6 Can’t Miss Tips for your Next Negotiation – from #getmoneygetpaid
I’m so grateful I decided to get my butt on a train to NYC this weekend to attend Ladies Get Paid’s #getmoneygetpaid conference. To be in a roomful of 1000+ women who aren’t afraid to talk all things money, say they want more (without apologizing), and continue to build their self-advocacy skills – sign.me.up.
I came back with a gazillion notes and thought I’d share 6 new tips I picked up around negotiating – because whether we realize it or not, we’re negotiating all the time. And, I don’t know about you, but I know I want us to be even more successful. Let’s support each other!
These come from a panel with high powered women who have navigated intense situations and learned how to keep their cool to get what they want. Meet them:
Liza Landsman – Liza is a Venture partner at NEA, one of the world’s largest and most active venture capital firms and she was the President of Jet.com
Alexandra Machinist – Alexandra is a partner and literary agent at ICM Partners, a firm that represents artists, content creators, authors, artisans and journalists
Arielle Patrick – Arielle is the Senior Vice President and Transaction Director of Edelman, the world’s largest communications consulting firm
Tanisha James – Tanisha is Partner at Cooley LLP and represents and counsels corporate clients in connection with their complex domestic and international mergers and acquisitions, strategic investments, joint ventures, and government and private antitrust investigations
Nathalie Molina Niño – Nathalie is CEO of BRAVA Investments, a company that aims to help grow startups and support businesses that both disproportionately benefit women, and author of LEAPFROG: The New Revolution for Women Entrepreneurs
Okay, onto the 6 tips that stood out the most to me!
Tip #1: Have a long view.
Get out of short-term decisions. What do you ultimately want professionally? Whether you have a career or your own business, whatever outcome you’re negotiating for needs to have a longer vision leading it, versus being right in the moment.
Tip #2: Arm yourself with facts and data.
This isn’t to say that emotions don’t play a role in negotiations, because they do. And also – you’ll need to lead with the facts. And you’ll want to decide over what period of time you want to look at them. Get your data right. You get to decide which battles to pick.
Tip #3: Figure out others’ motivations.
Regardless how altruistic we consider ourselves, we still have self-interest. Knowing what is important to the other person and what they want out of it, is going to help you find out how to frame your case that looks like a win for them, too. No one ever said a negotiation is where one person loses. You’ll want to ask yourself – what is a win I can live with?
Tip #4: Assume good intent, unless proven otherwise.
This goes along with Tip #3. Assuming the other person has good intent brings positive energy to the situation. Not everyone is out to get you. And, they may be just as nervous to negotiate with you as you are with them. Give them the benefit of the doubt – until they prove something else.
Tip #5: It’s not what you say, it’s how you say it.
We tend to focus only on our content and not how we’ll deliver it. Negotiating is highly emotional – how can you appeal to the other side with the words you use, the volume and tone of your voice, the speed you use to speak, etc. Play with your delivery style by practicing out loud – with a friend, coach, or in front of the mirror. How do your words come across?
Tip #6: You’ll hear NO much more than you’ll hear YES.
Each of the panelists shared they’ve been rejected many more times than not. Sure, from the outside, it can look like they’ve always been successful – but it’s actually these rejections that made them successful. By listening to feedback and the “why nots” – they learned how to make their cases even stronger. Which means you gotta go back into the arena for more.
Have more tips you’d like me to share to other women? Let me know by DMing me @coach_lins or emailing me at lindsey(at)lindseylathrop.com. I’d love to hear!