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

• Don't 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 don't 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 what's good for you to what's 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 Time

Interviewer:

• “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 Time

Possible 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