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Negotiations for Women Presentation 21 IRREFUTABLE PRINCIPLES OF NEGOTIATION By Carla Fair-Wright, PMP, CSQE, MCP Optimal ...
Introduction <ul><li>Carla Fair-Wright,  </li></ul><ul><li>As an ASQ Certified Software Quality Engineer, Carla is the Own...
Overview <ul><li>In the ground breaking book, “Women Don’t Ask”, Linda Babcock and Sara Laschever explain how women have b...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #1  - Career </li></ul><ul><li>Create situations that  Benefit...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #2  </li></ul><ul><li>The key is  Bargaining  power. </li></ul...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #3  </li></ul><ul><li>Your bargaining power reflects the compa...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #4  </li></ul><ul><li>The earlier you enter the process, the m...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #5  </li></ul><ul><li>Successfully completing a short-term  Pr...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #6  </li></ul><ul><li>A salary negotiation strategy is being b...
Factors that Influence Salary Levels WAGE MIX Conditions of Labor Market Area Wage Rates Cost of Living Collective Bargain...
ULTIMATUM GAME INSTRUCTIONS <ul><li>How the Game Is Played </li></ul><ul><li>Two players will decide how to divide $10. Pl...
ULTIMATUM GAME INSTRUCTIONS <ul><li>If Player 2 is willing to  accept  the amount offered by Player 1, the money will be s...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #7  </li></ul><ul><li>Establish your priorities. </li></ul><ul...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #8  </li></ul><ul><li>Be aware of what the employer can offer ...
Factors that Influence Salary Levels WAGE MIX Conditions of Labor Market Area Wage Rates Cost of Living Collective Bargain...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #9  </li></ul><ul><li>Develop a  Winners  mentality. </li></ul>
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #10, 11, 12, 13  </li></ul><ul><li>Do not discuss your salary ...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #14  </li></ul><ul><li>Study  the rules  of negotiations </li>...
21 Irrefutable Principles Of Negotiation
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #15  P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Pictur...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #15  P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Pictur...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #15  P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Pictur...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #15  P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Pictur...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #15  P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Pictur...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #15  P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Pictur...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #15  P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Pictur...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #15  P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Pictur...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #16  </li></ul><ul><li>Silence can be golden. </li></ul><ul><l...
21 Irrefutable Principles Of Negotiation  <ul><li>The Game is: </li></ul>
Shark Tank – Business Owners <ul><li>You own ABC Plastics, a company that makes  plastic widgets from recycled containers....
Shark Tank - Venture Capital  Investors <ul><li>The plastics market is about to explode!! </li></ul><ul><li>ABC Plastics c...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #17  </li></ul><ul><li>The offer is too low? Increase your val...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #18, 19  </li></ul><ul><li>18. Knowing When to  </li></ul><ul>...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #20  </li></ul><ul><li>Don't make  assumptions  when working t...
21 Irrefutable Principles Of Negotiation  <ul><li>Principle #21  </li></ul><ul><li>Never be the  first  to name a salary. ...
Conclusion <ul><li>Negotiation is win-win </li></ul><ul><li>Always negotiate with the decision maker </li></ul><ul><li>Dev...
Questions & Answers
Resources <ul><li>Babcock, Linda and Sara Laschever.  Women Don’t Ask:  Negotiation and the Gender Divide.  Princeton, NJ:...
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Salary Negoiations For Women Presentation

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Salary Negoiations For Women Presentation

  1. 1. Negotiations for Women Presentation 21 IRREFUTABLE PRINCIPLES OF NEGOTIATION By Carla Fair-Wright, PMP, CSQE, MCP Optimal Consulting LLC
  2. 2. Introduction <ul><li>Carla Fair-Wright, </li></ul><ul><li>As an ASQ Certified Software Quality Engineer, Carla is the Owner of Optimal Consulting, a software development firm based in Houston. Carla, an award-winning writer, is the chapter author of two books and a former featured writer for Microsoft endorsed CODE Magazine. </li></ul><ul><li>Carla is the President of Society of Women Engineers (Houston) and was recently appointed by Major White to the Building and Standards Commission Panel. She is currently producing an educational film to encourage more young women into the Science, Technology, Engineering, and Math (STEM) career path. </li></ul>
  3. 3. Overview <ul><li>In the ground breaking book, “Women Don’t Ask”, Linda Babcock and Sara Laschever explain how women have been conditioned in our society to view negotiation as something to be avoided. As women, we need to reframe our concept of negotiation. </li></ul><ul><li>Negotiation is not about winning and losing. It is about collaboration . </li></ul>
  4. 4. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #1 - Career </li></ul><ul><li>Create situations that Benefit you and the company. </li></ul>
  5. 5. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #2 </li></ul><ul><li>The key is Bargaining power. </li></ul><ul><li>Leverage – What is it? </li></ul>
  6. 6. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #3 </li></ul><ul><li>Your bargaining power reflects the company’s Experiences with you. </li></ul><ul><li>Essentials for succeeding on the job </li></ul>
  7. 7. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #4 </li></ul><ul><li>The earlier you enter the process, the more Influence you have. </li></ul>
  8. 8. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #5 </li></ul><ul><li>Successfully completing a short-term Project can dramatically improve bargaining power. </li></ul>
  9. 9. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #6 </li></ul><ul><li>A salary negotiation strategy is being built on four Cornerstones . </li></ul><ul><li>Cornerstone #1 Self-Knowledge and Effective Presentation </li></ul><ul><li>Cornerstone #2 How the Employer Values the Job. </li></ul><ul><li>Cornerstone #3 How the Employer Values You in the job skills, culture, and motivation. </li></ul><ul><li>Cornerstone #4 Know the Market. </li></ul>
  10. 10. Factors that Influence Salary Levels WAGE MIX Conditions of Labor Market Area Wage Rates Cost of Living Collective Bargaining Legal Requirements Compensation Policy of Organization Worth of Job Employee’s Relative Worth Employer’s Ability to Pay
  11. 11. ULTIMATUM GAME INSTRUCTIONS <ul><li>How the Game Is Played </li></ul><ul><li>Two players will decide how to divide $10. Player 1 proposes a division of the $10. At the same time, Player 2 decides the minimum amount he or she </li></ul><ul><li>will accept. </li></ul><ul><li>The players make their decisions separately , without knowing what the other is doing. </li></ul>
  12. 12. ULTIMATUM GAME INSTRUCTIONS <ul><li>If Player 2 is willing to accept the amount offered by Player 1, the money will be split according to Player 1’s proposal. </li></ul><ul><li>If Player 2 is not willing to accept the amount offered by Player 1, both players will get nothing. </li></ul>
  13. 13. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #7 </li></ul><ul><li>Establish your priorities. </li></ul><ul><li>How will the individual objectives and priorities affect negotiations? </li></ul>
  14. 14. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #8 </li></ul><ul><li>Be aware of what the employer can offer when negotiating salary. </li></ul>
  15. 15. Factors that Influence Salary Levels WAGE MIX Conditions of Labor Market Area Wage Rates Cost of Living Collective Bargaining Legal Requirements Compensation Policy of Organization Worth of Job Employee’s Relative Worth Employer’s Ability to Pay
  16. 16. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #9 </li></ul><ul><li>Develop a Winners mentality. </li></ul>
  17. 17. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #10, 11, 12, 13 </li></ul><ul><li>Do not discuss your salary history. </li></ul><ul><li>Always negotiate with the decision maker. </li></ul><ul><li>Assess your power position realistically. </li></ul><ul><li>Understand that negotiating is expected . </li></ul>
  18. 18. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #14 </li></ul><ul><li>Study the rules of negotiations </li></ul>
  19. 19. 21 Irrefutable Principles Of Negotiation
  20. 20. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #15 P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Picture what you want to do. </li></ul><ul><li>Rehearse Sequentially </li></ul><ul><li>Anticipate your worse-case scenario </li></ul><ul><li>Compartmentalize other concerns </li></ul><ul><li>Transition </li></ul><ul><li>Imagine what you will </li></ul><ul><li>Catch and correct errors </li></ul><ul><li>Enjoy </li></ul>
  21. 21. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #15 P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Picture what you want to do. </li></ul><ul><li>Rehearse Sequentially </li></ul><ul><li>Anticipate your worse-case scenario </li></ul><ul><li>Compartmentalize other concerns </li></ul><ul><li>Transition </li></ul><ul><li>Imagine what you will </li></ul><ul><li>Catch and correct errors </li></ul><ul><li>Enjoy </li></ul>
  22. 22. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #15 P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Picture what you want to do. </li></ul><ul><li>Rehearse Sequentially </li></ul><ul><li>Anticipate your worse-case scenario </li></ul><ul><li>Compartmentalize other concerns </li></ul><ul><li>Transition </li></ul><ul><li>Imagine what you will </li></ul><ul><li>Catch and correct errors </li></ul><ul><li>Enjoy </li></ul>
  23. 23. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #15 P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Picture what you want to do. </li></ul><ul><li>Rehearse Sequentially </li></ul><ul><li>Anticipate your worse-case scenario </li></ul><ul><li>Compartmentalize other concerns </li></ul><ul><li>Transition </li></ul><ul><li>Imagine what you will </li></ul><ul><li>Catch and correct errors </li></ul><ul><li>Enjoy </li></ul>
  24. 24. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #15 P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Picture what you want to do. </li></ul><ul><li>Rehearse Sequentially </li></ul><ul><li>Anticipate your worse-case scenario </li></ul><ul><li>Compartmentalize other concerns </li></ul><ul><li>Transition </li></ul><ul><li>Imagine what you will </li></ul><ul><li>Catch and correct errors </li></ul><ul><li>Enjoy </li></ul>
  25. 25. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #15 P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Picture what you want to do. </li></ul><ul><li>Rehearse Sequentially </li></ul><ul><li>Anticipate your worse-case scenario </li></ul><ul><li>Compartmentalize other concerns </li></ul><ul><li>Transition </li></ul><ul><li>Imagine what you will </li></ul><ul><li>Catch and correct errors </li></ul><ul><li>Enjoy </li></ul>
  26. 26. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #15 P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Picture what you want to do. </li></ul><ul><li>Rehearse Sequentially </li></ul><ul><li>Anticipate your worse-case scenario </li></ul><ul><li>Compartmentalize other concerns </li></ul><ul><li>Transition </li></ul><ul><li>Imagine what you will </li></ul><ul><li>Catch and correct errors </li></ul><ul><li>Enjoy </li></ul>
  27. 27. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #15 P.R.A.C.T.I.C.E. your responses. </li></ul><ul><li>Picture what you want to do. </li></ul><ul><li>Rehearse Sequentially </li></ul><ul><li>Anticipate your worse-case scenario </li></ul><ul><li>Compartmentalize other concerns </li></ul><ul><li>Transition </li></ul><ul><li>Imagine what you will </li></ul><ul><li>Catch and correct errors </li></ul><ul><li>Enjoy </li></ul>
  28. 28. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #16 </li></ul><ul><li>Silence can be golden. </li></ul><ul><li>Knowing when to be quiet. It is an Art. </li></ul>
  29. 29. 21 Irrefutable Principles Of Negotiation <ul><li>The Game is: </li></ul>
  30. 30. Shark Tank – Business Owners <ul><li>You own ABC Plastics, a company that makes plastic widgets from recycled containers. </li></ul><ul><li>You have orders for $35,000 you can not fill. </li></ul><ul><li>You need $10,000 to expand your factory to meet the demand. </li></ul><ul><li>Your company worth $100,000 </li></ul>
  31. 31. Shark Tank - Venture Capital Investors <ul><li>The plastics market is about to explode!! </li></ul><ul><li>ABC Plastics could be worth 2 Million. </li></ul>
  32. 32. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #17 </li></ul><ul><li>The offer is too low? Increase your value. </li></ul><ul><li>Be a problem solver </li></ul><ul><li>Be a team player </li></ul><ul><li>Be proactive </li></ul>
  33. 33. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #18, 19 </li></ul><ul><li>18. Knowing When to </li></ul><ul><li>Say Yes. </li></ul><ul><li>19. Knowing When to </li></ul><ul><li>Say No. </li></ul>
  34. 34. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #20 </li></ul><ul><li>Don't make assumptions when working through 3 rd Parties. </li></ul>
  35. 35. 21 Irrefutable Principles Of Negotiation <ul><li>Principle #21 </li></ul><ul><li>Never be the first to name a salary. </li></ul>
  36. 36. Conclusion <ul><li>Negotiation is win-win </li></ul><ul><li>Always negotiate with the decision maker </li></ul><ul><li>Develop a winners mentality </li></ul><ul><li>Focus inward first </li></ul>
  37. 37. Questions & Answers
  38. 38. Resources <ul><li>Babcock, Linda and Sara Laschever. Women Don’t Ask: Negotiation and the Gender Divide. Princeton, NJ: Princeton UP, 2003 </li></ul><ul><li>Catapult Program - www.wgfswpa.org/section_activities/catapult.htm </li></ul><ul><li>Ayres, I., & Siegelman, P. (1995). Race and gender discrimination in bargaining for a new car. American Economic Review, 85, 304–321. </li></ul><ul><li>Gerhart, B., & Rynes, S. (1991). Determinants and consequences of salary negotiations by male and female MBA graduates. Journal of Applied Psychology, 76, 256–262. </li></ul>

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