selena rezvani negotiating
TRANSCRIPT
Selena Rezvani,
NextGenWomen, LLC
Negotiating
Your Way to the Top
NextGenWomen
NextGenWomen
When Do We Negotiate?
NextGenWomen
Women initiate
negotiations ___ times
less often than men.4
Source: Babcock, Linda
NextGenWomen
The Facts
• Less confident
• Set lower goals
• Less satisfied with outcomes
• More relational - more accommodating
• Primary vs. Secondary role
• Perception of “Women don‟t ask…”
NextGenWomen
“There‟s an expectation
that the „system‟ will
recognize us.
It‟s not true.It‟s up to us to negotiate
and respectfully disagree if
we‟re turned down.”
Naomi C. Earp
Former Chair of the EEOC
NextGenWomen
Good
Girl
Syndrome
NextGenWomen
Group Poll:
How many of you counter-offered the
salary of your current job?
NextGenWomen
Process
1.
Prepare
2.
Bargain
3.
Close/ Follow Up
NextGenWomen
Get Clear on What You Want
• Write it out
• Identify your position vs. interests
• Note your best and worst cases
• Identify your BATNA
• Brainstorm concessions and packages
NextGenWomen
Example of Packages
Package A
• 10% raise
Package B
• 5% raise
• 5 extra days of vacation
Package C
• 4% raise
• 2 extra days of vacation
• $1,000 training course
NextGenWomen
Identify Your Leverage
• Positional power
• Revenue generated
• Technical skills
• Education
• Client base
• Nonprofit work
• Industry knowledge
NextGenWomen
Which personality type do you
find it hardest to negotiate
with?
NextGenWomen
• Unyielding vs. Flexible
• Anecdotal vs. Fact-based
• Quantitative vs. Qualitative
• Logical vs. Emotional
• 1 right outcome vs. Several right outcomes
A Tailored Strategy
The better you know your material…
NextGenWomen
• Role-play with increasingly tough counterpart
• Identify your emotional temperature
• Psych yourself up
• Visualize success
• Be ready for the counter-argument
Emotions are Part of Prep!
NextGenWomen
Hot Button
Issues≠Issue to be
Solved
NextGenWomen
Prepare Informationally…
• The better you know your material…
• Your preparation will help you
• Move your counterpart from seeing one point of view to
"the whole lay of the land”
• Think of their GPS
• What will their counter-argument be?Source: Thomas Crumm
Statistics
Benchmarking
data
Industry
Intelligence
• Move your counterpart from seeing
one point of view to the whole picture
• Think of their GPS• Goals
• Passions
• Struggles
NextGenWomen
Opening
• Start with small talk
• Be the first to speak
• Declare your optimism
• Control the pace, order
Your turf
Eat together
Sit side by side
Mirror their style
Preferred
Logistics
NextGenWomen
Navigating the Conversation
• Generous listening
• Search for the issue behind the issue
• Use “I” language
• “Let me think about it”
NextGenWomen
Power
of the
Pregnant
Pause
NextGenWomen
Non Verbal Communication
• Be aware of your physicality • Smiling
• Open torso
• Broken eye contact
• Nodding
• Planted feet
• Research shows…
NextGenWomen
The Case for Giving Reasons…
NextGenWomen
The Magical Open-Ended Question
• Can you explain how you arrived at that solution?
• How are decisions like these determined?
• Are you willing to negotiate that point?
• What is keeping us from coming to an agreement?
• How could I help you feel more comfortable with this…?
• What is most important to you? Can you explain why?
• How can we move forward?
• How can we make this work for both of us?
• Is that the best you can do?
NextGenWomen
Managing Pushback
• Take a break or delay if needed
• Call on your options and packages
• Look for the “Dual Agenda”
• Project into the future
• Insist on objective criteria
NextGenWomen
When do the majority of deals get
done in negotiations?
a) First part of conversation
b) Middle part of conversation
c) End of conversation
Final 20%!
NextGenWomen
Closing
• Confirm each point of agreement at the end
• Frame that YOU will put it in writing
– Protect against second thoughts
– Guard against employee severing ties with the co.
REMEMBER:
If you dislike the terms now,
you‟ll hate them later!
NextGenWomen
Afterwards
• Be a person of your word
• Don‟t triangulate
• Think in terms of possibilities and solutions;
change as an opportunity
NextGenWomen
Process
1.
Prepare
2.
Bargain
3.
Close/ Follow Up
NextGenWomen
Success Factors
• Intimacy with your goal & needs
• Insight into your counterpart‟s goals, needs &
interests
• A tailored, situation-based strategy
• Positive, solution-oriented mindset
NextGenWomen
Structuring the ASK
1. “I‟d like to discuss my future with you.”
2. “This is how I see my work currently.”
3. “This is how I‟m contributing.”
4. “Here is some supporting research regarding ….”
5. “Considering what I‟ve laid out for you, I am requesting…”
6. “I appreciate your time and consideration.”
NextGenWomen
Consider what’s at
stake…
NextGenWomen
What Women Leaders at these Companies
Have in Common…
NextGenWomen
No =
NOT YET
NextGenWomen
What will YOU negotiate for
after today?
Selena Rezvani,
NextGenWomen, LLC
Negotiating
Your Way to the Top
NextGenWomen