• The Performer: Mick Jagger --"This is a classic expression offeeling powerful in themoment-it causes you tophysically expand."• The CEO: Oprah Winfrey--"Thebody language naturallyprojects dominance. Itsunusual to see a woman in thisposition."• The Classic: Wonder Woman--"Shes really opening up. Thefeet spread, the hands on thehips. Shes taking up space."• The Loomer: Lyndon Johnson--"Johnson was 64", and heused his stature verythoughtfully-to both intimidateand seduce."
Stand Up!• Self-soothing• Powerposes• Cursing• Crying
POWER• What are your superpowers• What is your authority• What resources can youdeploy• What punishments canyou employ• How willing are you touse your power• Is it power-over or power-to and power-with• Where is the power inyour firm• How can you accretesome of that power toyourself?
• Connection explains men’s, but notwomen’s, probability of beingvoted “star” analysts• For women, educationachievements and accurateforecasts explain “star” award• Men reap higher returns fromconnections than women• Investors are more willing to relyon soft information such asconnections to evaluate men thanwomen.
Social Capital•Do youhave it?•Can youuse it?Women analystshave as much asmenRecommendations on aconnected firm haveimmediate impact that isabout 25% bigger for buy andsell recommendationsWhile social capital is converted intobusiness savvy/knowledge for men, thesame is not true for womenWomen’s career advancement is moredependent on measureablecompetence, men’s on social capital
Think horizontallyThese women are not competing among themselves
We will circle thedrain of the wage gapas long as it exists forany woman.ANCHORFIRST ANDHIGH
• Use the strategic “no”• Network• Know what power youhave• Translate power intoauthority• Use authority toadvance your careergoals• Sponsor Women• Refer to WomenPower unused ispower useless.Gloria Feldt, Former NationalPresident & CEO of PlannedParenthood
EXERCISE• Ask your negotiation partner for something youwant and haven’t been able to get• Tell her who she is; why she keeps saying “no” (orwhy you haven’t asked)• Start the conversation by offering her somethingyou know or believe she wants• You asked that I leave something with yourwomen that they could use after I was gone. I’dlike to make my book available to them at adiscount instead of may I sell my book to yourwomen?