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And it’s time for women to take advantage of this new model of negotiating — one that honors compromising and consensus-building over arguing and making demands.

The new negotiating style is no longer black or white, but creative and flexible. It is win-win versus win at all costs.

A perfect example of a master at the new win-win negotiating is Susan Pravda, managing partner of the Boston office of Foley & Lardner and a graduate of Harvard Law School.

Pravda strongly believes that women have an edge over men at the negotiating table. “We can be more accessible as people, instantly. We usually have a greater ability to befriend the other side and quite frankly, I think most people enjoy the difference. They get a kick out of the fact that it’s not business-as-usual.”

However, Pravda also believes that women only have an advantage if they use it correctly. “You have to ask yourself, ‘Is there something about my status that allows me to use it to my benefit? If you have a great command of French, and you can converse in French, that can be a terrific asset. My advantage is that, like most women, I schmooze pretty well. So it’s easier for me to break the ice and build a better rapport with people. Also, I’ve found that a lot of men actually find it easier to talk to women. And if I can take advantage of that, you better believe I do!”

Pravda thinks there are three major strengths she brings to the negotiating table. “First, I tend to be very creative and that is key to solving problems that come up. Second, I’m tough, but in a different way than what is characteristically considered ‘male toughness.’ I’m tough in that I take tough positions and try to represent my clients to the fullest extent of my abilities.

“But I’m not tough personally at the table. I don’t yell. I don’t slam my fists on the table. That just doesn’t work for me. And the one thing I’ve learned about negotiating is that you have to stick to a style that works for you.”

The third skill Pravda bring to a negotiation, and which she believes is critical to success, is the ability to listen. “I’ve learned both from personal experience and from training a lot of young associates when to stop talking and when to start listening.”

Negotiating checklist

The following suggestions can help any woman be more successful when negotiating, regardless of who is on the other side of the table.

– Do your homework

– Know what you want to accomplish

– Take your time getting what you want

– Determine the other person’s negotiating style, and adapt accordingly

– When you concede on a point, make a big deal out of it (even if it’s not)

– Check your emotions at the door

– Plan to be tested.

– Don’t be afraid of silence — it’s a powerful tool

– When negotiations get stuck and nobody will budge, initiate a review of how far you’ve come

– Close on a high note

In other words, women can benefit when they appear to approach negotiations in entirely different ways than men do. But it is precisely these differences that often give female negotiators an edge.

Whilst much has been written on the subject of giving a professional presentation, there is one simple key to success – ensure that you leave a positive and long-lasting impression in the minds of those you are presenting to. You may be the world’s leading expert on your chosen subject, and feel confident in delivering a slick, engaging and entertaining presentation, but the overall impact will be lost (if not diminished) if you are let down by technical glitches with visual support equipment, or if your chosen location has the ambience of a dual carriageway underpass.

To be successful you have to be dynamic in the quality of the material you deliver as well being professional in the atmosphere you create. Get either wrong and the impact of your presentation may not reflect what you originally desired.

So here are some simple tips:

CONSIDER YOUR AUDIENCE

• You may be an expert, but that’s no excuse to use jargon.
• Senior managers and board directors will require clear and concise information, so don’t ramble.

STAY IN CONTROL

• Practice makes perfect and allows you to be perceived as confident and knowledgeable.
• Make eye contact with the audience – but don’t single out just one person.
• Don’t let interruptions stop your flow – decide from the outset whether you’ll take questions during the presentation or once it has finished.
• Prepare for tricky questions and how you’ll handle the answers.
• Ensure your presentation doesn’t run over time.

GRAB THEIR ATTENTION – AUDIO VISUAL SUPPORT

• Create a simple theme that communicates clearly with your audience.
• Use the best quality visual aids available, but don’t overload slides with too much information.
• If you must use charts and graphs make sure they are clear and easy to read.
• Remember, the audience isn’t there to read your slides – they are there to listen to you present.
• Don’t be afraid to inject some humour into the presentation – this will keep them on their toes and make sure they pay attention.

LOCATION, LOCATION, LOCATION

• Chose your location with great care so that it supports rather than detracts from your presentation.

Whether you are giving a sales pitch, launching a new product or perhaps leading a training session, choosing the right location is key to a successful and persuasive presentation. In recent years many large institutions that conduct staff training sessions or hold regular product, brand or corporate meetings have found that it is beneficial and less distracting to conduct these meetings off site. Traditionally, businesses have outsourced their meeting requirements to hotels which have conferencing facilities; however, there is a growing trend toward purpose built meeting and business facilities.