Carol Frohlinger

KEYNOTE OR BREAKOUT SESSION: Unlike most keynote presentations, these elicit and encourage audience participation to ensure your group is involved, inspired, and empowered.  Combining insights regarding why women must negotiate for the things they most want in life with practical advice about how to do it authentically, these messages are appropriate for women of all ages and life stages.

Her Place at the Table: Negotiating What Matters : Research suggests that women are excellent at negotiating for others. They are not as good at negotiating for themselves. Yet, it is clear that regardless of how you define career success, you must proactively advocate for what you want in order to realize your aspirations. Hear about “The Tiara Syndrome”, “drive-by” negotiations as well as ways to avoid “V-8″ moments that can haunt you!

Key Take-aways:

What the Tiara Syndrome is - why women suffer from it and how it can hurt their careers

How to put the brakes on “drive-by” negotiations

That “hope is not a strategy”, negotiation is and makes all the difference

...and more! 

Nice Girls Just Don't Get It: Negotiating The Life You Want: "Nice girls" are women who allow themselves to be held hostage to the needs of others at the expense of their own needs. They allow childhood messages to limit their expectations and prescribe their behaviors. Nice girls unwittingly sabotage relationships — not only in their professional lives but in their personal lives as well. You'll learn how to avoid the traps that befall women by applying negotiation principles to relationships with anyone, anywhere, any time. Hear about how to get over being a "nice girl" by examining your choices, identifying your non-negotiables and walking away if it's time. 

Key Take-aways:

§ why being unclear about what you want will damage or even destroy relationships

§ seven powerful strategies that will enable you to get what you want

§ how to select and use tactics that will enable you to establish boundaries, manage expectations and manage pushback, all nicely

...and more!

The keynote presentations or breakout sessions of up to two hours can be tailored to include topics and examples most appropriate for your group.

WORKSHOPS

Her Place at the Table: Negotiating Skills for Women: Many women fail to recognize opportunities to negotiate — about their roles, about the support they need to be successful, about the resources to get the job done, about buy-in from their peers and those they lead. Our advice draws on interviews conducted with over 100 women leaders and illuminates the actions a woman can take to thrive in today’s workplace. Become empowered to negotiate for what you need to create the conditions for your career success. 

Outcomes:

Think more broadly about negotiation as a way to solve problems in both formal and informal situations

Describe the reasons women should proactively negotiate for conditions of career success

Assess ways you may be “getting in your own way™” against a backdrop of research about how women can undermine themselves

Recognize opportunities to negotiate to get:

the support you need from those who can give it

the resources to move your agenda ahead

the buy-in from those you lead

Plan a strategy to negotiate in a way that is personally authentic and fits the culture.

The Shadow Negotiation: It’s Not Just About the “Issues”: Every day, women face situations that require using negotiation skills as a way to get things done in the workplace - resolving conflict and reaching agreement about things both large and small. Focusing exclusively on the issues, however, can lead to disastrous results - the personalities matter too! This workshop offers a practical approach to deal with both the issues and to manage the interpersonal dynamics that can prevent people from getting to “yes!”

Outcomes:

Recognize that every negotiation has two components - the substance (the issues people are negotiating about) and the shadow (the interpersonal dynamic between and among the parties)

Describe why women can be at a disadvantage in “the shadow negotiation”

Identify ways you may be “getting in your own way” before the negotiation even begins

Use Strategic Moves to negotiate more effectively:

Preparatory Moves - what to do before you do anything else

Power Moves - recognizing and using leverage in negotiation

Process Moves – choosing a methodology and keeping the negotiation on track

Appreciative moves - connecting with the other party

Turn Moves that disadvantage you

Interrupt the Move

Question the Move

Divert the Move

Name the Move.

Building Business Relationships: Negotiating Successfully with Prospects and Clients: The ability to negotiate effectively with both prospective and current clients is a critical competency for women in business. Yet, many women struggle with finding the right balance - strengthening the client relationship without sacrificing the company’s bottom line. Those who can craft “win-win” solutions are uniquely poised to contribute to the organization (and to enjoy the fruits of their success!). Learn how to negotiate more successfully with the prospects and clients in your life.

Outcomes:

Recognize the importance of negotiation as a critical career skill and describe why it can be more difficult for women

Describe how negotiation “fits” as a part of building and enhancing client relationships

Use Strategic Moves to close more business:

Preparatory Moves - how to get ready for your client meetings

Power Moves - presenting a persuasive business case

Process Moves - choosing a methodology and the right team

Appreciative moves - thinking about what’s on your client’s mind.