The document details the author's background, education, and career experiences in various cities and industries, emphasizing the importance of negotiation, particularly for women in the workforce. It highlights challenges faced by women, disparities in salary, and provides strategies for successful negotiation. Key points include the necessity of preparation, research, and practice to effectively negotiate salaries and job offers.

3. ABOUT ME
PLACES I’VE CALLED HOME
• NATIVE OF SEATTLE, WA
• BATON ROUGE, SAN ANTONIO, ATLANTA, DETROIT AND HOUSTON
• EDUCATION
• GARFIELD HIGH SCHOOL – SEATTLE, WA
• SOUTHERN UNIVERSITY AND LSU – BATON ROUGE, LA
• UNIVERSITY OF GEORGIA – ATHENS/ATLANTA, GA
www.SonjaTraxler.com 3

4. USAA – SAN ANTONIO: RESEARCH MANAGER
UPS– ATLANTA, GA: COMPETITIVE RESEARCH & ANALYSIS
COMCAST – ATLANTA, GA: MARKETING RESEARCH & ANALYSIS
KANTAR MEDIA/TNS – SE REGION: ADVERTISING RESEARCH/CORPORATE TRAINER
FORD – DETROIT, MI: FINANCIAL ANALYSIS
SYSCO – HOUSTON, TX: FINANCE ANALYSIS
CAREER
www.SonjaTraxler.com 4

5. PUBLISHING
www.SonjaTraxler.com 5

7. WHAT IS NEGOTIATING?
www.SonjaTraxler.com 7

8. WHAT IS
NEGOTIATING?
KEY WORDS:
1.DISCUSSION
2. AGREEMENT
www.SonjaTraxler.com 8

9. WHY NEGOTIATE?
www.SonjaTraxler.com 9

10. WHY NEGOTIATE?
• GET A FAIR EXCHANGE
• WHAT IS FAIR OR TYPICAL FOR JOB OR TASK AT HAND?
• WHAT ARE YOU WORTH?
• IN MOST CASES, THEY EXPECT YOU TO!
www.SonjaTraxler.com 10

11. WHAT’S AT RISK…
BY NEGOTIATING?
BY NOT NEGOTIATING?
www.SonjaTraxler.com 11

12. WHAT IS AT RISK WHEN YOU NEGOTIATE?
• MAY NOT GET WHAT YOU WANT
• RUB SOMEONE THE WRONG WAY
• RETALIATION
www.SonjaTraxler.com 12

13. WHAT IS AT RISK WHEN CHOOSING NOT TO
NEGOTIATE?
•BUYER’S REMORSE!!!
SOMETIMES IMMEDIATELY; OTHER TIMES,
AFTER STARTING A JOB
• LEARN OF COWORKERS’ LACK OF QUALIFICATIONS
• LIKE THE NEW JOB LESS THAN THE OLD ONE
• LEARN YOU LEFT MONEY ON THE TABLE
www.SonjaTraxler.com 13

16. WOMEN AND NEGOTIATING
• NOT SEEING SITUATIONS AS OPPORTUNITIES TO NEGOTIATE
• LACK THE CONFIDENCE TO NEGOTIATE
• EVALUATE THEMSELVES MORE CRITICALLY THAN MEN DO
• NOT BEING WILLING TO SAY “NO”
www.SonjaTraxler.com 16

17. WOMEN AND NEGOTIATING
OFTEN SEEN AS…
• UNGRATEFUL/ENTITLED
• DIFFICULT/ANGRY
• GREEDY/MONEY-HUNGRY
• IMPATIENT
www.SonjaTraxler.com 17

18. ADVICE FROM MISINFORMED PERSONS
The Guardian, “Microsoft CEO Satya Nadella: women, don't ask for a raise” - https://www.theguardian.com
www.SonjaTraxler.com 18

19. ADVICE FROM MISINFORMED PERSONS
The Guardian, “Microsoft CEO Satya Nadella: women, don't ask for a raise” - https://www.theguardian.com
Maria Klawe - president of
Harvey Mudd College and
Microsoft
www.SonjaTraxler.com 19
She disagreed, suggesting “women do their
homework on salary information and then practice
how to ask with people they trust.”

20. THE TRUTH ABOUT WOMEN
•MORE LIKELY TO HAVE A COLLEGE DEGREE
•OFTEN JUDGED ON DIFFERENT SCALE
•NOT TAKEN AS SERIOUSLY
•DIFFERENCES IN RELATABILITY
National Center for Education Statistics - https://nces.ed.gov/fastfacts/display.asp?id=72
American Psychological Association - http://psycnet.apa.org/psycinfo/2015-39675-001/
www.SonjaTraxler.com 20

21. LILLY LEDBETTER FAIR PAY ACT
• SIGNED INTO LAW IN 2009
• 1ST PIECE OF LEGISLATION IN HIS ADMINISTRATION SIGNED
BY PRESIDENT OBAMA
• RECOGNIZED THE REALITY OF WAGE DISCRIMINATION
• OVERTURNED ORIGINAL SUPREME COURT’ DECISION IN 2007
• AMENDED THE CIVIL RIGHTS ACT OF 1964
• RETROACTIVE PAY
www.SonjaTraxler.com 21

22. HOW DOES THE U.S. RANK COMPARED TO
OTHER COUNTRIES WITH EQUAL PAY FOR
WOMEN?
www.SonjaTraxler.com 22

23. GENDER GAP
World Economic Forum – Gender Gap Index 2015 - http://reports.weforum.org/global-gender-gap-report-2015/rankings/
www.SonjaTraxler.com 23
Rank Economy Score
1 Iceland 0.881
2 Norway 0.85
3 Finland 0.85
4 Sweden 0.823
5 Ireland 0.807
6 Rwanda 0.794
7 Philippines 0.79
8 Switzerland 0.785
9 Slovenia 0.784
10 New Zealand 0.782
11 Germany 0.779
12 Nicaragua 0.776
13 Netherlands 0.776
14 Denmark 0.767
15 France 0.761
Rank Economy Score
16 Namibia 0.76
17 South Africa 0.759
18 United Kingdom 0.758
19 Belgium 0.753
20 Latvia 0.752
21 Estonia 0.749
22 Bolivia 0.749
23 Burundi 0.748
24 Barbados 0.744
25 Spain 0.742
26 Moldova 0.742
27 Mozambique 0.741
28 United States 0.74
29 Cuba 0.74

24. GENDER GAP
World Economic Forum – Gender Gap Index 2015 - http://reports.weforum.org/global-gender-gap-report-2015/rankings/
• $68K JOB (V. $92K – MALE’S
SALARY)
• RETIREMENT AGE: 62-67 YRS
• LEAVING $23,920 EACH YEAR ON
THE TABLE
$957K - $1.08MM in a
lifetime!!!
www.SonjaTraxler.com 24

26. WHAT SITUATIONS MIGHT YOU FIND
YOURSELF NEEDING TO NEGOTIATING IN?
www.SonjaTraxler.com 26

27. SITUATIONS YOU MIGHT FIND YOURSELF IN
NEED OF NEGOTIATING…
• MAKING A SIZEABLE PURCHASE
• ACQUIRING NEW CUSTOMERS
•DISCUSSING A PROMOTION
•SALARY FOR A NEW JOB!
www.SonjaTraxler.com 27

28. ARSENAL:
THE MUST-HAVES FOR NEGOTIATING
•COMMUNICATION SKILLS
•A DEFINED JOB DESCRIPTION
•THOROUGH SALARY RESEARCH
•PRACTICE NEGOTIATING
www.SonjaTraxler.com 28

29. 1. COMMUNICATION
• ASK QUESTIONS AND LISTEN TO THE RESPONSES IN INTERVIEW(S)
• AT CURRENT COMPANY, PAY ATTENTION TO THE SITUATION & ASK AROUND
• DISSECT COMPANY-WIDE EMPLOYEE SURVEYS
• PAY ATTENTION TO THE FEEDBACK GIVEN AT YOUR ANNUAL REVIEW
• TOWN HALLS/TEAM MEETINGS
www.SonjaTraxler.com 29

30. 2. JOB DESCRIPTION
• EXPERIENCE AND EDUCATION
• DUTIES
• TRAVEL/HOURS
• HOW DO YOU FIT WHAT THEY ARE LOOKING FOR?
• HOW DOES THE POSITION FIT IN WITH YOUR CAREER GOALS?
www.SonjaTraxler.com 30

31. 3. DO YOUR RESEARCH
• REVIEW JOB TITLE/DUTIES (GLASSDOOR.COM, MONSTER.COM, ETC.)
• UTILIZE COST OF LIVING CALCULATORS (IF APPLICABLE)
• REVIEW COMPANY’S POLICIES, BENEFITS, CURRENT NEWS
www.SonjaTraxler.com 31

32. 3. DO YOUR RESEARCH (CONTINUED)
www.SonjaTraxler.com 32
Snapshots taken from www.Salary.com and www.Glassdoor.com

33. 4. PRACTICE
•ROLE PLAY
• SOLO
• WITH A FRIEND
•PRACTICE CAN REMOVE THE NERVOUS JITTERS AND GIVE YOU CONFIDENCE
www.SonjaTraxler.com 33

34. •IF YOU WILL BE SPEAKING IN PERSON OR OVER THE PHONE TO NEGOTIATE – PRACTICE!
•BE CONSCIOUS OF YOUR TONE/EMOTION
•EXERCISE PATIENCE; USE PAUSES & BE COMFORTABLE WITH SILENCE
•RESTATE WHAT YOU UNDERSTAND
•EMPHASIZE YOUR ENTHUSIASM FOR THE OPPORTUNITY WHILE CLEARLY
COMMUNICATING YOUR ASKS
www.SonjaTraxler.com 34
4. PRACTICE (CONTINUED)

36. YOU COUNTER OFFER
•DON’T ACCEPT THE FIRST OFFER
…THEY DON’T EXPECT YOU TO!
•RESPONSE TIME WINDOW GIVEN
• USE IT TO THINK THINGS THROUGH
www.SonjaTraxler.com 36

37. EVALUATING THE OFFER
•EVALUATING A GIVEN OFFER:
• BASE PAY
• BONUS/COMMISSIONS
• HEALTHCARE AND OTHER BENEFITS
• EMPLOYEE DISCOUNTS
• HOURS & VACATION
www.SonjaTraxler.com 37

38. FORMALLY REPLY TO THE OFFER
• DO NOT NEGOTIATE IF OFFER IS NOT OFFICIAL
• CONFIRM TIMETABLE AND RESPOND WITHIN TIME ALLOTTED
• THANK THEM FOR THE OFFER
• RESTATE THEIR OFFER
• WITHOUT EMOTION, COMMUNICATE THAT IT IS LESS THAN EXPECTED
• EMPHASIZE YOUR ENTHUSIASM FOR THE OPPORTUNITY
• CLEARLY COMMUNICATE YOUR EXPECTATIONS FOR ALTERNATIVE OFFER
www.SonjaTraxler.com 38

39. YOUR EMPLOYER COUNTER OFFERS
•YOU GAVE NOTICE AT YOUR CURRENT COMPANY
•YOUR CURRENT COMPANY WANTS TO COUNTER OFFER: WIN-WIN?
• PROMISED PROMOTION & RAISE; KEEP TENUE
•THEY ARE FOCUSED ON WHAT IS BEST FOR THEM
•OFFER EVALUATION; WHAT IS BEST FOR YOU?
www.SonjaTraxler.com 39

40. CONTACT
www.sonjatraxler.com
www.LinkedIn.com/in/SonjaTraxler
www.Facebook.com/authorSonjaTraxler
www.Instagram.com/authorSonjaTraxler