Makau: Robust E-Learning

 
 
Makau: Your Training Partner - Powerful Tools for Successful Women
Home > Powerful Tools for Successful Women

See Lee Miller on CBS: The Early Show - Click Here

 

NegotiationPlus for Women

NegotiationPlus for Women:
The Art of Getting What You Want

Download Brochure for More acrobat document

Summary

This is a one day course based on groundbreaking research from the best selling book A Woman's Guide to Successful Negotiating (McGraw Hill) selected by Atlanta Woman Magazine as one of the 50 best books for professional women and featured book on ABC's Good Morning America. Mastering the art of negotiating will help you break through the glass ceiling.

Lee E. Miller

Lee, a graduate of Harvard Law School, is the co-author of the best-selling book, A Woman's Guide to Negotiating. As an Adjunct Professor of Management at Seton Hall University, he received the 2003 and 2005 Stillman School's Awards for Teaching Excellence. He was a Senior Vice President at TV Guide Magazine, USA Networks, and Barney's New York Inc.; a vice president at R.H. Macy & Co. Inc.; and a partner and co-chair of the employment and labor group of one of the largest law firms in New Jersey. Lee is the former Chair of the International Association of Corporate and Professional Recruiters and the Committee on Employment Law of the American Corporate Counsel Association, NY Chapter and Secretary to the Union County Motion Picture Advisory Board. Lee has appeared on ABC's Good Morning America, ABC's Money Talk, NBC's Today New York, CNNfn's Your Money, CNBC's Power Lunch, Bloomberg Personal Finance, and MSNBC's Economy Watch.

NEGOTIATING PLUS FOR WOMEN

What Is Negotiating?
  • Why we negotiate
  • The importance of balancing outcome and relationship
  • Preparation
  • Doing the research
  • How to set goals
  • Determining your bottom line
  • Identifying the other sides interest
Negotiating Exercise
Anchoring
  • How to influence the way value is perceived
  • Setting reasonable anchors
  • Who should make the first offer
Convince: The Art of Persuasion
  • Six ways to influence anyone
  • Understanding the "You" Perspective
  • Overcoming objections
Negotiating Exercise
Collaborate - Win / Win Negotiations
  • Changing to a problem solving approach
  • How you can develop the relationship necessary to collaborate
  • Identifying each parties' real interests
  • Tools necessary to collaborate
Negotiating Exercise
Create -- Changing the Way We Negotiate
  • Why it is important to examine your assumptions
  • Techniques to change how the negotiation is perceived
  • How to determine the right people to negotiate with
Gender Differences in Negotiating & Avoiding Common Mistakes
  • Understanding the different ways men and women react to various negotiating approaches
  • Communicating effectively with members of each sex for maximum impact
  • Understanding the differences in the ways men and women are perceived and how that translates when negotiating
  • How to avoid the most common mistakes women make
  • The "Empathy Trap"
  • Negotiating emotionally
  • Taking it personally
Negotiating Styles
  • How to make your personal negotiating style work for you
  • Body language
  • How to read someone's body language
  • Recognizing different behavioral cues for men and for women
  • Using body language to impress and persuade
Conclusion: Developing a Plan to Use the Skills You Have Learned

Critical Communication Skills for Women New Harbor Group

Download Brochure for More acrobat document

Summary

People who regularly give presentations, media interviews, or command attention when they speak have developed a knack for communicating in a way that the audience understands, believes, and remembers -- while at the same time providing compelling words and images that cause others to seek them out for their expertise in the future.

More often than not, these people are men. Why? What is it about the communication utilized by women that can make them be perceived as ineffective? How can women become more powerful communicators?

NegotiationPlus for Women

The answer isn't to mirror the techniques used by men - but to create a skill set that compliments and capitalizes on a woman's natural abilities. Most women already have many of these skills - the trick is harnessing them and utilizing them appropriately.

The New Harbor Group's Effective Communication workshop using intensive hands-on teaching to participants in cultivating these skills. By learning how to develop an effective message and deliver it with ease, participants can become effective spokespeople, maximizing opportunities and, when necessary, minimizing harm. The session includes mock interviews with friendly and hostile audiences, some of which may be videotaped. Participants are provided with detailed critiques on performance and encouraged to practice and follow up. In short- a woman can be a strong, powerful communicator with preparation and practice .

CRITICAL COMMUNICATION SKILLS FOR WOMEN

Message Development
  • Crafting your story
  • Determine the best way to frame it -- what works- what doesn't
  • Using the strength of being a woman to develop a message
  • What is the most compelling part of your story?
  • How do you get your audience to hear your message?
Pre-Communication
  • The importance of discipline and consistency.
  • Who's your audience?
  • Who needs to hear your message?
  • Determine opportunities to make positive points about yourself, your organization, your product or issue.
Define Yourself
  • How to prepare to give an effective interview or presentation
  • It is not only about what you say - it is also about how you say it.
Using The Techniques And Tactics Of Public Relations And Marketing
  • The Three C's for Success: Confidence, Control and Credibility
  • "Control"
  • You are 50% of the any conversation, presentation, or interview. Make your half the better half.
  • Message Points: Crucial to Success
  • Your Made for TV Elevator Speech
  • Key Techniques: Blocking & Bridging, Headlining
  • Beware: Lures and Traps-And Other Do's and Don'ts
Defensive And Offensive Communication Techniques
  • Define yourself first - on your own terms
  • Reacting emotionally -- when it works- when it doesn't
  • Are the techniques different for women then men or are women just perceived differently
  • Your credibility is key, particularly in a defensive situation -- guard
    it jealously
  • Anticipate Questions and Controversy "If you dread it, you'll get it"
  • Questions are not invitations to give answers
  • Questions are opportunities to deliver your message in a credible, persuasive way.