negotiating strategies for women
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Negotiating Strategies for Women. Presented by: Erin E. Lawler, Esq. Attorney, Mediator, Negotiation Consultant. Audience survey . Raise your hand if negotiating makes you nervous. . My background. Attorney Mediator State government employee. - PowerPoint PPT PresentationTRANSCRIPT
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Negotiating Strategies for Women
Presented by: Erin E. Lawler, Esq.Attorney, Mediator, Negotiation Consultant
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Audience survey
• Raise your hand if negotiating makes you nervous.
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My background
• Attorney• Mediator• State government
employee
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Negotiation:
a tool for change when change requires the agreement of another person
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Why negotiate?
• Example: negotiating for a $1,000 salary increase.
• Over 25 more years of working = $25,000. • A higher base for future raises and bonuses. • A higher base for retirement benefits. • Signals higher value to prospective future
employers.
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Beyond a paycheck: other reasons to negotiate
• Promotions.• More work-related responsibility.• Assignments that match your skills and
interests.• Working with people from whom you can
learn.• Additional training.
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The best reason to negotiate:
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Audience survey: who is more successful at negotiating?
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Women are most successful in negotiations:
1) When the negotiation has low ambiguity.2) When the tone of the negotiation is collaborative, as opposed to competitive.3) When the woman is advocating on behalf of someone other than herself.
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1) Lower the ambiguity through preparation.
Know your own side of the story:• What do you want to get out of the negotiation?– Set a target value (ambitious, but not impossible).
• What is the least you would accept?– Set a reservation value (realistic).
• What are your alternatives? – If you don’t get what you want, what will you do?
(Best Alternative to a Negotiated Agreement or BATNA).
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Lower the ambiguity through preparation, continued.
• Research the marketplace– What:• How are people with your skills compensated
throughout your industry?• What is the local market for your skills? Is there a
shortage?– How: • Internet research.• Use your network of contacts.
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Researching the marketplace: Internet sources
• Some salary information resources online:– www.monster.com– www.jobstar.com– www.dol.gov– www.theglassdoor.com – www.texastribune.org
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Researching the marketplace: Using your contacts
• “What do you think would be an appropriate salary for someone performing at my job level?”
• “How many years of experience are usually required before one is given this degree of responsibility or can expect to earn [X amount]?”
• “If someone were going to ask for [what you want], when would be the best time?”
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Lower ambiguity through preparation, continued.
• Learn about the other party’s perspective– What:• What is important to him/her about this deal? • Don’t assume his/her interests are the opposite of
yours. – How: • If you can’t get this information through research or
through your network of contacts, use reciprocal information sharing and open-ended questions in the negotiation itself.
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Examples of how to gather information in the negotiation
• “I want to be sure that I have a clear picture of the challenges you face. Can we talk about that?”
• “Among the issues we’re discussing today, salary is most important to me. Is that true for you or is another issue more important?”
• “I know that you are balancing a lot of competing interests. Can you describe them to me so that I have a better idea of what they are?”
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Sarah’s story.
• After Sarah has been working for a few years, she receives an offer for a new job.
• The new offer is for a salary of $48,000.• Sarah determines:– What she really wants: $54,000 (target value)– What she needs to accept the job $50,000
(reservation value) – Her BATNA: stay at her current position
• How much should Sarah ask for?
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Sarah’s story: Sarah asks for what she wants
• Sarah asks for $54,000, her target value.• The employer counteroffers with $51,000.– This “splits the difference” between the
employer’s initial offer of $48,000 and Sarah’s counteroffer of $54,000.
• Sarah accepts and her salary is $51,000.
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Sarah’s story: Sarah asks for more than what she wants
• Sarah asks for $57,000 which is $3,000 more than her target of $54,000.
• The employer counteroffers with $52,500.– This “splits the difference” between the
employer’s initial offer of $48,000 and Sarah’s counteroffer of $57,000.
• Sarah accepts and her salary is $52,500.
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Sarah’s story: BATNA• How could Sarah’s BATNA have
made a difference?• A strong BATNA increases
bargaining power. • Imagine that Sarah is unemployed.
Her BATNA is weak: keep looking for another job.
• Imagine that Sarah has another job offer in hand and this one pays her target value of $54,000. Her BATNA is strong: take the other job.
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Other reasons to prepare: Preparation helps with stress
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2) Set a collaborative tone.
• Use “interest-based bargaining” to set a collaborative tone.
• Learn to identify interests, not positions.• Use interests to generate options.
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Positions versus interests, part 1
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Positions versus interests, part 2
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Set a collaborative tone, continued
• Frame your proposals in terms of the other party’s interests.
• Examples: – “I know productivity is important to you, which is
why I am proposing….”– “You mentioned that you are interested in
reducing costs. My proposal will reduce costs by…”
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3) Advocate for others
• Remind the other party that you are representing others.– Your department or division, other tenants, future
customers.– “I need to make a responsible financial decision
for my family.” • Remind yourself that you are representing
others.– Look at a photo of your family.
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After a negotiation…
• If you get a deal:– Dealing with the negotiation hangover.
• If you don’t get a deal:– Remember: if you never hear “no,” you aren’t
asking enough. – Consider renegotiating after you have improved
your BATNA.
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Summary
• Negotiate: it’s worth it! • How to succeed in negotiations:– Lower ambiguity through preparation.– Set a collaborative tone.– Negotiate on behalf of others.
• For future negotiations:– Contact me.
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References
• Linda Babcock & Sara Laschever, ASK FOR IT: HOW WOMEN CAN USE THE POWER OF NEGOTIATION TO GET WHAT THEY REALLY WANT (2009)
• Kathy Perkins, “Gender in Mediation: Negotiation & the Gender Divide,” (available online)
• Deborah Tannen, YOU JUST DON’T UNDERSTAND: WOMEN AND MEN IN CONVERSATION (2001)