By Farzad Kohzad and Amy Timmes
Negotiations happen all day, every day, in our lives. Women, in particular, often feel they lack the techniques or tools to negotiate successfully. Now, there’s a book for that. Professor Lee Miller of the Stillman School of Business, and his daughter, Jessica Miller, commercial realtor with Cushman & Wakefield, co-authored, A Woman’s Guide to Successful Negotiating: How to Convince, Collaborate and Create (McGraw Hill, Second Edition Paperback, 2010).
The Huffington Post’s blogger and strategic marketing advisor, Jonha Revesencio, recently rated the Millers’ book Number 9 in her July 2016 list of “16 Inspiring Books Women Leaders Need to be Reading.” According to Revesencio, “A Woman’s Guide to Successful Negotiating is a groundbreaking perspective that women can relate to and benefit from in their professional lives.”
In A Woman’s Guide to Successful Negotiating, the Millers develop a negotiating model that resonates with women and the hurdles they often encounter in their professional and personal lives. It provides easy techniques for and unlocks three essential elements of negotiation for women: Convince, Collaborate, and Create. These three elements are a part of the subjective, objective, and structural methods of the model.
With these tools in hand, women will feel more confident in every negotiation process, whether it be dealing with an aggressive colleague, an overbearing supervisor, difficult children, or even deciding where to go on vacation or how to get the best deal when car shopping. In the first chapter of his book, Miller states, “Knowing how to negotiate will empower you. You will be able to shape situations to ensure that your interests are protected. Although you may not always get everything you want, you will get more than you ever imagined you could.”
Revesencio’s review emphasizes this point. “With a realistic approach to situations, it is an informative and essential guide to getting everything you desire in life.”
Miller says his daughter wanted him to write the book and include the techniques he taught her about negotiating during her life because they were serving her well. The collaboration was formed when dad told his daughter that he couldn’t write a book geared only toward women without her help, so they decided to write it together.
The Millers interviewed more than 60 successful businesswomen to help create the model for successful negotiation. Some of them include: Andrea Jung, first female CEO and Chairwoman of Avon Products, Inc., Cari Dominguez, 12th Chair of the U.S. Equal Employment Opportunity Commission, and Christine Baranski, American stage and screen actress.
Chief Executive Officer of Burberry Ltd., Rose Marie Bravo, says about A Woman’s Guide to Successful Negotiating, “No matter what the situation, this book provides you with the negotiating techniques and the overall confidence to deal with the issue.”
Miller’s students can expect to learn hands-on practical techniques in his negotiating classes.
He teaches an undergraduate course in Negotiation, as well as a Managerial Negotiation course in the MBA program for the School of Business. He claims that working on this book with his daughter, Jessica, was one of the most challenging yet most rewarding experiences of his life. “To see the success of this book and having my daughter right there with me throughout this journey makes this experience one of my proudest moments.”
Get everything you desire? Get more than you ever imagined? Get negotiating!
A Woman’s Guide to Successful Negotiating is available in paperback at Amazon and Barnes & Noble.
A version of this article appeared in the Tuesday, September 13th print edition.