Women Can Negotiate Get more of what you want Jacqueline Janssen Janssen and Associates Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved. Global Tech Women VOICES 08-March-2014
Oct 17, 2014
Women Can NegotiateGet more of what you want
Jacqueline JanssenJanssen and Associates
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Global Tech Women VOICES
08-March-2014
Women Can Negotiate
Happy International Women’s Day Since 1909
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Women Can (are able to) negotiate
Women Can (have the right to) negotiate
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
We are here today towake up our negotiating voice
and make it stronger.
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
What do you want?
What would you like to negotiate?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Think about a time when you got what you asked for
What was in it for the person who gave it?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can NegotiateToday:
• Steps in Negotiating• How to Practice and Succeed• Setting your goals
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
How has the negotiation of women in history affected you?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can NegotiateWhy don’t we negotiate
• Don’t want to ask for it• Pattern of not asking• Lack of Confidence• Lack of negotiating tools and skills
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
What does it cost us?
• Surveys indicate a .77 - .82 lower salary for women in the same work as men. • 18 Fortune 500 CEOs (3.6 percent) are female. • 20% of the congress are women• 26% of college presidents are women
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can NegotiateWhat does it cost us?
At its current pace, it will take until
2085 for women to reach parity with men
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can NegotiateThe Good news:
Today’s Woman
• 46.9 percent of the labor population• Earn 81.2 percent of what men earn from 62 percent in 1979.• Earn 25% more college degrees than men • 30+% of physicians up from 8% in 1970• 20.1 million women have bachelor's degrees, compared to
nearly 18.7 million men — a gap of more than 1.4 million
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiateverb: negotiate
1.reach an agreement or compromise by discussion with other.
2.find a way over or through (an obstacle or difficult path).
When done well the resulting agreement will produce a productive course of action
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Styles of negotiating:•Individualistic – winner takes all•Collaborative – everyone benefits
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
All negotiations are similar
Initial positions Proposal
Counter proposals Concessions
Coming to an agreementCopyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Do women ask?•7% of women and 57% of men negotiate compensation
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
What does it cost us?
•$100,000 salary – if negotiated to $107,000. •$7,000 is compounded on work life of 35 years = $100,000.
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
More than money:
•Employer’s respect•Accumulation of disadvantage
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Woman Power!•Surprise• Intuition•Right•Relational•Expertise
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Four negotiating stepsPreparationPresentationAskAccept
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
PreparationWhat is missing, and why? Name it !Most crucial step: making the decision to negotiateWhat is the story?What do you want?What’s in it for your counterpart?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Presentation
TimingListening SkillsBody Language
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can NegotiateAsk
Set your ask higher!Create multiple ask optionsOwn your power and status Give and get somethingExercise the power of No
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
The Power of No
Exercising your boundaries and
managing your relationship
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Accept
... Not the first offer!Confirm what the other is getting
Equanimity (Do not do the “victory dance”)Appreciation
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can NegotiatePractice
Start with some easy asks that you know will get a “yes”
Take the steps:
PreparationPresentationAskAcceptance
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
“Power can be taken, but not given. The process of the taking is empowerment in itself.”
-Gloria Steinem
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can NegotiateHave we woken
up our negotiating voice and
is it stronger?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate”Let’s do it. Let’s get the job done. I am willing
to negotiate.”
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Main Republican Susan Collins & Maryland Senator Barbara Murkowski Ayotte, Democrat
Women Can NegotiateToday:
• Steps in Negotiating• How to Practice and Succeed• Setting your goals
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Negotiation Is: A life skill
Learning journeySelf Care
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
Happy International Women’s day Since 1909
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.
Women Can Negotiate
THANK YOU Jacqueline Janssen
[email protected]://womencannegotiate.com
(415) 999-1111Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.