Negotiation Case Studies, Negotiating in Life, Negotiating Tips December 3, 2010

Negotiation Nuggets from Around the Web

We come across lots of great resources and articles regarding all aspects of negotiation on the Web. Today we are sharing some insights from three sources.

Women and Negotiation

Joanne Cleaver discusses “Why Women Have Trouble Negotiating for More Money” on Bnet.com. Apparently, there are some cultural constraints at play. As Cleaver writes:

“It’s part of a cultural construct, according to Hannah Riley Bowles, an associate professor in management and decision making at the Harvard Kennedy School. In a not-yet-published study, Bowles asked people what they thought of the efforts of “employees” trying to win raises. When the employees were men, the people supported the workers’ rationales for more pay. But if the employees were women? Not only were the respondents less inclined to grant the women workers what they asked for, but they also didn’t like the women very much.

“Society expects women to be strong advocates for other people, but it’s more ’socially costly’ for women to advocate for themselves,” says Bowles.”

Cleaver goes on to explain how women can overcome these constraints.

Selling a Business Means Having a Plan B Negotiation Strategy

Also on Bnet.com, John Warrillow writes “Ready to Sell Your Business? Avoid These 8 Mistakes.” Mistake number eight has to do with negotiation. Warrillow says the following:

“Professional negotiators suggest having a best alternative to a negotiated agreement (BATNA) — that is, a plan B in case negotiations to sell your business stall. For example, if you’re planning to sell your business to a strategic buyer, also have a financial buyer keen to make an offer or a management team with the means to buy your business over time. That way, you’ll have more leverage when negotiations get dicey.”

Don’t Mix Religion and Negotiation

Finally, can we learn about negotiation from a football player? Apparently, we can, according to Kevin of the Saturday Down South blog, who writes “How to Conduct Business Like Cecil Newton.” Cecil Newton, whose son Cam Newton, plays for Auburn State, believes that:

“Compartmentalization is the key to successful business negotiations. Religious values or roles are irrelevant on specific business dealings. Seal the deal now, explain compromising behavior later. Business is business.”

Read other business tips from Cecil Newton.

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Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

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Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

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John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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