Alison Fragale

Negotiation – the process through which two or more people “give and take” in a relationship – is an unavoidable part of organizational life, and thus an essential part of a leader’s toolkit. Negotiations occur when responsibilities are assigned, people are managed, or deals are struck. Yet, the concept of “negotiating” strikes fear in the hearts of many. Alison discusses what the best (and worst) negotiators do, and the top habits that enable leaders to solve everyday challenges, both big and small, through negotiation.

Alison likens negotiation to poker or chess – you can learn some good tips to improve in about an hour, and you could spend the rest of your life fully dedicated to improving your skills in these interpersonal exchanges. Alison can present a 45-90 minute keynote, moderate a panel discussion, or conduct a longer workshop (from a half-day to two days). The session can be customized in topic focus (e.g., negotiation strategies for women, strategies for finding win-win agreements, etc.), and can also involve an experiential negotiation activity to allow audiences to put the science into practice and reflect on their approach.

Alison brings the research on negotiation to life through personal stories (both hers and her audiences’), current events, and film to create programs that are as entertaining as they are educational.

I’ve yet to be on a campus where most women weren’t worrying about some aspect of combining marriage, children, and a career. I’ve yet to find one where many men were worrying about the same thing. –Gloria Steinem

As organizations struggle to retain and promote talented women, women struggle with working “the second shift” so they can “lean in” and “have it all.” Although it seems like a paradox, psychology predicts that it is the most successful women – the “overachievers” – who suffer the most, experiencing the greatest stress, anxiety, and guilt. Although issues of pay equity, glass ceilings, and dual career dramas are real, Alison suggests that the most significant obstacle to women’s success is “in their head,” and that this is a uniquely female phenomenon. The same qualities that propel women to success in the workplace actually keep them from enjoying it, and often lead them to “opt out” altogether. Alison provides tips on how women can manage the mental gap between “who I am” and “who I want to be,” leading to more success and satisfaction at work and in life.

This session can be customized in length to function as a keynote, or a longer facilitated training session (half-day to full-day).

Gather around the water cooler, and everyone has a Bosszilla story to share.  Although we may chalk up our managerial misfortune to our leader’s poor disposition or training, and vow that we would never submit others to the same mistreatment, evidence from psychology suggests that this is hubris.  The experience of being “in charge” actually changes how individuals think, feel, and act, often for the worse.  Combining science and stories, Alison discusses how power affects all of us, and provides tips for how leaders can lead better than they were once led, as well as how organizations can create cultures that banish poor leadership.

A customized version of this session is presented as part of the required leadership curriculum for general officers in both the U.S. Army and Air Force.  The length of session can be customized (from one to four hours) and can include breakout discussions to apply the science presented to improving and sustaining an organization’s leadership culture.