The co-founder of Ask For It will introduce participants to key theories in negotiation and highlight some common negotiation misperceptions and obstacles. You will leave with fresh insight and actionable knowledge to help you in your next negotiation, whether you’re advocating for yourself or your organization. She’ll guide you through the following questions: How can I effectively prepare? What should I consider beforehand that could give me an advantage? What are the most effective ways to frame my ask? Improving your negotiation skills can help you move forward in your career or make more in salary, but it also benefits your organization, your grantees and your colleagues. If you want to be a change making leader, you need the skills to make the best deals for all parties involved. Negotiation isn't just about salary. What if you really knew how to get what you want?

1. NEGOTIATING FOR YOURSELF AND YOUR
ORGANIZATION
EPIP Webinar
February 3, 2016
EPIP Host: Biz Ghormley
EPIP Speakers: Alexandra Dickinson, Ask For It

2. 2
Emerging Practitioners in
Philanthropy (EPIP) is a
national network of
foundation professionals,
social entrepreneurs and
other change makers who
strive for excellence in the
practice of philanthropy.

3. 3
We provide a platform
for our community to:
Connect
with others
Learn &
practice
leadership skills
Inspire
emerging ideas in
the social sector

4. Get in touch!
Please reach out with any questions or to
learn more about membership!
Biz Ghormley
biz@epip.org
Membership & Operations Manager

5. What’s Next?
• Next EPIP Webinar!
• Transformational Philanthropy through Giving
Circles
• Wednesday, February 17, 3:00pm ET
• All Events
• epip.org/events

6. Housekeeping
• Use the question box for technical difficulties
• Use the question box for content questions for Q&A
• Use #EPIPwebinar to follow the conversation on social
media
• This webinar will be recorded
• Complete the post-webinar survey!

7. Speakers
Alexandra Dickinson

8. Negotiating for Yourself
and Your Organization
January 2016

9. About Ask For It
Ask For It is a boutique consulting firm that is closing
the gender wage gap by effecting change at both the
institutional and individual level.
We work with companies, institutions, female
entrepreneurs and individuals through a combination
of trainings, workshops and consulting.
Photo credit: Dawn Kriss

10. Agenda
• Common (mis)perceptions and key
concepts
• Preparation strategies
• Engaging in a negotiation
• Effects of gender, race and culture
• Q&A

11. (Mis)perceptions of
negotiation

12. Negotiation is rare
Photo sources: Got Credit, Allan Ferguson, The NRMA

13. Negotiation is aggressive
Photo source: Sam Valadi

14. Some people are just gifted
Photo source: The Lolbrary

15. Mission driven work = low pay

16. Key concepts
•Target
•Reservation
•Aspiration
•BATNA
•Anchor

17. Key concepts
• 3 types of
bargaining:
• Distributive
• Integrative
• Congruent
• Congruent
strategies:
• Direct
strategy
• Trading
strategy

18. Take action
Write down your
BATNA for an
upcoming
negotiation.
What happens if you
don’t reach an
agreement?
Photo source: IMGGood

19. How to prepare

20. Be proactive

21. Do your research

22. Get comfortable

23. Role-play
Photo source: BusinessCollective

24. Make yourself accountable

25. Take action
What conversations
can you initiate
now to prepare
your counterpart
for an upcoming
negotiation?
Photo source: IMGGood

26. Consider your
counterpart

27. What do they want?

28. Make the pie bigger

29. Identify the 3 types of issues

30. Take action
Brainstorm some
more issues you
can bring into the
negotiation to
“make the pie
bigger” and allow
for package deals.
Photo source: IMGGood

31. Designing a first
offer

32. The conventional wisdom

33. 80%
prefer to receive the first offer
Neale, Margaret A. and Thomas Z. Lys. Getting (More of ) What You Want: How the Secrets of Economics
and Psychology Can Help You Negotiate Anything, in Business and in Life. New York: 2015.

34. Precise vs. round numbers
$104,200 $100,000

35. Take action
The first offer
creates an anchor
that influences the
other party.
What first offer
will you make?
Photo source: IMGGood

36. Engaging in
negotiation

37. Power poses
Photo credit: Jenny Aurthur

38. Emotions are contagious
Photo source: PracticalCures.com

39. Speech is silver, silence is
golden

40. Who else benefits

41. Take action
Write down the
names of others
who will benefit
if you get more
value through
this negotiation.
How will they
benefit?
Photo source: IMGGood

42. Gender and
negotiation

43. The I-We strategy
Show
Explain
Ask
Sell

44. Talk numbers with both
men and women

45. Don’t actually ask
. vs. ?

46. Highlight concessions

47. Race & negotiation

48. Similarity induces trust —
and vice versa

49. Establish cooperation,
minimize stereotypes

50. Create positive atmosphere
Photo source: Quiet Revolution

51. Culture &
negotiation

52. Perception shapes reality

53. Disagree mindfully
Photo source: Everyday Feminism

54. Cognitive or affective trust

55. Your questions
Photo source: Williams Alternative

56. Thank you
Follow @askforitproject for a daily
dose of negotiation inspiration on
Facebook, Twitter and Instagram
Photo credit: Lydia Hudgens