1. WOMEN’S INSTITUTE OF NEGOTIATION
Women’s Institute of Negotiation
5042 Wilshire Blvd #17102 • Suite 17102
Los Angeles, CA 90036
Phone 866.857.9879 • Fax 866.857.9879
Copyright Women's Institute of Negotiation 2013; Copyright
Yasmin Davidds 2013.
All Rights Reserved; Proprietary - no part of this document can be reproduced, stored in a retrieval system
or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise
without authorization

2. Table of Contents
Gender Negotiations .............................................................................................................. 2
Impression Management ................................................................................................ 3
Language and Framing ..................................................................................................... 4
Sandwich Technique ......................................................................................................... 5
Negotiating with Men ....................................................................................................... 6
Negotiating with Women ................................................................................................ 7
5 Negotiation Styles ............................................................................................................... 8
Avoidance .............................................................................................................................. 9
Accommodator .................................................................................................................. 11
Competitive......................................................................................................................... 13
Compromiser ..................................................................................................................... 15
Collaborative ...................................................................................................................... 17
Negotiation Strategy ....................................................................................................... 19
7 Influence Techniques ...................................................................................................... 20
Negotiation Planning ........................................................................................................... 22
Negotiation Planning Map ................................................................................................. 23

3. What is Negotiation?
“Every interpersonal interaction, no matter the
context, no matter the scale, is a negotiation.”
- Max Bazerman, Harvard University
1

4. GENDER DIFFERENCES IN
NEGOTIATION
2

5. REVEALING RESEARCH ABOUT
WOMEN, MEN AND NEGOTIATIONS
1. When negotiating for herself, a woman MUST be perceived as likeable to get what she
wants.
2. Men can be influential and effective, even if people don’t like them. As long as they
are perceived as competent, they can be persuasive and get what they want.
3. Women need to be perceived as likable by both men and women in order to get what
they want.
4. If men behave in aggressive ways or use aggressive language we call them no-
nonsense, focused, a go-getter, ambitious (good things in a man).
5. If women behave in the same way, we call them Bxxxxxx.
THE DILEMMA FACED BY WOMEN
How do women continue reaping the social benefits of their more accommodating style
(maintaining warmth) while improving their economic outcomes (by acting
competently). Studies provide provocative evidence that women can be simultaneously
perceived as competent and warm IF CERTAIN THINGS ARE IN PLACE…..
IMPRESSION MANAGEMENT
The ability to control, monitor and manage the impression
You’re making when you ask for what you want.
 Aggressive behavior doesn’t work for women; it backfires
 Women win when they use the “softer” style approach yet hold firm against pressure
to concede “too much” or “too soon”
 The language a woman uses to frame your request and the tone you set for the
interaction will strongly influence the ability of other negotiators to hear what you
are saying
o Using a friendly, warm and non-threatening tone of voice
o Choosing her words carefully and strategically
o Non-verbal behavior needs to communicate what a nice, friendly person she is.
So, how does a woman do this?
1. LANGUAGE USED FOR REQUEST
2. FRAMING OF LANGUAGE
3. TONE
3

6. LANGUAGE AND FRAMING
LANGUAGE FRAMING
“We” instead of “I” WIFM
Align with
Team
organizational goals
For another Communal
4

7. 5

8. 6

9. 7

10. Navigating the 5 Styles of Negotiation
When you negotiate, to what degree should you disclose what you hope to receive from
the negotiation and how should you go about revealing your desires? The answer to a
great extent depends on:
 The type of person you are negotiating with
 The perception you wish the other to perceive of you
In order for you to position yourself properly in any negotiation, you must learn to
identify and adapt to your counterpart’s negotiation style. You must FLEX your
negotiation style as needed.
5 NEGOTIATION STYLES
Avoidance Style
Accommodator Style
Competitive Style
Compromiser Style
Collaborative Style
8

11. Avoidance Style Behaviors
Have no desire to be in the negotiation
Will atempt to sidestep the situation
Will use power move to gain leverage and lower
expectations
9

12. Negotiating With Avoidance Style
Raise Change
the Enlist
the Allies
Stakes Form of
Risk
10

13. Accommodator Style Behavior
Peacekeeper
Relationship
is Most
Important
Give Away
Value
11

14. Negotiating With Accommodator Style
Authority
• Examine • Get it in
their • Examine Writing
Fear their
Authority
Fear Writing
12

15. Competitive Style Behaviors
Aggressive and unwilling to cooperate
Manipulate the situation in their favor
Place their needs above everyone else
13

16. Negotiating With Competitive Style
Power Participative
Moves Moves
MOVES
Appreciative Divirging
Moves Moves
14

17. Compromiser Style Behavior
Split the Difference
Most popular for Women
because of fairness
No Longer Sustainable
15

18. 16

19. NEGOTIATING WITH
COMPROMISER STYLE
Beware! Extreme
Positioning Make a
Used Those Who Reasoned
as a Start With The
Most Extreme Exchange
Tactic Position
17

20. Collaborative Style Behavior
Both assertive Assess needs New Value is
and resources created through
and
cooperative to create new the process of
value negotiation
18

21. Negotiating With Collaborative Style
What
General Monday General Resources
Electric Night Electric Do We Have
Model Football That They
Need ?
Medical
Equipment
NBC General
Electric
Lighting
$600
Million Deal
Financial
Services
NFL Stadium
Needs
$1.2 Alarm
Billion Systems
Deal
19

22. Determining Your NEGOTIATION STRATEGY
DETERMINING YOUR Negotiation Strategy
Which Negotiation Style Should You Use?
Every negotiation style can be appropriate under various circumstances. The tradeoff
involves how important the relationship is versus achieving the very best outcome.
Before attempting a win-win negotiation, evaluate your situation and decide which
strategy is best. After all, there are some situations where win-win just doesn’t work.
20

23. 21

24. 22

25. How Important is Planning?
Planning will determine 80% of your outcome
Planning allows you to:
1. Organize to Influence
a. Moves “out of the table” (preparation phase) are more
important than moves “at the table”
2. Sequence to Build Leverage (Coalitions)
a. The order in which to approach people relevant to the
negotiation.
3. Shape the Structure of the Negotiation
a. Common mistake is to take the structure of the
negotiation as a given.
23

26. 24

27. 25