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Negotiating Women offers a variety of training workshops that are case-based, interactive and dynamic. We develop customized cases that reflect actual situations your organization’s women confront at work.

Workshops can be adapted to accommodate groups of varying size and levels of professional experience. Sessions can be delivered in person or via Webcast and in half-day or full-day formats. In-depth executive programs are available for senior women.

Negotiation Workshop Descriptions:

Her Place at the Table: Negotiating Conditions for Leadership Success
Many women fail to recognize opportunities to negotiate — about their roles, about the support they need to be successful, about the resources to get the job done, about buy-in from their peers and those they lead. Our advice draws on interviews conducted with over 100 women leaders and illuminates the actions a woman can take to thrive in today’s workplace. Become empowered to negotiate for what you need to create the conditions for your career success.

Outcomes:

• Think more broadly about negotiation as a way to solve problems in both formal and informal situations.
• Describe the reasons women should proactively negotiate for conditions of career success
• Assess ways you may be “getting in your own way” against a backdrop of research about how women can undermine themselves
• Recognize opportunities to negotiate to get:
  • the support you need from those who can give it
  • the resources to move your agenda ahead
  • the buy-in from those you lead
• Plan a strategy to negotiate in a way that is personally authentic and fits the culture.

The Shadow Negotiation: It’s Not Just About the “Issues”¹
Every day, women face situations that require using negotiation skills as a way to get things done in the workplace – resolving conflict and reaching agreement about things both large and small. Focusing exclusively on the “issues”, however, can lead to disastrous results  – the personalities matter too! This workshop offers a practical approach to deal with both the issues and to manage the interpersonal dynamics that can prevent people from getting to “yes!”

Outcomes:

• Recognize that every negotiation has two components ─ the substance (the issues people are negotiating about) and the shadow (the interpersonal dynamic between and among the parties)
• Describe why women can be at a disadvantage in “the shadow negotiation”
• Identify ways you may be “getting in your own way” before the negotiation even begins
• Use Strategic Moves to negotiate more effectively:
  • Preparatory Moves ─ what to do before you do anything else
  • Power Moves- recognizing and using leverage in negotiation
  • Process Moves – choosing a methodology and keeping the negotiation on track
  • Appreciative moves ─ connecting with the other party
• Turn Moves that disadvantage you
  • Interrupt the Move
  • Question the Move
  • Divert the Move
  • Name the Move

Building Business Relationships: Negotiating Successfully with Prospects and Clients
The ability to negotiate effectively with both prospective and current clients is a critical competency for women in business. Yet, many women struggle with finding the right balance ? strengthening the client relationship without sacrificing the firm’s bottom line. Those who can craft “win-win” solutions are uniquely poised to contribute to the firm (and to enjoy the fruits of their success!). Learn how to negotiate more successfully with the prospects and clients in your life.

Outcomes:

• Recognize the importance of “rain-making” as a critical career skill and describe why it can be more difficult for women
• Describe how negotiation “fits” as a part of building and enhancing client relationships
• Use Strategic Moves to close more business:
  • Preparatory Moves ─ how to get ready for your client meetings
  • Power Moves ─ presenting a persuasive business case
  • Process Moves ─ choosing a sales methodology and the right team
  • Appreciative Moves ─ understanding your client’s concerns and making it easy for then to say “yes”

Paving the Way: A Workshop for Leaders (both men and women)
Each time a woman is appointed to lead and doesn’t reach her full potential because of a lack of institutional support, businesses waste precious resources. These failures lead to frustration on the part of the institution and for both male and female employees.This workshop offers a framework to understand the ways gender manifests itself in the workplace including an overview of the special tests reserved just for women, data to understand the ways the testing manifests itself as a component of the company’s culture and an awareness of the behaviors needed to support change at the individual and group levels.

Outcomes:

• A framework to understand the ways gender manifests itself in the workplace including an overview of our research about the four tests only women must pass:
• Data to understand the ways the testing manifests itself as a component of the company’s culture
• An awareness of the behaviors needed to support change at the individual and group levels
• A process to create the business case for change – considering ways to dimension the impact to the business of behavior that excludes or undermines women in leadership roles.

Our workshops have received Continuing Legal Education (CLE) and Continuing Professional Education (CPE) certification in a number of states. Ask us for more information.

[1] Based on The Shadow Negotiation: How Women Can Master the Hidden Agendas that Determine Bargaining Success, Deborah Kolb, PhD and Judith Williams, PhD, Simon and Schuster, 2000.