FountainBlue’s January 20 When She Speaks was on the topic of Negotiating for a Win-Win. Below are notes from the conversation.
We were fortunate to have a wide range of backgrounds and perspectives on our negotiation panel. Their combined advice is summarized below.
- Build relationships deep and wide before you need to.
- Fundamental to any successful negotiation is understanding your own personal needs and desires, and also the motivations and interests of the other people involved.
- Emotions may run high when stakes run high in a negotiation. Accepting that this may happen and managing your own emotions – like giving yourself the time to react and respond – will help you be more successful through a negotiation.
- Know the strength and value for yourself and for your team/product/company so that you can enter into a negotiation from a position of strength.
- Be open and curious about the perspective of the other parties so you are better positioned to negotiate a win-win.
- Take a chance and get noticed. Reach beyond your responsibilities and role when you’re able to.
- Work with partners, mentors, allies and sponsors to keep stretching yourself, and to make sure others hear of your successes and impact.
- Sometimes asking for something a bit less than you wanted may bring you closer to what you wanted in the long run.
- Be a great listener, one who truly and authentically cares about the welfare of the other party.
- Don’t generalize about people based on gender, ethnicity, age, etc., Everyone is different and unique.
- Make others around you look good, feel good.
- Make the best of what you are given. Sometimes what you dread happening may wind up being better than what you wanted in the first place.
- Put yourself first – that’s hard when your team and family are so important.
- Be accessible and reachable so that people will reach out to you and start that communication channel.
- Manage the conditions for the negotiation itself – everyone should be comfortable and not feel rushed or pressured.
- Have open communications with spouse regarding work priorities so that your own front is managed and your work demands are addressed.
- Be proactive about spelling out your needs and dreams. Don’t judge yourself or others, or be with those who judge you for your needs and dreams.
- Encourage and support children to take responsibility and ownership for their own problems.
- Know your walking points and be wiling to walk under those conditions.
- Know the top line and the bottom line going into the negotiation. Having those boundaries will help ensure a successful outcome.
Bottom line – be strategic, relationship-based, and engage with long-term, win-win results in mind. We wish you the best of luck in managing your upcoming negotiations.
Please join me in thanking our gracious hosts at Samsung and our panelists!
- Facilitator Linda Holroyd, CEO, FountainBlue – Coach, Adviser and Consultant
- Panelist Charlotte Falla, Vice President and General Counsel, Samsung Research America, Inc.,
- Panelist Jennifer Morrill, VP, Commercial Legal (Americas/EMEA), LinkedIn
- Panelist Lucia Soares, Vice President, Healthcare Technology Strategy, Johnson & Johnson
- Panelist Yvonne Thomson, Vice President, Culture & Employee Experience, Symantec