Differences in Men's and Women's Conflict Negotiation Styles

I'm blogging about gender and negotiation this month because March is National Women's History Month and March 8th was the 100th anniversary of International Women's Day (commenced in 1910, a full decade before the Nineteenth Amendment would grant U.S. women the right to vote). 

Today I stumbled over the post Women Deal with Conflict Differently than Men, reporting on a study done by the Program on Negotiation at Harvard in 2008.  Results of the study showed the following similarities between men and women including:

  • Integrating, the ability to meet the needs of both parties; and,
  • Compromising as a strategy, except women showed a "high level of agreement that every issue has room for negotiation"

The differences included:

  • women's tendency to choose equal distributions when compromising which the researchers apparently ascribed to women's greater concern with fairness;
  • competitiveness - with men scoring 25% more competitive than their female counterparts
  • "smoothing," with women engaging in that behavior 20% more of the time than men - smoothing being defined as "giving in to the other party while ignoring one's own needs"
  • avoiding or withdrawing with women doing so 30% more than men
  • expressing feeling, with women apparently doing so "more" than men but no percentages are provided

We'll be working with gender differences through the end of the month of March and will likely discuss this data in more detail later.

Master Mediator Jeff Kichaven on "Personality" and Establishing Credibility in Mediated Negotiations

These videos are Mediation 101 by one of the best commercial mediators in the greater Los Angeles area, Jeff Kichaven. For Jeff's more sophisticated materials, check out his articles here.

Resources on Women and Negotiation in Honor of Women's History Month

I'm sure you've noticed that we're celebrating negotiating women here this month in honor of International Women's Day and National Women's History Month.  Other than tomorrow night's free negotiating women teleseminar with super coach Lisa Gates, I'm celebrating by posting in one place all of my articles on negotiating women.

The Power of Beauty

Nature gives you the face you have at 20; it is up to you to merit the face you have at 50. -- Coco Chanel A local judge who has four beautiful young law students working for him this summer...

Tips from Forbes & a Word with Women: Negotiate Your First Salary

If you're entering the job market, you'll want to check out Forbes' Magazine's Tips for Negotiating Your First Salary. If you do not negotiate your first salary, you stand to lose half a million dollars over...

Ask for It: How Women Can Use the Power of Negotiation to Get What They Really Want

I didn't realize until I got onto the plane out of Seattle that Linda Babcock and Sara Laschever -- our morning plenary session speakers (Women Don't Ask: Negotiation and the Gender Divide) -- have written a new book -- Ask...

Negotiating Your Mid-Life Career Crisis with Career Coach Lisa Gates

Practicing law, particularly litigation, is often frustrating, sometimes humiliating, and frequently simply dispiriting. On the other hand, the practice of law can be thrilling, intellectually stimulating, challenging, absorbing, and a darn good way to make a good living. When you...

Is Hillary Negotiating Her Withdrawal? So Says Cokie

From Women on the Web's Conversation Today Cokie Roberts: 'Hillary Is Negotiating Her Withdrawal' with Lesley Stahl Q&A with ABC News correspondent Cokie Roberts. Excerpt below: LESLEY: Let’s talk about Hillary. I’m wondering, how do you explain..

Must Read for All Women Negotiating Law Firm Life

Below is my review in The Complete Lawyer of Lauren Stiller Rikleen's must-read book Ending the Gauntlet: Removing Barriers to Women's Success in the Law. Concluding paragraph: At bottom, this book calls for management practices that will benefit all attorneys...

Clinton Speaks on 88th Anniversary of Women's Suffrage

(Right, women protesting, 1912. My own grandmother was 12 years old at the time this photo was taken. By the time she was old enough to vote in 1921, she could vote) Why women's voting rights and Hillary Clinton's DNC...

Negotiating Women at ForbesWoman

If you're a certain age, you'll remember women's magazines as mostly "Can This Marriage Be Saved" (The Ladies Home Journal to which PWNSC members Cathy Scott's and Cordelia Mendoza's mother was always submitting articles) or 101 Things to do with...

Negotiating Against the Grain of Gender

Yesterday, we talked about the different negotiation styles of men and women. Today, we're going to explore how men can benefit from learning women-speak and women can benefit from learning man-talk. All of the data relied upon and excerpted below...

Negotiation 101: Gender War or Gender Peace and Prosperity?

Although I am indisputably a "woman lawyer," I have never thought of myself in those terms. I'm a lawyer. And I'm a woman. I'm also a writer, a step-mother, a wife, a daughter, a river rafter, and an aficionado of...

Negotiating Women on New Day Talk Radio Easter Sunday Noon

(and, yes, I am not only old enough to remember the "Second Wave" Women's Movement, I took a quite serious role in it, first as an unpaid volunteer and later through the federal government's "Program for Local Service" at...

Negotiating Women: 5th and Final Part

Thanks again to Vicki Flaugher of SmartWomanGuides.com for inviting me to have this conversation with her about ways in which women can and do maximize their bargaining power. And yes we do talk about negotiating the purchase of an automobile...

Negotiating Women Part III

This segment of my interview with Vicki Flaughter is primarily about why women don't negotiate - to their substantial economic detriment - (see Women Don't Ask Here) and what they can do about it....

Negotiating Women Part II

In part two of Vicki Flaugher's interview with me, we discuss ways in which women can comfortably respond to aggressive zero-sum distributive bargainers and negotiate better business deals using their natural strengths. I'd like to once again thank Vicki Flaugher...

Negotiating Women: Never Negotiate Out of Fear, But Never Fear to Negotiate --

Video below is part I of an interview on negotiation challenges, strategies and tactics for women with Vicki Flaugher, founder of SmartWoman Guides. The full audio of the video is here along with Ms. Flaugher's kind comments about our conversation....

Negotiating Women: Free Teleseminar at Craving Balance

How to Negotiate Anything: Free Intro Thursday, Mar 18, '10 8pm EST Some researchers say that women's failure to negotiate working conditions, salary or other compensation--along with their hesitancy to seek what they're worth when they do negotiate--is one of...

Women Bloggers Proclaim National Women's History Month

Whereas American women of every race, class, and ethnic background have made historic contributions to the growth and strength of our Nation in countless recorded and unrecorded ways; Whereas American women have played and continue to play a critical...

Update on Gender Diversity in the Judiciary and in ADR

When I posted Negotiating Gender: Why So Few Women Neutrals? I had not yet found a source for the statistical representation of women neutrals on the American Arbitration Association Panel. I've now located an article on the AAA website from...

Negotiating Gender: Why So Few Women Neutrals?

Although most of the major providers of alternative dispute resolution services tout their commitment to diversity in the ranks of their neutrals, the coloration of nearly all ADR panels continues to be white; the nationalities European; and the gender male....

Women, Negotiation and the Persistent Wage Gap

Thanks to Ed. at Blawg Review for passing along this (somewhat rambling but well worth watching) lecture at Stanford University by Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women and Leadership at the Simmons College School of Management....

 

Free Twitter Negotiation Seminar on Never Again Doing It Free

You know all the statistics about women's failure to negotiate their first salaries, their car purchases, their raises, their rates, and their price points.  If you don't, run over to Lisa Gates Craving Balance Blog right now for the straight skinny on women and negotiation (Why Women Must Negotiate Now than Ever Before).

What both Lisa and I are finding with our women clients (women are Lisa's market and my quarter-market) is that they're always doing stuff for free!!!!!!!!!!!!!!!  Let's not waste our time analyzing why we do this.  Let's just stop doing it.  

Run on over to the Commercial ADR Blog right now to see - yes - Lisa's and my free Twitter negotiation seminar where I take Lisa through a very short negotiation role play to help her negotiate a price for her services rather than simply saying "yes."

A New Negotiation Blog - The Critical Path - Takes Flight

Litigating and trying complex construction disputes requires visionary strategic talent; incisive tactical skill; wise management abilities; and, dogged persistence.  Now construction litigator, trial attorney and mediator Ron White brings those qualities to the settlement of complex construction disputes with his newly launched blog, The Critical Path, Tools for Resolving Construction Disputes.

Take a look at Ron's most recent post, Negotiations and the Samurai Code:  Seven Habits of Highly Successful Negotiators.

I especially like the opening "habit" - vision. Below is an excerpt, but you'll want to stroll on over to Ron's new shop to check out the entire post.  While you're there, welcome Ron to the ADR and Construction Law Blogosphere.  I long ago told him that we're like a small town in Iowa where people still leave their doors open and the welcome wagon arrives with lists of local services; good advice; and, baked goods. Don't make a liar out of me!

"A successful negotiator," Ron writes

has outstanding vision; he sees both the strengths and weaknesses of his case. He has the capacity to look beyond the narrow focus of advocacy and peer into the broad spectrum of possible outcomes through the eyes of the judge or the jury. He meticulously evaluates the law and facts advocated by his opponent, knowing, as did the samurai, that “You must understand the conditions on the opposite shore to comprehend your side of the river.” This perspective minimizes negotiating mistakes, which, studies have shown, occur more frequently with plaintiffs, but that when defendants do make them, they are really big mistakes resulting in awards much higher than plaintiff’s last pre-trial settlement offer.

Honoring Richard By Carrying on His Work

Unlike many others in the mediation field, I did not make the acquaintance of Richard Millen until recently.  In the past couple of years, we met for extended lunches and too many tall lattes (the lattes mine) between the old Wolfgang Puck's and the shuttered Virgin Record Store at Sunset Blvd. and Crescent Heights. 

Aside from the usual frustrations of mediators (insufficient respect; the difficulty of making a living; doctrinal disputes; and, the like) Richard suffered from age bias quite acutely.  It was not  any physical ailment or  diminishment in mental capacity that left Richard unoccupied after a robust and active professional life, it was the way in which he felt patronized, under-utilized and overlooked because others believed he was simply too old to do the job.

This is as untrue as any other stereotype or prejudice. As Richard noted in Transcendent Mediation, the facilitation of dispute resolution is a wisdom business in which the mediator, as the agent of change, disappears as the parties "do for themselves what they came for the mediator to do."  Richard explained:

Wise mediators . . . need to adopt is a different epistemology which changes the way we think about the conflict[,] thereby avoid[ing] “solutions that may seem quick and easy and expedient, but in fact are premature. . .resulting in a helping and a fixing instead of a non-hierarchical, common endeavor toward, if not to, a complete change of energy and reconciliation. 

“Our essential task is to allow all sides of an issue or pairs of opposites to exist in equal dignity and worth until their hidden unity is revealed.  By befriending and strengthening our capacity to hold paradox, we explore the realm of spiritual growth.  As we actualize all aspects of ourselves and weave them into an apparent symmetry, we become more skillful problem solvers, mediators, stewards of justice, and models of patience and mercy.   


Finally, there is [the instruction of] The Bhagavad Gita [that] we should neither be attached to the actor nor to the fruits of the action.  [W]hen a mediator is not so attached, the mediator is truly liberated to serve the parties in the mediation process by changing it to a positively oriented non-hierarchical, common endeavor in which the parties do for themselves what they came for the mediator to do.   

 

  

That is how to be and do as both a mediator and as a person in one’s life with []power[] of choice.  When as mediators we are in service to others, we are working on ourselves.  When we are personally working on ourselves, we are helping others.  It is the same.  We cannot tell the difference.  

 

It is as Rumi wrote,

 

I, you, he, she, we,

I, you, he, she, we.

In the garden of mystic lovers,

these are not true distinctions.

We've taken on racial and gender bias here recently.  In honor of Richard, let's also rethink our attitudes toward the aged or "elderly."  As geriatric nurse Alison Parsons explains in her article Attitudes to the elderly:

 

Ageism is "a process of systematic stereotyping of and discrimination against people because they are old... Ageism allows the younger generations to see older people as different from themselves, thus they subtly cease to identify with their elders as human beings." (Butler, 1975, cited in Matteson & McConnell, 1988: 482). Matteson and McConnell (1988: 482) point out that ageism decreases social status, and diminishes contact with younger people. It affects the health care of older people by influencing the attitudes of health care professionals and policy-makers towards the aggressiveness of diagnosis and treatment of the elderly. These attitudes are often based on erroneous assumptions regarding the utility of chronological age as a marker of function or ability to contribute to society. The tragedy of ageism is that it robs society of the fullest contributions of its older members, and it denies people's fulfilment of their potential as human beings throughout the life course.

 

Let's use the time of Richard's passing to take a look again at his writings and rethink our own attitudes not only toward age but toward what too many attorney-mediators dismiss as "touchy feely" practices - the ones that can take the opportunity offered by conflict to experience a moment of clarity, transformation and transcendence.

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Two New Blogs to Help You "Win" Your Settlement Negotiation

Yes, Virginia, lawyers do "win" mediated settlement negotiations every work day.  They do so by:

  1. their reputation for success at trial;
  2. their ability to choose the right moment to first discuss settlement;
  3. their ability to "control" their team and their client ("control" being a legal term for good client relations arising from top notch client communication skills);
  4. their negotiation skill set - both in terms of long-term strategy and "at the table" tactics;
  5. their persuasive skill set - both with opposing counsel and with the mediator;
  6. their ability to conduct a risk-benefit analysis that approximates the true likelihood of their probable success at trial;
  7. their determination to make aggressive but reasonable first offers;
  8. their possession of and willingness to stick to a set of flexible "bottom lines" that give them sufficient room to "horse trade" and "hang the meat low enough for the dog to smell it;
  9. their ability to bring the right people to the table at the right time; and,
  10. their ability to walk away without dramatics if the other side is unwilling to negotiate in the realm of reality.

Some of these skills are in all litigators' arsenals.  Where most litigators are the weakest is in the negotiation of settlements.  I know it not only because it was my greatest area of weakness ("I'm paid to win not to settle") but because I see it evidenced in mediation when attorneys bargain half the day away in the useless strato- and nano-spheres.

Here are two new resources you should have at hand every working day.  "Having blog resources at hand," by the way, means having a google or other news reader to send you RSS feeds. 

Decision Tree Analysis - the Decision Tree Analysis Blog by PaperChace.  There's a ten-day free trial of PaperChace's decision tree analysis software for mediators, a free trial I'll take advantage of once the $^%@# book is finished (any day now, really).  Laywers love numbers in the way only people who don't understand them can.  I've had cases settle promptly as soon as everyone has put themselves to the task of making numeric estimates of their chances of success on the merits at any given stage of the litigation.  For making the uncertain certain and depressing overly optimistic client expectations there's nothing quite like numbers.  Do check it out.

There's another mediation blog to read as well, but not simply "yet another" blog by yet another mediator.  This is Lee Jay Berman, one of the best and busiest mediators in town, the teacher of thousands in Pepperdine's internationally known and respected "Mediating the Litigated Case" and President of his own mediation think-tank and training station - the American Institute of Mediation.

The blog, Eye on Conflict, will deliver to you free of charge the wisdom, education and training you'd otherwise pay thousands of dollars for.  Listen, I spent two full years at the Straus Institute earning my LL.M in dispute resolution and every time I talk to Lee Jay he tells me something that improves my ability to help lawyers negotiate settlement 100%.  Today Lee Jay mourns the passing of a giant in our field - Richard Millen.  As you read Lee Jay's tribute, you come to understand just how deeply embedded he and his vision are in mediation theory and practice in Southern California.

Put these two dynamite resources in your news reader and be as good a settlement negotiator as you are a litigator and trial attorney.

 

 

Mourning the Passing of a Great Friend, Mentor, Lawyer and Mediator, Richard Millen

Mediation World Loses a Patriarch.

Must-read tribute to Richard Millen at Lee Jay Berman’s new Eye on Conflict. Lee Jay traces the lineage of mediation in Southern California, with Millen at the top.  Whether you knew Richard or not, he says, if you’re a mediator, you were taught by him.

Indeed.

Here's Richard's skeletal bio from the California Academy of Distinguished Neutrals.

It doesn't begin to capture Richard's colorful life, impish spirit, and fierce dedication to the practice of mediation "the way it ought to be."  It doesn't say how many times Richard would meet with new mediators to mentor them and share the joy and sorrows of the field that had so much potential yet, he believed, failed so persistently to live up to it.  I never told Richard that he was the father I adopted for the loss of my own, first to Parkinson's and then back to the sea he loved, ashes to ocean.

I understand from Richard's devoted friend, mediator Lee Jay Berman that Richard's family is having a private internment on Friday at Mt. Sinai but that he and mediator Laurel Kaufer will be planning a tribute soon, an event to honor Richard's life.

I don't think there's a mediator in town who didn't know and love Richard.  Not, you'll excuse the presumption, a "real" mediator at any rate.  Richard, for all his storied "soulfulness" did not suffer fools gladly or at all.  Nor did he cotton to separate caucus, position-based, distributive, single-issue, monetized shuttle mediation.  He considered most of us lawyers benighted fools and strove mightily to treat us with compassion rather than holding us in contempt.  That old cavalry soldier was never one to roast marshmallows over an open fire - he'd rather roast a few executives, attorneys, and "settlement conference" mediators instead. 

The last time I saw Richard - not that long ago - he was sitting by my side at a meeting of the State Bar's Standing Committee on ADR muttering angrily about the way we were all wasting our time on legal issues, debating for God's sake, when we'd been given the keys to the kingdom already, keys we'd so carelessly left at home tarnishing in junk drawers.

I don't know what else to say.  I hope people who knew and loved Richard will come here to share stories and say good-by and we love you without sentimentalizing him because he would have hated that.  I would think Richard would have raged raged against the dying of the light except for the fact that he was pretty fed up with the lot of us toward the end there.  So I'll end with a poem that doesn't cotton to people just up and vanishing.  By one of the great contemporary poets of the English language, W.S. Merwin.  


The Truth of Departure

With each journey it gets
worse
what kind of learning is that
when that is what we are born for

and harder and harder to find
what is hanging on
to what
all day it has been raining
and I have been writing letters
the pearl curtains
stroking the headlands
under immense dark clouds
the valley sighing with rain
everyone home and quiet

what will become of all these
things that I see
that are here and are me
and I am none of them
what will become
of the bench and the teapot
the pencils and the kerosene lamps
all the books all the writing
the green of the leaves
what becomes of the house
and the island
and the sound of your footstep

who knows it is here
who says it will stay
who says I will know it
who said it would be all right

 

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Negotiating Gender: The Old White Men Speak

And they do so in favor of diversity.  See commercial arbitrator and mediator F. Peter Phillips' November 2006 National Law Journal article:  ADR Continental Drift:  It remains a while, male game.  I promised prescriptions for change and here are a few sent to me by Peter Phillips this morning.  Peter was, as I am now, a member of the CPR Diversity Committee.

Once again, based upon my personal experience and that of tens of thousands of other women in commercial legal practice I continue to believe that until we are fairly represented on commercial ADR panels, both arbitration and mediation, we cannot expect significant change.  This may happen as a matter of the natural "aging" process of the field.  The ADR field looks now exactly like the legal field looked to me when I entered it in 1980.  Not surprising given the fact that ADR is historically a "retirement" field.  That is already changing, to beneficial effect.

For the adventuresome, Peter's pro-active recommendations below. I highly recommend, by the way, that you follow Peter's Business Conflict Blog.  It's one of the best out there.

(screen shot of google search for our local legal rag's "top 50 neutrals)

What if the country’s leading law firms—from which so many of our leading mediators and arbitrators emerge—had an incentive to encourage more diverse members of the firm to enter this field?

■ What if a benchmark survey were conducted to determine how often law firms suggest mediation to their clients; how often mediation is in fact tried; and how often diverse mediators are proposed to clients by outside lawyers and ADR provider organizations?

■ What if the property casualty insurance industry, as the largest consumer of legal services and of ADR services, conveyed its expectation that the firms that insurers pay for, when they propose mediators and arbitrators, will be expected to propose diverse individuals?

■ What if influential national ADR organizations combined forces to better reflect their corporate and legal constituents, and meet their customers’ expectations, by sharing information on excellent women and minorities who are not now on their lists, but should be?

■ What if initiatives were undertaken to encourage particularly promising women, younger people and minorities from firms to attend ADR colloquia, seminars and other events in order to network, learn and advance their visibility and recognition among the ADR community, as well as to contribute diverse views and perspectives?

■ What if a mentor program were designed and funded, pursuant to which younger female and minority attorneys could “shadow” established mediators and arbitrators (whether or not they are women or minorities) and establish skills and reputations thereby?

■ What if corporations and law firms intentionally engaged younger mediators who are women and minorities in smaller matters, so that those professionals would gain experience as neutrals and be better positioned for the larger cases?

■ What if scholarships were established to enable young people to be trained as mediators and arbitrators, with the expectation that a person thus trained would be skilled not only as a neutral, but more generally as a negotiator and client representative in settlement?

■ What if a very “early pipeline” were begun, and ADR institutions worked with Street Law Inc. (www.streetlaw.com), a national program that trains high school students in legal issues, or a similar organization to provide materials and information for children to become interested in ADR as a profession?

It is perplexing that this one aspect of the legal profession—a field that is otherwise so robust, so progressive and so creative—lags behind so miserably in satisfying client expectations for diverse practitioners. But there is no indication that it must be so. And with diligence, creativity and practical action, it will not long be so.

Here are more diversity resources from CPR.

Featured Blogger Interview at Mediate.com

Mediate.com - where I published my first article on mediation - was kind enough to publish an interview with me about my mediation career and blogging experience today.  Below an excerpt and at the link, more than you ever wanted to know about my legal and ADR career.

 [By mediating,]I regained everything I'd ever loved – people, story, drama, recovery – yet was allowed to retain the intellectual puzzle, strategic problem-solving job I'd enjoyed so much.  It was like the farmer says at the county fair – he uses “every part of the pig except the squeal.”  I too was now using every part of myself, including a squeal of delight.  The mediation career I've carved out for myself include negotiation training (so I get to teach, which I love); writing (blogging and the book that's grown out of it); and, helping people resolve business disputes burdened with justice issues in a way that is far more efficient, effective and creative than the litigation process affords.

 

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