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MJ Tocci  

Director, Heinz Negotiation Academy

MJ Tocci is the co-founder and director of the Heinz Negotiation Academy for Women at Carnegie Mellon University. MJ is the winner of the 2011 Athena Award recognizing women who have actively assisted women in their attainment of professional excellence and leadership. Named by California Lawyer Magazine in 1991 as One of California’s Most Effective Prosecutors, MJ Tocci now devotes her well-developed skills and experience to helping law firms, corporations, and other organizations increase productivity and profitability through recruiting, retaining and promoting talented women. As founder and President of Fulcrum Advisors, she applies a multidisciplinary approach to identify both opportunities for women to thrive and obstacles to their success. MJ is also a board member for the Women and Girls Foundation, where she and Dr. Linda Babcock designed "Catapult," a salary negotiation-coaching program for women. She is on the faculty of the Women Executive Leadership Program at Duquesne University.

One of the keys to MJ's success in the courtroom, with hundreds of cases to her credit, was her ability to see that gender issues should be an important part of trial strategy. She was convinced that the preparation of a successful case should include a deep understanding of how core values and stereotypes affect jurors and judges. She looked at gender as it affects perception, communication, language and learning style. MJ became expert at understanding the connection between gender and persuasion. In 1994 she developed a program for the National Institute for Trial Advocacy called Training the Woman Advocate, which was the first litigation program in the country to specifically address gender in advocacy training. Since then she has created programs for men and women including Gender in Advocacy, Gender in Questioning, Gender in Negotiations, and Gender and Persuasion.

As an attorney, consultant, coach and trainer for more than 20 years, MJ guides women at all levels to improve their skills and helps organizations measurably improve both their professional culture and their bottom-line results.


Tocci: Women need to boost negotiation skills - Pittsburgh Business ...

M.J. Tocci, co-founder and director of the Heinz Negotiation Academy for Women at Carnegie Mellon University, said there is a reason why many women don't ...

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