How Women Can Negotiate    More Effectively        Caitlin Henke, M.A.   Career Development Facilitator        Crhenke@unm...
Research Says…• Men 4 x more likely to initiate negotiations• There is a high cost for not negotiating• The salary gap at ...
I’d rather go to the Dentist• Women are received better when they are  perceived to be: social, friendly, non-  confrontat...
We need to expand our      definition of negotiation• Too often we think of negotiating only in  terms of formal rituals l...
Why is this such a             challenge?•   Social cost of asking•   Dont feel the same sense of entitlement•   More like...
Creating a Bridge• All negotiators are interested in 2 things   the substance of what is being negotiated   the ongoing ...
Goal• Can be difficult because it feels greedy or  selfish   Negotiating on behalf of others- feels more    legitimate an...
Strength• Women’s strengths in negotiating are:  cooperative orientation, sharing  information, listening, and creativity•...
Steps to Effective Advocacy•   Take Stock of your value•   Make your value visible•   Anticipate Challenges•   Appreciate ...
Role Playing• Increase the chances of controlling the  outcome of negotiation• Imagine the harshest, most critical thing  ...
Negotiation is a Collective            Process• Negotiating skills are critical for everyone  today.• Apply to everyone wh...
Initial Salary Negotiations• Before the offer(knowing what the Negotiable Conditions are as well as your   bottom line)• W...
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 ...
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 ...
Asking for More TimeInterviewer:• “I need an answer in 2 days.”Possible response:• “Is there any flexibility in that timin...
Asking for More TimePossible response:• “I’m expecting a few other offers to come  through in the next week. I am very  in...
We are Here to Help     • Contact us 277-2531• Walk ins everyday or schedule an            appointment• www.career.unm.edu
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Women in Salary Negotiation

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Getting a job can be great, but negotiating an excellent salary would be even better. Don’t get short-changed during salary negotiations. Learn key strategies to controlling salary negotiations and asking the right questions. This is a presentation developed through the Graduate Resource Center at the University of New Mexico.

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  • Broadening your view opens up possibilities and allows you to be more strategic about asking in both your professional and personal life.
  • Women in Salary Negotiation

    1. 1. How Women Can Negotiate More Effectively Caitlin Henke, M.A. Career Development Facilitator Crhenke@unm.edu
    2. 2. 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.
    3. 3. 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
    4. 4. 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
    5. 5. 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
    6. 6. 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
    7. 7. 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
    8. 8. 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
    9. 9. 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
    10. 10. 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?
    11. 11. 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
    12. 12. 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)
    13. 13. How Would You Respond?Interviewer:• “ So Susan, what kind of money are you looking for?”
    14. 14. 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.
    15. 15. How Would You Respond?Interviewer:• “ How much were you making in your last job?”
    16. 16. 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.
    17. 17. 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.”
    18. 18. 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?”
    19. 19. We are Here to Help • Contact us 277-2531• Walk ins everyday or schedule an appointment• www.career.unm.edu

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