Selena Rezvani,

NextGenWomen, LLC

Negotiating

Your Way to the Top

NextGenWomen

NextGenWomen

When Do We Negotiate?

NextGenWomen

Women initiate

negotiations ___ times

less often than men.4

Source: Babcock, Linda

NextGenWomen

The Facts

• Less confident

• Set lower goals

• Less satisfied with outcomes

• More relational - more accommodating

• Primary vs. Secondary role

• Perception of “Women don‟t ask…”

NextGenWomen

“There‟s an expectation

that the „system‟ will

recognize us.

It‟s not true.It‟s up to us to negotiate

and respectfully disagree if

we‟re turned down.”

Naomi C. Earp

Former Chair of the EEOC

NextGenWomen

Good

Girl

Syndrome

NextGenWomen

Group Poll:

How many of you counter-offered the

salary of your current job?

NextGenWomen

Process

1.

Prepare

2.

Bargain

3.

Close/ Follow Up

NextGenWomen

Get Clear on What You Want

• Write it out

• Identify your position vs. interests

• Note your best and worst cases

• Identify your BATNA

• Brainstorm concessions and packages

NextGenWomen

Example of Packages

Package A

• 10% raise

Package B

• 5% raise

• 5 extra days of vacation

Package C

• 4% raise

• 2 extra days of vacation

• $1,000 training course

NextGenWomen

Identify Your Leverage

• Positional power

• Revenue generated

• Technical skills

• Education

• Client base

• Nonprofit work

• Industry knowledge

NextGenWomen

Which personality type do you

find it hardest to negotiate

with?

NextGenWomen

• Unyielding vs. Flexible

• Anecdotal vs. Fact-based

• Quantitative vs. Qualitative

• Logical vs. Emotional

• 1 right outcome vs. Several right outcomes

A Tailored Strategy

The better you know your material…

NextGenWomen

• Role-play with increasingly tough counterpart

• Identify your emotional temperature

• Psych yourself up

• Visualize success

• Be ready for the counter-argument

Emotions are Part of Prep!

NextGenWomen

Hot Button

Issues≠Issue to be

Solved

NextGenWomen

Prepare Informationally…

• The better you know your material…

• Your preparation will help you

• Move your counterpart from seeing one point of view to

"the whole lay of the land”

• Think of their GPS

• What will their counter-argument be?Source: Thomas Crumm

Statistics

Benchmarking

data

Industry

Intelligence

• Move your counterpart from seeing

one point of view to the whole picture

• Think of their GPS• Goals

• Passions

• Struggles

NextGenWomen

Opening

• Start with small talk

• Be the first to speak

• Declare your optimism

• Control the pace, order

Your turf

Eat together

Sit side by side

Mirror their style

Preferred

Logistics

NextGenWomen

Navigating the Conversation

• Generous listening

• Search for the issue behind the issue

• Use “I” language

• “Let me think about it”

NextGenWomen

Power

of the

Pregnant

Pause

NextGenWomen

Non Verbal Communication

• Be aware of your physicality • Smiling

• Open torso

• Broken eye contact

• Nodding

• Planted feet

• Research shows…

NextGenWomen

The Case for Giving Reasons…

NextGenWomen

The Magical Open-Ended Question

• Can you explain how you arrived at that solution?

• How are decisions like these determined?

• Are you willing to negotiate that point?

• What is keeping us from coming to an agreement?

• How could I help you feel more comfortable with this…?

• What is most important to you? Can you explain why?

• How can we move forward?

• How can we make this work for both of us?

• Is that the best you can do?

NextGenWomen

Managing Pushback

• Take a break or delay if needed

• Call on your options and packages

• Look for the “Dual Agenda”

• Project into the future

• Insist on objective criteria

NextGenWomen

When do the majority of deals get

done in negotiations?

a) First part of conversation

b) Middle part of conversation

c) End of conversation

Final 20%!

NextGenWomen

Closing

• Confirm each point of agreement at the end

• Frame that YOU will put it in writing

– Protect against second thoughts

– Guard against employee severing ties with the co.

REMEMBER:

If you dislike the terms now,

you‟ll hate them later!

NextGenWomen

Afterwards

• Be a person of your word

• Don‟t triangulate

• Think in terms of possibilities and solutions;

change as an opportunity

NextGenWomen

Process

1.

Prepare

2.

Bargain

3.

Close/ Follow Up

NextGenWomen

Success Factors

• Intimacy with your goal & needs

• Insight into your counterpart‟s goals, needs &

interests

• A tailored, situation-based strategy

• Positive, solution-oriented mindset

NextGenWomen

Structuring the ASK

1. “I‟d like to discuss my future with you.”

2. “This is how I see my work currently.”

3. “This is how I‟m contributing.”

4. “Here is some supporting research regarding ….”

5. “Considering what I‟ve laid out for you, I am requesting…”

6. “I appreciate your time and consideration.”

NextGenWomen

Consider what’s at

stake…

NextGenWomen

What Women Leaders at these Companies

Have in Common…

NextGenWomen

No =

NOT YET

NextGenWomen

What will YOU negotiate for

after today?

Selena Rezvani,

NextGenWomen, LLC

Negotiating

Your Way to the Top

NextGenWomen