7. Negotiation’s Impact Over Career
400000
350000
300000
Male
250000 Female
200000 Male .5% Raise
Increment
150000
100000
Based on Babcock &
1 3 5 7 9 11 13 15 17 19 21 23 25 27 29 31 33 35 Laschever
http://bit.ly/MhNuVy
8. Post-MBA Earnings
35 Yr Total
7500000
7000000
6500000 Male
Female
6000000
Male .5% Raise
5500000 Increment
5000000
Male Female Male .5% Raise
Increment Based on Babcock &
Laschever
http://bit.ly/MhNuVy
10. “If you are
offered a seat on
a
rocketship, don’t
ask what
seat, just get on.”
http://quickbase.intuit.com/blog/2012/06/06/career-advice-from-sheryl-sandbergs-hbs-
commencement-speech/
13. Not what people want, but
why they want it
… and finding ways to
address underlying
preferences/priorities that
satisfy your own
14.
15. Best
Alternative to
The
Negotiated
Agreement
…BATNAs can be power too
16. Be Strategic In Your Preparation
• What’s your BATNA?
• What’s the other party’s BATNA?
• What are the issues & outcomes?
• What are the other party’s issues &
outcomes?
• How are the outcomes valued?
• Strategies and techniques you can apply?
17. Project Lead You Other Team
Member
Start Date
Today +7 +7 -2
Next Week +6 +6 -1
Two Weeks +5 +5 +5
Project
Deadline
1 Month +4 -4 -4
2 Months +2 0 0
3 Months -1 +1 +1
18. Getting the Details
• Ask Questions
• Give Information
• Offer Packages – For 2 Reasons
• Add Issues
• Break Issues Apart
19.
20. Think Power
Set the Scene
Trade-Off
Solve Puzzles
Create Value for All
27. Would The Plugged-In Manager be
good for an on-boarding goodie bag?
Do you know any Plugged-In Managers
who would do 20 minutes of scenarios
for our scoring key?
Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA
First Job111000100000Retirement, 3% Raise303241273190Retirement, Male 3.5% Raise357515273190
We bring an image
Great graduation & on-boarding skills
Call to action: I'd love you to read the book, I'd love you to review the book, I'd love you to subscribe to the blog, but more importantly I hope you will use and share these ideas to leverage your business.The research behind the book continues. If you have an organization that you think could benefit from these ideas and would like to participate in the on-going research…. Please… let me know. We are at the stage of doing another round of validation.