1. WORLD Interactive
Agency
EVENT
GirlDevelopIt
PRESENTATION
Negotiation Strategies
March 5, 2013

2. Gloria Bell
Operations Manager
@O3WORLD
WWW.O3WORLD.COM
@gloriabell
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3. Sales
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4. “FAIR PAY”
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5. IDEAS OF FAIR PAY
o EQUALITY
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6. IDEAS OF FAIR PAY
o EQUALITY
o NEED
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7. IDEAS OF FAIR PAY
o EQUALITY
o NEED
o QUALIFICATIONS & EXPERIENCE
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8. IDEAS OF FAIR PAY
o EQUALITY
o NEED
o QUALIFICATIONS & EXPERIENCE
o SKILLS & DEDICATION
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9. IDEAS OF FAIR PAY
o EQUALITY
o NEED
o QUALIFICATIONS, SKILLS &
EXPERIENCE
o DEDICATION
o PRODUCTION & ECONOMIC VALUE
ADDED
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10. IDEAS OF FAIR PAY
o EQUALITY
o NEED
o QUALIFICATIONS & EXPERIENCE
o SKILLS & DEDICATION
o PRODUCTION & ECONOMIC VALUE
ADDED
o SUPPLY & DEMAND
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11. HOW TO NEGOTIATE
o Do Your Research
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12. Research
o The Company
o Average salaries (rates / benefits)
o for the job
o in the area
o in the industry
o same size / age
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13. Salary Research Resources
o Salary.com http://salary.com/
o Payscale http://www.payscale.com/
o Vault (paid membership)
o http://www.vault.com/wps/portal/usa/s
alaries
o Freelance Switch
http://freelanceswitch.com/rates/
o http://www.mediabistro.com/mediajobsda
ily/five-ways-to-determine-your-hourly-
freelance-rate_b11989
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14. HOW MOST WOMEN (AND MEN)
NEGOTIATE
“OH, OK THAT SOUNDS FAIR…”
OR
“$$$$$$$$”
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15. It is less about whether
you will take the job than it
is about the terms upon
which you’ll take the job
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16. HOW TO NEGOTIATE
o Do Your Research
o Plan
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17. PLAN
o Constantly track your accomplishments
o Document them – facts / statistics
o Define the problem
o Step by step of how you solved it
o Describe the benefit to the
organization
o Outline your plan to continue your
education & stay contemporary
o Find a mentor / champion
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18. PLAN – PART 2
o What are my interests?
o What are the other party’s interests?
o What can I trade that is lesser value to
me and higher value to the other party?
o What 3 options can I use to move
negotiation from compromising to joint
problem solving?
o What is the very least acceptable result?
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19. HOW TO NEGOTIATE
o Do Your Research
o Plan
o Leave Your Emotions Outside
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20. HOW TO NEGOTIATE
o Do Your Research
o Plan
o Leave Your Emotions Outside
o Build relationships not adversaries
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21. HOW TO NEGOTIATE
o Do Your Research
o Plan
o Leave Your Emotions Outside
o Build relationships not adversaries
o Don’t Rush It
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22. HOW TO NEGOTIATE
o Do Your Research
o Plan
o Leave Your Emotions Outside
o Build relationships not adversaries
o Don’t Rush It
o Strive for equitable results
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23. So…. HOW DO I NEGOTIATE?
o Negotiate from a point of WHY, not
WHAT
o Use problem solving – not debate – skills
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24. So…. HOW DO I NEGOTIATE?
o Communication -
o Understand your own communication
style
o Pay attention to the other party’s style
o Adapt your style
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25. So…. HOW DO I NEGOTIATE?
o LISTEN
o No, REALLY LISTEN
o Question
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26. Listening
o 3 Levels of Listening
o Selective – we hear what is relevant to
us
o Responsive – shows attention
o Playback – restating to confirm
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27. OTHER THINGS THAT MATTER …
o Communication during negotiations
o Words – 7%
o Tone of Voice – 38%
o Body Language – 55%
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28. 30 minutes
2 people
800+ different
nonverbal signals
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29. BODY LANGUAGE
o Pay attention
o Identify a baseline
o Gestural Clusters
o Context
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30. And now for a little….
role-playing!
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