Lee E. Miller, adjunct professor of management at the Stillman School of Business and the co-author of A Woman's Guide to Successful Negotiating, is coming to campus on March 16th to facilitate a workshop titled "Strategic Influencing and Communication for Women." This workshop will take place during Women's History Month, which is an opportunity to reflect and commemorate the many contributions women have made to our society. Miller will work with attendees to help them feel empowered as leaders and learn to shape their own outcomes.
In an interview with ROI-NJ in February 2018, Miller said, "If you don't negotiate for your salary, people may wonder: if she's not negotiating for herself, will she negotiate for the company? Frankly, from a company's point of view, if you don' task, you will not get." Women are statistically less likely to negotiate their salaries and other benefits than men. According to a 2016 Glassdoor survey, 68% of women accepted the salary they were first offered and did not negotiate, compared with only 52% of men who accepted their salaries at first offer. Miller's workshop looks to combat these statistics and arm women with the skills they need to successfully negotiate their worth.
"Strategic Influencing and Communication for Women" is one of a series of four workshops being offered on campus by Miller this semester in conjunction with the Division of Continuing Education and Professional Studies. Miller has been called the "high priest of the give and take art." Through his books, articles, corporate training sessions and lectures, Miller has taught countless professionals how to motivate others to get what they want. Miller's approach is about harnessing the "U Perspective," a negotiating technique which asks people to trade their wants for the point of view of the person they are trying to influence. "Most people assume that everyone sees the world as they do," writes Miller. He argues that it is easier to get someone's support when you can demonstrate that what you need can also benefit their interests.
Miller has facilitated two of his signature workshops "Strategic Influencing and Communication" and "Advanced Strategic Influencing" on campus several times before and they have been widely popular. Also new to this semester's line-up is "Cross-Cultural Influencing and Communication," a workshop designed to focus on the benefits of having a global mindset where patience is valued and expectations about timing and scheduling may need adjusting.
The basic workshop on strategic influencing helps attendees understand how to approach influencing in a systemic way, being aware of the context in which influencing takes place and how the roles of individuals and other factors can determine outcomes. The advanced workshop – only available to attendees who have participated in the basic workshop – will build on the introductory workshop while attendees learn to develop an influencing plan, considering the roles of various players in the decision-making process.
Miller uses role playing and small group exercises during his workshops to allow attendees to experience the process of influencing in different cultural and organizational contexts. Attendees will be asked to analyze various situations and design appropriate strategies to achieve their goals and maximize outcomes. Attendees leave with an understanding of concepts such as anchoring, legitimacy, desire, persuasion and consensus in successful influencing strategies.
Below is the schedule for the upcoming workshops:
- Workshop 1: Strategic Influencing and Communication
- Friday, March 2, 9 a.m. – 12:30 p.m.
- Workshop 2: Strategic Influencing and Communication for Women
- Friday, March 16, 9 a.m. – 12:30 p.m.
- Workshop 3: Advanced Strategic Influencing
- Friday, March 23, 9 a.m. – 12:30 p.m.
- Workshop 4: Cross-Cultural Influencing and Communication
- Friday, April 13, 9 a.m. – 12:30 p.m.
All workshops will be held on campus. Workshops must be taken sequentially. Attendees can choose to take workshops 3 and 4 after completing workshops 1 or 2. Attendees can earn up to 3.5 SHRM Professional Development Credits for each workshop.
Early Bird pricing and discounts for Seton Hall alumni are available.