied on as legal, psychological, medical or financial advice. Seek a professional in your jurisdiction for help in those matters.
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