Ask for What You Want and Get It – Your Negotiation Style Matters

October 21, 2020
7:30 AM - 9:00 AM

Event Details

Christine McKay
Business Negotiation Strategist
Venn Negotiation

Children are exceptional negotiators. However, as we move into adulthood, we can lose our ability to see subtle changes in behaviors. We get locked in on our own values and ideologies and in our own style of communication. And, that costs us dearly when it comes to negotiating in life and business.

We’ll discuss a new way of looking at negotiation styles. We’ll explore what the different styles are and how they interact. You’ll discover your own style and accompanying behaviors and learn how counterparts may see and hear you. You’ll learn techniques that can help you assess other people’s style, whether at home or at work. Importantly, you’ll learn tools to help adjust your communication in order to get people to the table and resolve conflicts much faster, and get more of what you want.

Key Takeaways

  • Discover a new way of thinking about negotiation styles
  • Determine your default negotiation style
  • Learn how to predict your counterparts’ default style
  • Discuss tools & techniques that will maximize your influence, reduce conflict, and get you more of what you want

about the speaker


Christine has an unconventional and unique story that led her from her childhood home in rural Montana to Rensselaer Polytechnic Institute in Troy, NY where she earned a BS in Business. From there, she took her first corporate role at Bell Atlantic (now Verizon). It was in her second job at Bell Atlantic there where she first understood her passion for negotiating complex business relationships. Christine led various deals including multiple privatization deals in Eastern and Western Europe as well as negotiating key strategic alliances in Southeast Asia. 

After finishing her MBA at Harvard University, she worked for Deloitte Consulting where she would spend more than 11 years of her career. Working extensively with procurement departments going through mergers, acquisitions, or divestitures, Christine developed a program that helped her global clients secure contract transfer rights and helped negotiate with her clients’ many critical suppliers. Beyond Deloitte Consulting, Christine has worked with various companies negotiating customer and supplier relationships in a broad range of industries.

Over the course of her 25-year career, Christine has negotiated with dozens of the Fortune 500. She is passionate about finding common ground, leveling the playing field, and resolving complex issues on behalf of her clients. She focuses on improving profitability and operational effectiveness through strategic contract integration. 

Christine is a published author and has written for various publications including Inc., Inside Supply Management, Mass High Tech, and others. She co-authored, “Third-Party Contracts in M&A: Identifying and Managing Common Implications.” She has spoken at numerous companies throughout the world and in various sectors including financial services, oil & gas, telecommunications, software, hardware, healthcare, and more. She has spoken at conferences including Harvard Business School’s Dynamic Women in Business and Institute for Supply Management’s satellite seminar program as well as the Providence Business Expo.



Breakfast Menu