The Art and Brain Science of Negotiation

Here are the top 10 takeaways from the program “The Art & Brain Science of Negotiation”…many more can be found in the recording! 

1. Preparation is Essential In Negotiation

• You can’t be successful in negotiating anything unless you prepare.  
• Find out who you will be negotiating with and whether she/he has decision-making authority. 
• If you’ve had past interactions with them, assess what has worked in the past.  Are they credible, do they scream, change personalities, etc. This may influence your approach (e.g., tougher or easier issues first).
• Prepare an agenda for every meeting and call.

2. Visualize Your Deal 

• Create a written note of what is your objective. Keep it in front of you. 
• Use the visualization technique of yourself after the negotiation is done.  
• Use all your senses and practice as much as possible before the negotiation.

3. Don’t Procrastinate

• A lot of high achievers procrastinate which is an emotion not a time management issue.  
• Research shows: 8 weeks of mindful meditation can reduce the size of your amygdala and you rewire your brain to procrastinate less.

4. Know Your BANTA!  Best Alternative To A Negotiated Agreement 

• Know your priorities so you can determine your best alternative. 
• There is only one BANTA. What is the one best alternative to the deal you want? 
• It may be not to take the deal.  
• Not every negotiation ends in an agreement and walking out is a ploy you can use – but you can’t walk back if they don’t open the door. 

5. Why Women Don’t Like To Negotiate

• We’re biologically built that way and often socialized to be nurturing caretakers. We don’t want to be in conflict – which always exists in a negotiation. 
• Have an upbeat fight song (e.g., Black Magic Woman, R.E.S.P.E.C.T., This Girl is on Fire) 
• Poses to take up space will trigger power.  

6. Build Trust

• First, trust yourself! 
• If you are like them, they will trust you – this will show unity and agreement 
• Match your pace, energy, volume style with theirs.  

7. Listen

• Eye contact, repeat what they are saying and transition to your point  
• Don’t think about what you are saying next, demonstrate curiosity 
• Practice listening to everyone today

8. Use Silence

• There is power in a pause and being uncomfortable with silence is okay.   
• Practice silence: 30 seconds, 1 minute 
• Be aware of interruptions which are used to control a conversation, or to lose focus on the subject and shift it

9. Confirm Consensus 

• Recap what is agreed to before you end the meeting 

10. What Matters Most 

• Building trust is the most important aspect of a negotiation 
• Know and never compromise your values and non-negotiables 

  Resources 

• https://www.viacharacter.org/ – learn your strengths 
• Amy Cuddy TED Talk – yes, watch it again! 
• HBR Article on Negotiation

Own Your Power

At CAP STRAT Women’s Forum, we strongly believe that money is power and women need more of both.  We need to ask for and earn what we are worth so we can achieve the fulfillment and financial freedom we desire!

All it takes is a willingness to step into your power; and if we can help you or your organization make the most of your financial resources, please don’t hesitate to reach out.