Description
Book SynopsisWhen it comes to negotiation, there is an ugly double standard. As women, if we make concessions to further a deal, weâre viewed as weak. But if we play hard-ball, we can be seen as overly aggressive - and the strategy backfires. No wonder most women hate negotiating.
In Your Own Terms, negotiation expert Yasmin Davidds helps women strike a balance, merging our natural strengths (collaboration, relationship building, listening) with a firm grasp of established tactics. Guidelines, stories, and exercises illuminate the psychology of negotiation and reveal how women can:
- Control how they are perceived
- Eliminate self-sabotaging beliefs and behaviors
- Discover their personal negotiation style
- Envision the ideal outcome and map backwards
- Build leverage
- Understand an opponentâs approach and adjust theirs in response
- Deploy persuasion and redirection tactics
Set the bar high and negotiate to get there. With this empowering book, women learn the skill
Table of Contents
CONTENTS
Acknowledgments xi
Part 1: Own Your Game
Chapter 1: Empower Yourself 3
Chapter 2: Your Style: Changes You Need to Make When Negotiating with Men or Women 16
Chapter 3: How Not to Sabotage Your Negotiating Power 30
Chapter 4: The Four Stages of Negotiation 41
Chapter 5: Determine Which Negotiation Style Is Right for You 53
Chapter 6: Manage Negotiations with the “Backwards Mapping” Technique 69
Part 2: Build Leverage with Your Negotiation Toolbox
Chapter 7: Offensive Maneuvers and How to Counter Them 85
Chapter 8: Power Moves for Handling Difficult People 100
Chapter 9: Communication Strategies That Create a Level Playing Field 112
Chapter 10: Fail-Proof Persuasion Tactics 126
Chapter 11: The Art of the Redirect: Managing Destabilizing Moves 141
Part 3: Winning Game Plans: Negotiating with Power and Grace
Chapter 12: Gender Intelligence and Negotiation 157
Chapter 13: How, When, and Why to Make Concessions 170
Chapter 14: Negotiating with the “Big Boys” 180
Chapter 15: Negotiate Your Way to Leadership Success 189
Chapter 16: The Real Test: Your Salary Negotiation 199
Chapter 17: Put Your Negotiation Skills to Work 209
Chapter 18: View from the Trenches: Lessons for Women as Leaders and Negotiators 221
Appendix 1—Language of Negotiation 241
Appendix II—Personal and Professional Checklist for Complex Negotiations 245
Notes 247
Resources 251
Index 255
