Negotiating with Power
May 19, 2021, 9:00am to 11:00am (PST)
Presenter: Christina Fong
Driving change within an organization requires tough conversations in which powerful individuals are asked to change.
In this session, we will draw from theory and research on the principles of negotiation, labor and union disputes, and upward influence to equip DEI leaders with a set of strategies and tactics for navigating these tough negotiations. This means getting into “good trouble, necessary trouble” by having the courage to ask for what we need and doing necessary work to set those asks up for success.
We will build your confidence in your negotiation abilities by giving you a framework for making sense of these unique negotiation contexts. We’ll also engage live-coaching with participants to bring the framework to life and seat the concepts in reality.
By the end of this session, participants will:
Understand the difference between negotiations that are dispute resolution versus deal making.
Apply a dispute resolution framework for navigating negotiations regarding diversity, equity and inclusion.
Gain upward influence tactics that are helpful in negotiating with power.
Work with negotiation planning tools learning how to prepare for a future negotiation.
“Remember this in the darkest moments, when the work doesn’t seem worth it, and change seems just out of reach—out of our willingness to push through comes a tremendous power… Use it.” – Stacey Abrams
Meet the Presenter:
Christina T. Fong is the Associate Dean for Inclusion and Diversity and the William D. Bradford Endowed Professor of Management at the Michael G. Foster School of Business at the University of Washington.
She graduated Magna Cum Laude from Williams College in 1998 with Honors in Psychology and a concentration in Neuroscience. She has a PhD in Organizational Behavior from Stanford University (as well as a Masters Degree in Sociology) and in 1999 was named a Jaedicke Merit Fellow at the Stanford University Graduate School of Business, which is awarded to doctoral students “who have, in the judgment of the faculty, achieved the highest levels of scholarly performance.”
Christina’s research and consulting interests include the study of emotions in the workplace, leadership development, impression management, power and politics in organizations, negotiations, and management education. Her research has been covered in The Economist, The Wall Street Journal, Business Week, and Slate, among others. Her research has been published in several top tier journals, received several grants and she has also served on three editorial boards. She was also winner of the Academy of Management Learning and Education 2004 Best Paper Award.
Christina joined the University of Washington in 2003, and she teaches leadership and management principles to a wide variety of audiences from undergraduates to executives. At the Foster School of Business, Christina teaches Leadership Development, Negotiations, and serves as the Academic Director of the Global Business Forum and the Hovind Global Leaders program. Her efforts have been recognized with several teaching awards, including the 2011 Distinguished Teaching Award, winner of the Evening MBA Faculty Service Award in 2019 and 2020, Instructor of the quarter, and Outstanding UW Woman. She has also often served as Senior Fellow in the UW Faculty Fellows program, and was the co-winner of the Dean’s Leadership Award in 2015.
In her life outside of UW, Christina lives with her husband, two sons, and two dogs. Christina also works as an executive coach, helping CEOs and other top executives accelerate their leadership development and strategic thinking. She leads and teaches executive seminars on leadership development, negotiation, innovation, and decision making. She was recognized as a recipient of “Women as Bridge Builders: Making A Difference” Women of Color Empowered Award, sponsored by Northwest Asian Weekly in 2016.