South carolina annual women lawyers meeting
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Closing the pay gap all by ourselves one negotiation at a time
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South carolina annual women lawyers meeting
- 1. South Carolina Women Lawyers Negotiation Training October 22, 2010 Victoria Pynchon, J.D., LL.M ADR Services, Inc. , Century City, California and She Negotiates Consulting and Training on the Web
- 2. wake up! The Northridge earthquake occurred on January 17, 1994 at 4:31 AM Pacific Standard Time in Reseda, a neighborhood in the city of Los Angeles, California, lasting for about 45 seconds. The earthquake had a "strong" moment magnitude of 6.7, but the ground acceleration was one of the highest ever instrumentally recorded in an urban area in North America.
- 3. Negotiation is a conversation leading to agreement
- 4. in a mixed motive exchange Compete for scarce resources Collaborate for mutual gain
- 6. recognize the opportunity to negotiate
- 10. Could we talk about this later? I appreciate it but it was not what I was expecting We must not be on the same page I’m entitled to the full $10K bonus this year
- 14. We Negotiate for . . .
- 15. Need Image credit istockphoto.com 2010
- 16. security Image credit istockphoto.com 2010
- 17. Image credit istockphoto.com 2010
- 18. Power Image credit istockphoto.com 2010
- 21. Autonomy
- 22. Pride
- 23. Self Expression
- 25. monkey economy 50 million years
- 26. Simply one way to store value What else do you have to trade?
- 27. Women tend to value relationship more than money
- 28. often leading us to value ourselves less than male peers
- 29. We measure our work by what we need and compare our incomes to those of our female friends
- 30. We over-deliver to our clients and superiors and under-deliver to ourselves
- 31. We work 22% longer and 10% faster for the same reward
- 33. we can close the gap NOW
- 34. ANCHORING When we set our value in the market we set our own future value; we set our women colleague’s value and we set the value for our children and children’s children Image credit istockphoto.com 2010
- 35. Recalibrate our Market value
- 36. Sk for it
- 40. theory of mind
- 41. Our ability to reason arose from our need to understand one another’s intentions and motivations, allowing us to coordinate within a group
- 42. we developed certain tendencies of thought called cognitive biases universal ways of thinking about what motivates other people
- 45. What the HECK are they THINKING?
- 46. and will it be harmful to me?
- 48. or attack ?
- 49. How can I make them do what I want them to do?
- 50. we read signs and symbols in an effort to control our own destiny
- 51. and make common cognitive errors
- 52. We see patterns where none exist Clustering Illusion
- 53. we discount everything our bargaining partners say reactive devaluation
- 54. confirmation bias we search for and interpret information in a way that confirms our preconceptions
- 56. Getting what you want Copyright 2010 Reason Press
- 57. Negotiate from Strength You are as strong as you believe yourself to be L is for Lawyer copyright 2010 Reason Press
- 59. how can we reach a mutually beneficial and durable agreement? By ascertaining their interests, preferences, priorities, needs, desires, constraints, strengths, and weaknesses, as well as our own
- 60. Z is for Zen Master copyright 2010 Reason Press Collaborative Problem Solving
- 61. Ask Diagnostic Questions C is for Coward copyright 2010 Reason Press
- 70. tit for tat S is for Shakedown Artist copyright 2010 Reason Press
- 71. Difficult people
- 72. Behind every accusation is a cry for help D is for Drama Queen copyright 2010 Reason Press
- 79. K is for Kin copyright 2010 Reason Press You can have it all Just not at the same time
Notas do Editor
- We negotiate for what we need in the face of the needs of others. We DISTRIBUTE the world’s resources in a way we believe to be fair. As lawyers, we call this JUSTICE.
- We negotiate in an attempt to establish our values as those that govern the world we live in.
- To accomplish that, we negotiate for power whether it’s the power to guide the So. Carolina Women Lawyers’ Association; to influence the curriculum our local school system adopts to teach our children; or, to control the behavior of others in the workplace, on the playground, in our neighborhoods and throughout the world.
- We negotiate to preserve our liberty to be ourselves so long as it does not impinge upon the liberty of another
- We negotiate to create and define the communities in which we live
- We negotiate to have unfettered freedom in certain areas of our lives
- We negotiate to achieve our full potential and for the esteem of the community
- We negotiate for the opportunity to express ourselves creatively
- And we negotiate for money
- Every time we teach our negotiation course, we ask our women questions about their attitudes toward, experiences of, and preferences for the outcome of negotiation. On a 1 to 10 scale, the most consistently similar answer we get both before and after the month-long course is that women value relationships over money and that, at a minimum, they want their bargaining partner to get as good a deal as possible while at the same time the negotiator gets as good a deal as she can for herself.
- When asked what we believe we deserve to be paid for our work, we undervalue ourselves by between 3 and 30% The wage gap is one-third
- When we are asked to work until we believe we’re entitled to the $X we’re told we’ll be paid, we work 22 percent longer and 10% faster than men
- Differences between contending and problem solving in the evolution of human history
- Three levels of agreement
- When preparing to negotiate a settlement, we generally think in terms of distributing the risk of loss among the parties.