Broadening your view opens up possibilities and allows you to be more strategic about asking in both your professional and personal life.
Women negotiations 2.16.12
How Women Can Negotiate More Effectively Caitlin Henke, M.A. Career Development Facilitator Crhenke@unm.edu
Research Says…• Men 4 x more likely to initiate negotiations• There is a high cost for not negotiating• The salary gap at age 30 is $11,000 because of negotiation not occurring• Women often feel that if they are not offered something then they are not qualified to get it.
I’d rather go to the Dentist• Women are received better when they are perceived to be: social, friendly, non- confrontational and considerate• Believe negotiation goes against these principles• Interestingly, women negotiate well for others but not for themselves
We need to expand our definition of negotiation• Too often we think of negotiating only in terms of formal rituals like negotiating a salary or a asking for a promotion• Broadening your view opens up possibilities
Why is this such a challenge?• Social cost of asking• Dont feel the same sense of entitlement• More likely to cooperate• Socialization- learn not to self promote• Occupation segregation• Access to information
Creating a Bridge• All negotiators are interested in 2 things the substance of what is being negotiated the ongoing relationship with the other party Women are frequently reluctant to negotiate because they dont want to damage a relationship
Goal• Can be difficult because it feels greedy or selfish Negotiating on behalf of others- feels more legitimate and easier to initiate The goal is to connect whats good for you to whats good for the organization
Strength• Women’s strengths in negotiating are: cooperative orientation, sharing information, listening, and creativity• Who is at the table can be just as important to the eventual outcome as what is on the table
Steps to Effective Advocacy• Take Stock of your value• Make your value visible• Anticipate Challenges• Appreciate the other’s situation• Make it easy for the other side to say yes
Role Playing• Increase the chances of controlling the outcome of negotiation• Imagine the harshest, most critical thing someone might say to you and rehearse your responses• Pay attention to how you ask. Show off Competence. Do not be threatening.• How persuasive is your argument?
Negotiation is a Collective Process• Negotiating skills are critical for everyone today.• Apply to everyone who negotiates—which is all of us all the time.• The more skillful we become as advocates in a collaborative process, the more we can expand our opportunities.• Establish credibility
Initial Salary Negotiations• Before the offer(knowing what the Negotiable Conditions are as well as your bottom line)• When you get offer(ask for more time)• Entering in(know your personal style, what is on the table, who is at the table)
How Would You Respond?Interviewer:• “ So Susan, what kind of money are you looking for?”
How Would You Respond?Bad response:• “I think $50,000 is a good starting salary for me.”Better response:• “Since this is my first professional position, could you tell me what salary range has been approved for this job?” Remember: the first person to state a number loses.
How Would You Respond?Interviewer:• “ How much were you making in your last job?”
How Would You Respond?Bad response:• “I was making $50,000”Better response:• “My salary was within the average range for someone with my qualifications in this industry and location.”Avoid stating a figure. You may price your self out of the job or get a salary lower than your worth.
Asking for More TimeInterviewer:• “I need an answer in 2 days.”Possible response:• “Is there any flexibility in that timing? I need to check on a few things before I make my decision. I can get back to you in 5 days.”
Asking for More TimePossible response:• “I’m expecting a few other offers to come through in the next week. I am very interested in this position but I want to make my decision knowing all of my options. Would it be possible to get back to you next week?”
We are Here to Help • Contact us 277-2531• Walk ins everyday or schedule an appointment• www.career.unm.edu