Negotiating For What You Want

LET’S TALK BUSINESS! NEGOTIATING FOR

WHAT YOU WANTSONJA L. TRAXLER

BACKGROUND

ABOUT MEPLACES I’VE CALLED HOME• NATIVE OF SEATTLE, WA• BATON ROUGE, SAN ANTONIO, ATLANTA, DETROIT AND HOUSTON

• EDUCATION• GARFIELD HIGH SCHOOL – SEATTLE, WA• SOUTHERN UNIVERSITY AND LSU – BATON ROUGE, LA• UNIVERSITY OF GEORGIA – ATHENS/ATLANTA, GA

www.SonjaTraxler.com 3


USAA – SAN ANTONIO: RESEARCH MANAGER

UPS– ATLANTA, GA: COMPETITIVE RESEARCH & ANALYSIS

COMCAST – ATLANTA, GA: MARKETING RESEARCH & ANALYSIS

KANTAR MEDIA/TNS – SE REGION: ADVERTISING RESEARCH/CORPORATE TRAINER

FORD – DETROIT, MI: FINANCIAL ANALYSIS

SYSCO – HOUSTON, TX: FINANCE ANALYSIS

CAREER


PUBLISHING

NEGOTIATING FOR WHAT YOU WANT


WHAT IS NEGOTIATING?


WHAT IS NEGOTIATING?

KEY WORDS:1.DISCUSSION 2. AGREEMENT


WHY NEGOTIATE?


WHY NEGOTIATE?• GET A FAIR EXCHANGE

• WHAT IS FAIR OR TYPICAL FOR JOB OR TASK AT HAND?• WHAT ARE YOU WORTH?

• IN MOST CASES, THEY EXPECT YOU TO!


WHAT’S AT RISK…BY NEGOTIATING?

BY NOT NEGOTIATING?


WHAT IS AT RISK WHEN YOU NEGOTIATE?

• MAY NOT GET WHAT YOU WANT• RUB SOMEONE THE WRONG WAY

• RETALIATION


WHAT IS AT RISK WHEN CHOOSING NOT TO NEGOTIATE?• BUYER’S REMORSE!!!SOMETIMES IMMEDIATELY; OTHER TIMES, AFTER STARTING A JOB

• LEARN OF COWORKERS’ LACK OF QUALIFICATIONS• LIKE THE NEW JOB LESS THAN THE OLD ONE• LEARN YOU LEFT MONEY ON THE TABLE

WOMEN AT THE NEGOTIATING

TABLE

WHEN WOMEN NEGOTIATE


WOMEN AND NEGOTIATING• NOT SEEING SITUATIONS AS OPPORTUNITIES TO NEGOTIATE• LACK THE CONFIDENCE TO NEGOTIATE• EVALUATE THEMSELVES MORE CRITICALLY THAN MEN DO• NOT BEING WILLING TO SAY “NO”

The

“Typical”

Women


WOMEN AND NEGOTIATINGOFTEN SEEN AS…• UNGRATEFUL/ENTITLED• DIFFICULT/ANGRY• GREEDY/MONEY-HUNGRY• IMPATIENT

“Fearless”

Women Are

Typecast


ADVICE FROM MISINFORMED PERSONS

The Guardian, “Microsoft CEO Satya Nadella: women, don't ask for a raise” - https://www.theguardian.com


ADVICE FROM MISINFORMED PERSONS

The Guardian, “Microsoft CEO Satya Nadella: women, don't ask for a raise” - https://www.theguardian.com

Maria Klawe - president of Harvey Mudd College and Microsoft

She disagreed, suggesting “women do their homework on salary information and then practice how to ask with people they trust.”


THE TRUTH ABOUT WOMEN•MORE LIKELY TO HAVE A COLLEGE DEGREE•OFTEN JUDGED ON DIFFERENT SCALE•NOT TAKEN AS SERIOUSLY•DIFFERENCES IN RELATABILITY

National Center for Education Statistics - https://nces.ed.gov/fastfacts/display.asp?id=72American Psychological Association - http://psycnet.apa.org/psycinfo/2015-39675-001/


LILLY LEDBETTER FAIR PAY ACT• SIGNED INTO LAW IN 2009• 1ST PIECE OF LEGISLATION IN HIS

ADMINISTRATION SIGNED BY PRESIDENT OBAMA

• RECOGNIZED THE REALITY OF WAGE DISCRIMINATION

• OVERTURNED ORIGINAL SUPREME COURT’ DECISION IN 2007

• AMENDED THE CIVIL RIGHTS ACT OF 1964• RETROACTIVE PAY


HOW DOES THE U.S. RANK COMPARED TO OTHER COUNTRIES WITH EQUAL PAY FOR WOMEN?


GENDER GAP

World Economic Forum – Gender Gap Index 2015 - http://reports.weforum.org/global-gender-gap-report-2015/rankings/

Rank Economy Score1 Iceland 0.8812 Norway 0.853 Finland 0.854 Sweden 0.8235 Ireland 0.8076 Rwanda 0.7947 Philippines 0.798 Switzerland 0.7859 Slovenia 0.784

10 New Zealand 0.78211 Germany 0.77912 Nicaragua 0.77613 Netherlands 0.77614 Denmark 0.76715 France 0.761

Rank Economy Score16 Namibia 0.7617 South Africa 0.75918 United Kingdom 0.75819 Belgium 0.75320 Latvia 0.75221 Estonia 0.74922 Bolivia 0.74923 Burundi 0.74824 Barbados 0.74425 Spain 0.74226 Moldova 0.74227 Mozambique 0.74128 United States 0.7429 Cuba 0.74


GENDER GAP

World Economic Forum – Gender Gap Index 2015 - http://reports.weforum.org/global-gender-gap-report-2015/rankings/

• $68K JOB (V. $92K – MALE’S SALARY)

• RETIREMENT AGE: 62-67 YRS

• LEAVING $23,920 EACH YEAR ON THE TABLE

$957K - $1.08MM in a

lifetime!!!

AT THE NEGOTIATING

TABLE


WHAT SITUATIONS MIGHT YOU FIND YOURSELF NEEDING TO NEGOTIATING IN?


SITUATIONS YOU MIGHT FIND YOURSELF IN NEED OF NEGOTIATING…

• MAKING A SIZEABLE PURCHASE

• ACQUIRING NEW CUSTOMERS

•DISCUSSING A PROMOTION•SALARY FOR A NEW JOB!


ARSENAL: THE MUST-HAVES FOR NEGOTIATING

•COMMUNICATION SKILLS•A DEFINED JOB DESCRIPTION• THOROUGH SALARY RESEARCH• PRACTICE NEGOTIATING


1. COMMUNICATION • ASK QUESTIONS AND LISTEN TO THE RESPONSES IN INTERVIEW(S)• AT CURRENT COMPANY, PAY ATTENTION TO THE SITUATION & ASK AROUND• DISSECT COMPANY-WIDE EMPLOYEE SURVEYS• PAY ATTENTION TO THE FEEDBACK GIVEN AT YOUR ANNUAL REVIEW• TOWN HALLS/TEAM MEETINGS


2. JOB DESCRIPTION • EXPERIENCE AND EDUCATION• DUTIES• TRAVEL/HOURS• HOW DO YOU FIT WHAT THEY ARE LOOKING FOR?• HOW DOES THE POSITION FIT IN WITH YOUR CAREER GOALS?


3. DO YOUR RESEARCH

• REVIEW JOB TITLE/DUTIES (GLASSDOOR.COM, MONSTER.COM, ETC.)• UTILIZE COST OF LIVING CALCULATORS (IF APPLICABLE)• REVIEW COMPANY’S POLICIES, BENEFITS, CURRENT NEWS


3. DO YOUR RESEARCH (CONTINUED)

Snapshots taken from www.Salary.com and www.Glassdoor.com


4. PRACTICE•ROLE PLAY

• SOLO• WITH A FRIEND

• PRACTICE CAN REMOVE THE NERVOUS JITTERS AND GIVE YOU CONFIDENCE


• IF YOU WILL BE SPEAKING IN PERSON OR OVER THE PHONE TO NEGOTIATE – PRACTICE!

• BE CONSCIOUS OF YOUR TONE/EMOTION• EXERCISE PATIENCE; USE PAUSES & BE COMFORTABLE WITH SILENCE• RESTATE WHAT YOU UNDERSTAND• EMPHASIZE YOUR ENTHUSIASM FOR THE OPPORTUNITY WHILE CLEARLY

COMMUNICATING YOUR ASKS

4. PRACTICE (CONTINUED)

GOT AN OFFER!THINGS TO CONSIDER


YOU COUNTER OFFER•DON’T ACCEPT THE FIRST OFFER

…THEY DON’T EXPECT YOU TO!•RESPONSE TIME WINDOW GIVEN

• USE IT TO THINK THINGS THROUGH


EVALUATING THE OFFER• EVALUATING A GIVEN OFFER:

• BASE PAY• BONUS/COMMISSIONS• HEALTHCARE AND OTHER BENEFITS• EMPLOYEE DISCOUNTS• HOURS & VACATION


FORMALLY REPLY TO THE OFFER• DO NOT NEGOTIATE IF OFFER IS NOT OFFICIAL• CONFIRM TIMETABLE AND RESPOND WITHIN TIME ALLOTTED• THANK THEM FOR THE OFFER• RESTATE THEIR OFFER • WITHOUT EMOTION, COMMUNICATE THAT IT IS LESS THAN EXPECTED• EMPHASIZE YOUR ENTHUSIASM FOR THE OPPORTUNITY• CLEARLY COMMUNICATE YOUR EXPECTATIONS FOR ALTERNATIVE OFFER


YOUR EMPLOYER COUNTER OFFERS• YOU GAVE NOTICE AT YOUR CURRENT COMPANY• YOUR CURRENT COMPANY WANTS TO COUNTER OFFER: WIN-

WIN?• PROMISED PROMOTION & RAISE; KEEP TENUE

• THEY ARE FOCUSED ON WHAT IS BEST FOR THEM•OFFER EVALUATION; WHAT IS BEST FOR YOU?

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Career

Negotiating For What You Want