S8: the Art of Negotiation
September 13th, 2024
Location: the District Architecture Center
Led by: Diane Yabut, AIA & June Zhu, AIA, WELL AP
In this session, the scholars delved into the world of negotiation and learned tools and skills to aid the scholars as they navigate negotiation in their professional and personal lives. The speakers and panelists discussed the fundamentals of negotiation like making a pitch, dissecting the body language of the others in the room, catering to the interests of multiple parties and building and maintaining relationships.
Act 1: Advanced body language secrets to build trust, power up relationships and ultimately increase your success.
Christopher Ulrich
Through a series of case studies and interactive scenarios, Christopher Ulrich demonstrated to the scholars the importance of understanding, observing and deciphering body language during everyday conversations. This presentation highlighted many key characteristics to look out for during conversations and presentations such as a person’s baselines and hotspots. As well as covered helpful body cues and responses that can help someone to gain trust when negotiating.
Ashton Allan AIA, Anne Law Esq., Jenna Bolino AIA
Through a series of questions and answers, the panelists delved into how they each navigate negoitation in their varied careers and professsions. They discussed important principles and takeaways for the scholars, such as: focusing on being a resource for our clients, finding a balance between wanting a short term win vs sustaining and building long-term relationships, and maintaining a level of grace and humility when negotiating and speaking to other while still retaining a sense of power.
Act 2: The Negotiation Table
Through an interactive presentation, Rellie Derfler-Rozin outlined skills and tools that the scholars can use when negotiating and making major life decision such as understanding your BATNA and developing a scoring system for major decisions. She also steered the the scholars away from some common traps and misconceptions about negotiating while illustrating the difficulty but importance of trust inevery negotiation through an interactive partner exercise.
Rellie Derfler-Rozin, PHD
Act 3: Negotiate to win-win myths and Tips
Act 4: Lifestyles Inventory Survey
Cable Clarke
To conclude the session, Cable gave a bookending presentation to the one he gave in the first session. While he walked through each of the LSI sections giving feedback and advice regarding how the scholars can get to the score that they want in each, he also fielded more specific questions on the scholar’s charts. To end this presentation, he shared compilations of the charts from clients in different sectors and at different companies.
