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Saturday, April 01, 2006


This week's featured woman entrepreneur is Carol Frohlinger, Esq., co-founder of Negotiating Women (NYC, NY), a company that offers negotiation training for women.

about Negotiating Women
Negotiating Women, Inc. offers negotiation training for women including the only e-learning courses on negotiation (either online or CD ROM) designed especially for women. Based on award-winning research, Negotiating Women focuses on special negotiation challenges women face that are unlikely to affect men. Co-founder Carol Frohlinger is an attorney and consultant to corporations on the retention and advancement of women. Her book, Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success (co-authored with Judith Williams, Jossey-Bass/John Wiley, 2004), examines the challenges women face when they assume leadership positions and how negotiation skills help them to meet those challenges.

Carol's Top 10 Tips


1. Recognize that not every negotiation is a "Big N" negotiation.
It's easy to know when you are in a formal negotiation but many people fail to notice that negotiations are not always formal. In fact, it is the "little n" negotiations - the quick call from the client who wants just another little bit of work done but doesn't offer to pay for it - that are more problematic. You may agree in the moment and live to regret it. Be on the alert for opportunities to negotiate.

2. Know what you want.
You can't be an effective negotiator if you are not clear about your interests. Think big; you may not get everything you want but at least you are starting your preparation in the right frame of mind.

3. Get out of your own way.
We have learned from our research that sometimes women are their own worst enemy in negotiation. For example, many women have a tendency to focus on their weaknesses - "This a big company; I'll have to cut my prices or I won't get the business." Watch out for self-defeating behaviors that will undermine your ability to get what you need out of the negotiation.

4. Do your homework.
With the right information at your fingertips - such as information about how to differentiate your products or services from the competition. You can build a solid case, confident that the demands you are making are reasonable and that you have the ammunition to support them.

5. Develop alternatives.
Ask yourself what you will do if you can't reach an agreement that meets your needs with this person at this time. What other options do you have? If your alternatives are good - say, you've interviewed another candidate who is also a good fit for the position you want to fill - you will not be tempted to give in to the leading candidate who is making demands that are too rich for your blood just to fill the seat. And don't forget to consider that other person's alternatives too; they may be worse than yours.

6. Create multiple proposals.
There's more than one way to skin a cat. You can be flexible on the means of achieving your goals without compromising those goals. Be creative and come up with multiple proposals that satisfy your needs. Given only one proposal, the other party has a single choice: yes or no. Increase those options and you improve the chances of reaching agreement.

7. Make your value visible.
For your value to influence a negotiation, you must take concrete steps to ensure that it is right there on the table to see - a solid business plan and a strong track record, for example, if you are seeking capital, ways you can reciprocate if you are asking for someone to mentor you, etc. When a woman's work disappears - as it often does - so do influence and bargaining power.

8. Expect challenges.
Everyone wants an edge in a negotiation. Challenges are intended to put you on the defensive - and keep you there. They are also predictable. Anticipate how the other person is liable to react and think of specific ways to respond.

9. Engage the other person.
The best negotiations are exercises in two-way communication. Needs exist on both sides of the table. Perspectives, feelings, and ideas differ. By showing appreciation for these differences, you put the other person more at ease in talking about them. As shared understanding increases, you stop pulling against each other and start working together toward a mutual solution.

10. No is only the beginning.
Many negotiations begin with a resounding "No." To get past that no, you must first see the possibility of a yes. Seemingly no-win situations can often be turned around. Negotiation is always, or almost always, a possibility.


Contact Information

Contact Information:
Carol Frohlinger
Co-Founder
Negotiating Women
www.negotiatingwomen.com
631-462-1530

A big thanks to Carol for her wise words.


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