On April 27 I’ll be speaking at the Radix Collective PR Summit in downtown Los Angeles. Here’s a short sampling of some of the questions I’ll be addressing at the conference. For further information or to register, please click HERE
1. Nancy, what is the #1 Mistake People Make in Negotiations?
Most people feel that they are in the weaker position when they enter a negotiation, and that assumption can actually PUT them in the weaker position, because expectations drive behaviors. In other words, their sense of insecurity will be transmitted to the other party. If you do your homework prior to entering a negotiation, you should go in feeling confident and strong, and that already puts you one leg up.
2. How does gender play into negotiations?
Research shows that women are 4 times less likely than men to initiate a negotiation. There are lots of reasons for that, some of which we’ll talk about at the Radix Conference, but the point I want to make here is simply that failure to negotiate, for example a salary, is partially responsible for the gender pay gap.
3. What holds people back from succeeding at negotiating?
Often, people don’t really know what they want, and if you don’t know what you want, then you can’t expect to get it. You have to know what you want and why you want it. The toughest person with whom we have to negotiate may be ourselves!We’ll talk more about this at the Radix Conference.
4. What advice do you have for people in the client service industry, who might be afraid of pushing back with a client or prospect?
There is a myth that good negotiators have to be fast talkers, but in fact that’s not the case.To be a good negotiator you have to ask lots of questions and then listen actively to the client’s response. You have to empathize with them, even if you don’t necessarily agree. This process actually helps build client rapport.