Yours truly speaking at Essence Digital. Photo by Jackie Harshman.
I love watching TV because it allows me to see various, sometimes outrageous negotiation situations play out, all from the comforts of my couch.
I began to watch TV shows with a deeper appreciation for this after a conversation with Julie and Casey of Vital Voice Training. (Go check them out!)
They told me how, in every scene, characters with opposing viewpoints engage in dialogue, each vying to achieve their own goals. Often that dialogue is a negotiation (and you know how I love a good negotiation).
Recently, my life partner Charlie has been re-watching cult-favorite science fiction show Battlestar Galactica on Hulu. Last week I joined him on the couch for episode 7, titled “You Can’t Go Home Again.”
Near the end of this episode, there is a pivotal scene in which one of the heroes, President Roslin, speaks truth to power and negotiates with difficult people to affect positive change. I really enjoyed this and wanted to share the nugget of negotiation wisdom in this scene with you.
First, let me set the scene.
Yours Truly Speaking at Baystate Health Women’s Empowerment Summit
Every time I talk about negotiation, I encounter the 3A trap.
What I mean is, someone in the audience invariably describes the 3A Trap — as defined by William Ury in The Power of Positive No — as her experience of negotiating in the workplace.
The 3A’s stand for:
Accommodate: You give in.
You say yes when you don’t want to. You take on the extra workload, but without the recognition or reward. You don’t speak up to address your needs, because you’re afraid of upsetting your boss, your partner, or your colleagues. You accommodate out of fear of losing the validation and approval of others. This is a trap I personally have a lot of experience with.
It’s the path of least resistance when you want to make sure they still like you, even when you hate yourself for having undervalued yourself.
Avoid: You put up walls.
You avoid having the awkward and difficult conversation altogether. It upsets me when other people do this to me. For example, have you ever had an important discussion postponed, only to be postponed again…and again? “Yeah, sure, we can talk about compensation next quarter / next review cycle / next year.” (Might as well be next lifetime!) Or have you ever sat in icy cold silence at the table after a topic of contention was mentioned, only to be ignored?
It can be as convenient to avoid as it is to accommodate. Why brave a difficult conversation, when you can easily hide behind a wall?
Attack: You lash out.
My friend Kara Martin Snyder of Vital Corps Wellness inspires me to live a passionate life spiked with joy. Kara is a health and lifestyle strategist who has a background in startups, finance and pilates. She’s also a gifted writer and inspired speaker who infects me with enthusiasm every time I have the privilege of crossing paths with her.
I’m honored to be featured on Kara’s Project Fabulous Femme. Here’s an quick excerpt:
what do you think modern women should give less of a shit about?
Setting our future selves up for success takes focus, so that means less brain space and resources spent holding ourselves to unattainable and outdated standards of femininity. I’d love to see modern women stop worrying that we’re not thin, quiet, pretty or likable enough.
One of my favorite things in 2015 is being a member of New York Toastmasters. I became a member a year ago and have since given ten prepared speeches and competed in two speech contests. In fact, several blog posts here were originally presented as speeches at New York Toastmasters meetings. I have a lot of devotion and a strong case of the warm and fuzzies for this club.
As the year draws to an end, I’m reminded of how exactly a year ago I got fired up for 2015 after hearing a Toastmaster speech by Danielle Mercurio. Danielle is a gifted speaker and life coach who calls herself an urban gypsy. She’s into New Age, astrology and kundalini yoga.
In December 2014, as part of a prepared speech for Toastmasters, Danielle shared with us an auspicious insight from numerology.
She said 2015 promised to be a year of great abundance. This is because, in numerology, 2015 — or 2, 0, 1, 5 — add up to year number 8. Turn 8 on its side and it’s the symbol for infinity. Year number 8 signifies “achievement, a year for making great strides in business, promotion, monetary compensation, and accumulation of possessions.”
The ultimate example of a high power pose is the victory pose of athletes winning first place.
by Yohei Kamiyama (Agence SHOT) ©
Back straight, head slightly titled back, arms open wide in a V — the whole body expanded and taking up space.
In the TED talk, Cuddy whittles down the wealth of her research on nonverbal expressions into one simple actionable advice: Before a high stakes interaction, such as job interview, salary negotiation or big presentation, take two minutes privately to stand in power pose.
Yours truly in the middle
Have you ever seen the ABC sitcom, Fresh Off the Boat?
I am an immigrant, or more precisely, a child of immigrants. My parents brought me to America from South Korea when I was eight.
Like in the show, mom once packed me a brown bag of Korean food for lunch. I envied Lunchables other kids unpacked in the cafeteria.
May you be a rising star in 2015!
Photo by the talented Melissa Maples
Thanks for publishing Negotiating at Work webinar on The Muse. I’m not sure if it’s appropriate for me to say that a raise would make me happier and want to work even harder. How can my getting a raise make the company tangibly better, given it takes money from the company?
Space to breathe, by the talented Melissa Maples.
As the year draws to a close, things are getting more hectic. Deadlines loom. The pressure grows. Shopping lists and to-do lists grow, the days shorter.
Earlier this evening, I walked behind a petite woman holding four shopping bags, clomping down on NYC street as she talked on the phone. She said, “yeah, so now I just need to go pick up another gift, go home, shower, change, write a few emails, then head out again.”
polar bears working hard for a buck…in a mall
The holidays are stressful, onerous, and painful for reasons your therapist(s) could take months and years to analyze and spit back to you.
It goes back to your childhood, they’ll tell you.
Your parents didn’t love you enough. Or they loved you too much.
Or they were immigrants who worked themselves to your despair. (Your therapist permits you to blame them. Let it out. Be angry.)
Asking for votes and support, negotiating for bipartisan agreement in the Senate, speaking up for the victims of sexual harassment in the military, then cooking dinner at home for her toddler sons at the end of a long, hard day. New York Senator Kirsten Gillibrand does it all with determined courage, near-evangelical confidence and the tenacity of…a honey badger.
Senator Kirsten Gillibrand