Women Can Negotiate
Get more of what you want

Global Tech Women VOICES
08-March-2014

Jacqueline Janssen
Janssen and Asso...
Women Can Negotiate
Happy International Women’s Day
Since

1909

Copyright 2014 Jacqueline Janssen, Janssen and Associates...
Women Can Negotiate
Women Can (are able to) negotiate
Women Can (have the right to) negotiate

Copyright 2014 Jacqueline J...
Women Can Negotiate
We are here today to
wake up our negotiating voice and
make it stronger.
Copyright 2014 Jacqueline Jan...
Women Can Negotiate
What do you want?
What would you like to negotiate?

Copyright 2014 Jacqueline Janssen, Janssen and As...
Women Can Negotiate
Think about a time when you got what
you asked for

What was in it for the person who gave it?
Copyri...
Women Can Negotiate
Today:

•
•
•

Steps in Negotiating
How to Practice and Succeed
Setting your goals

Copyright 2014 Jac...
Women Can Negotiate
How has the negotiation of women in history
affected you?

Copyright 2014 Jacqueline Janssen, Janssen ...
Women Can Negotiate

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Why don’t we negotiate

•
•
•
•

Don’t want to ask for it
Pattern of not asking

Lack of Confidence
La...
Women Can Negotiate
What does it cost us?

• Surveys indicate a .77 - .82 lower salary for women in the
same work as men.
...
Women Can Negotiate
What does it cost us?
At its current pace,
it will take until

2085
for women to reach parity with men...
Women Can Negotiate
The Good news:
Today’s Woman

• 46.9 percent of the labor population
• Earn 81.2 percent of what men e...
Women Can Negotiate
verb: negotiate

1. reach an agreement or compromise by discussion with other.
2. find a way over or t...
Women Can Negotiate

Styles of negotiating:
•Individualistic – winner takes all
•Collaborative – everyone benefits
Copyrig...
Women Can Negotiate
All negotiations are similar

Initial positions
Proposal
Counter proposals
Concessions

Coming to...
Women Can Negotiate

Do women ask?

• 7% of women and 57% of men negotiate
compensation

Copyright 2014 Jacqueline Janssen...
Women Can Negotiate
What does it cost us?

• $100,000 salary – if negotiated to $107,000.
• $7,000 is compounded on work l...
Women Can Negotiate
More than money:

• Employer’s respect
• Accumulation of disadvantage

Copyright 2014 Jacqueline Janss...
Women Can Negotiate
Woman Power!
• Surprise
• Intuition
• Right
• Relational
• Expertise

Copyright 2014 Jacqueline Jansse...
Women Can Negotiate
Four negotiating steps

Preparation
Presentation
Ask
Accept
Copyright 2014 Jacqueline Janssen, Jan...
Women Can Negotiate
Preparation
What is missing, and why? Name it !
Most crucial step: making the decision to negotiate
...
Women Can Negotiate
Presentation

Timing
Listening Skills
Body Language
Copyright 2014 Jacqueline Janssen, Janssen and ...
Women Can Negotiate
Ask

Set your ask higher!
Create multiple ask options
Own your power and status
Give and get somet...
Women Can Negotiate
The Power of No
Exercising your boundaries
and
managing your relationship

Copyright 2014 Jacqueline J...
Women Can Negotiate
Accept

... Not the first offer!
Confirm what the other is getting
Equanimity (Do not do the “victo...
Women Can Negotiate
Practice
Start with some easy asks that you know will get a “yes”
Take the steps:

Preparation
Prese...
Women Can Negotiate
“Power can be taken, but not given.
The process of the taking is empowerment in itself.”
-Gloria Stein...
Women Can Negotiate
Have we woken
up our negotiating voice
and
is it stronger?
Copyright 2014 Jacqueline Janssen, Janssen ...
Women Can Negotiate
”Let’s do it. Let’s get the job done. I am willing to negotiate.”

Main Republican Susan Collins & Mar...
Women Can Negotiate
Today:

•
•
•

Steps in Negotiating
How to Practice and Succeed
Setting your goals

Copyright 2014 Jac...
Women Can Negotiate
Negotiation Is:
A life skill
Learning journey
Self Care

Copyright 2014 Jacqueline Janssen, Janssen an...
Women Can Negotiate
Happy International Women’s day
Since

1909

Copyright 2014 Jacqueline Janssen, Janssen and Associates...
Women Can Negotiate
THANK YOU

Jacqueline Janssen
Jacqueline@womencannegotiate.com
http://womencannegotiate.com

(415) 999...
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Women Can Negotiate

  1. 1. Women Can Negotiate Get more of what you want Global Tech Women VOICES 08-March-2014 Jacqueline Janssen Janssen and Associates Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  2. 2. Women Can Negotiate Happy International Women’s Day Since 1909 Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  3. 3. Women Can Negotiate Women Can (are able to) negotiate Women Can (have the right to) negotiate Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  4. 4. Women Can Negotiate We are here today to wake up our negotiating voice and make it stronger. Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  5. 5. Women Can Negotiate What do you want? What would you like to negotiate? Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  6. 6. Women Can Negotiate Think about a time when you got what you asked for What was in it for the person who gave it? Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  7. 7. Women Can Negotiate Today: • • • Steps in Negotiating How to Practice and Succeed Setting your goals Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  8. 8. Women Can Negotiate How has the negotiation of women in history affected you? Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  9. 9. Women Can Negotiate Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  10. 10. Women Can Negotiate Why don’t we negotiate • • • • Don’t want to ask for it Pattern of not asking Lack of Confidence Lack of negotiating tools and skills Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  11. 11. Women Can Negotiate What does it cost us? • Surveys indicate a .77 - .82 lower salary for women in the same work as men. • 18 Fortune 500 CEOs (3.6 percent) are female. • 20% of the congress are women • 26% of college presidents are women Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  12. 12. Women Can Negotiate What does it cost us? At its current pace, it will take until 2085 for women to reach parity with men Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  13. 13. Women Can Negotiate The Good news: Today’s Woman • 46.9 percent of the labor population • Earn 81.2 percent of what men earn from 62 percent in 1979. • Earn 25% more college degrees than men • 30+% of physicians up from 8% in 1970 • 20.1 million women have bachelor's degrees, compared to nearly 18.7 million men — a gap of more than 1.4 million Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  14. 14. Women Can Negotiate verb: negotiate 1. reach an agreement or compromise by discussion with other. 2. find a way over or through (an obstacle or difficult path). When done well the resulting agreement will produce a productive course of action Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  15. 15. Women Can Negotiate Styles of negotiating: •Individualistic – winner takes all •Collaborative – everyone benefits Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  16. 16. Women Can Negotiate All negotiations are similar Initial positions Proposal Counter proposals Concessions Coming to an agreement Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  17. 17. Women Can Negotiate Do women ask? • 7% of women and 57% of men negotiate compensation Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  18. 18. Women Can Negotiate What does it cost us? • $100,000 salary – if negotiated to $107,000. • $7,000 is compounded on work life of 35 years = $100,000. Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  19. 19. Women Can Negotiate More than money: • Employer’s respect • Accumulation of disadvantage Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  20. 20. Women Can Negotiate Woman Power! • Surprise • Intuition • Right • Relational • Expertise Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  21. 21. Women Can Negotiate Four negotiating steps Preparation Presentation Ask Accept Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  22. 22. Women Can Negotiate Preparation What is missing, and why? Name it ! Most crucial step: making the decision to negotiate What is the story? What do you want? What’s in it for your counterpart? Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  23. 23. Women Can Negotiate Presentation Timing Listening Skills Body Language Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  24. 24. Women Can Negotiate Ask Set your ask higher! Create multiple ask options Own your power and status Give and get something Exercise the power of No Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  25. 25. Women Can Negotiate The Power of No Exercising your boundaries and managing your relationship Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  26. 26. Women Can Negotiate Accept ... Not the first offer! Confirm what the other is getting Equanimity (Do not do the “victory dance”) Appreciation Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  27. 27. Women Can Negotiate Practice Start with some easy asks that you know will get a “yes” Take the steps: Preparation Presentation Ask Acceptance Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  28. 28. Women Can Negotiate “Power can be taken, but not given. The process of the taking is empowerment in itself.” -Gloria Steinem Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  29. 29. Women Can Negotiate Have we woken up our negotiating voice and is it stronger? Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  30. 30. Women Can Negotiate ”Let’s do it. Let’s get the job done. I am willing to negotiate.” Main Republican Susan Collins & Maryland Senator Barbara Murkowski Ayotte, Democrat Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  31. 31. Women Can Negotiate Today: • • • Steps in Negotiating How to Practice and Succeed Setting your goals Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  32. 32. Women Can Negotiate Negotiation Is: A life skill Learning journey Self Care Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  33. 33. Women Can Negotiate Happy International Women’s day Since 1909 Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
  34. 34. Women Can Negotiate THANK YOU Jacqueline Janssen Jacqueline@womencannegotiate.com http://womencannegotiate.com (415) 999-1111 Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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