Negotiation for Women:

Transcription

1 Negotiation for Women: The Cost of Not Asking Presented by Deb Lasich Executive Director Women in Science, Engineering and Mathematics (WISEM) Program Colorado School of Mines Phone:

2 Agenda What Negotiation Is and Isn t Why Women Don t t Ask Cost of Not Negotiating Gender Differences in Negotiation & Communication Negotiation Strategies

3 You Negotiate Everyday at Work

4 You Negotiate Everyday in Life

5 Negotiation is not war

6 Negotiation is not Science

7 Negotiation is: Ne-go go-ti-a-tiontion (n.): To meet and discuss with another in order to reach an agreement. -Webster s s Dictionary Negotiation is using knowledge to get what you want. Ronald Shapiro & Mark Jankowski

8 Men often see negotiation as a game where Women see it as a collaborative undertaking. Linda Babcock & Sara Laschever, Women Don t Ask, 2003.

9 In a recent study, 20% of the women polled said that they never negotiate at all. Linda Babcock & Sara Laschever, Women Don t Ask, 2003.

10 Cost of Not Negotiating Woman $22,000 at age 22 Man $30,000 at age 22 3% raise each year 3% raise each year $76,870 at age 60 $92,243 at age 60 Linda Babcock & Sara Laschever, Women Don t Ask, 2003.

11 Cost of Not Negotiating $15,373 wage gap at age 60 Over 38 years, the man will earn $361,171 more in salary If he banked the difference each year, earning 3% interest over 38 years, he would have an additional $568,843 Linda Babcock & Sara Laschever, Women Don t Ask, 2003.

12 Why Don t t Women Ask? Fear all all kinds Unsure about what they deserve Don t t want to be told No Don t t know how Concerned about being disliked or even punished Think if they work hard and play by the rules, they don t t need to ask

13 Differences in Negotiation Styles Women Outcomes benefit both parties More disclosure More give-and and- take Men Win-Lose situation Less willingness to disclose Winner-take take-allall Linda Babcock & Sara Laschever, Women Don t Ask, 2003.

14 Operational Difference in the Brain Female Both sides of the brain open when concentrating Listening & visual connections on both sides Spatial connections on both sides, but not in a measurable area. Male Closes down one side of the brain when concentrating Listening & visual connections on left side only Spatial connections in the front right hemisphere only Liz Cook & Brian Rothwell, The X & Y of Leadership: How Men & Women make a Difference at Work, 2000.

15 The $10 Game The Negotiation: 1) You have $10 to split with another person. 2) The goal of this negotiation is determine how to divide the $10 between the two of you.

16 The $10 Game THE RULES: You cannot split the $10 evenly (no 50/50 deals) You cannot make a side deal later

17 Lessons from the $10 Game Find ways to agree Remove ego Be creative Increase the pie

18 Four Objectives in Negotiation 1) Display confidence 2) Achieve WIN-win 3) Use the 3 Ps: Prepare, Probe, Propose 4) Handle Tough Negotiations Ronald Shapiro & Mark Jankowski, The Power of Nice, 1998.

19 1) Display Confidence Ronald Shapiro & Mark Jankowski, The Power of Nice, 1998.

20 2) Achieve WIN-win Know what they want Know what you want Satisfy your interests well Satisfy their interest acceptably Ronald Shapiro & Mark Jankowski, The Power of Nice, 1998.

21 Roadblocks to WIN-win Insufficient planning Ineffective communication Inexperience Ronald Shapiro & Mark Jankowski, The Power of Nice, 1998.

22 3) Use the 3 Ps: Prepare, Probe, Propose a) Prepare: : Research, study, stockpile information. b) Probe: : Ask questions, you ll get the answers. c) Propose: : Try not to go first. When you do, make a strong, reasonable offer. Be prepared to change it. Ronald Shapiro & Mark Jankowski, The Power of Nice, 1998.

23 a) PREPARE Failing to prepare is preparing to fail John Wooden Precedents Alternatives Interests Deadlines Strengths & Weaknesses Highest Goal/Walkaway Position Strategy & Team

24 b) PROBE W= = Why? H = Hypothesize A = Answers T = Tally

25 c) PROPOSE but not too fast Never try to make the first offer Never (immediately) accept the first offer Set your aspirations high

26 Use the 3 Ps: Prepare, Probe, Propose and the big L Listening: Talk so others will listen - Listen so others will talk The less you say, the more you can concentrate on hearing Make what you say count Be an active listener Eliminate distractions Listening isn t t waiting to talk Ronald Shapiro & Mark Jankowski, The Power of Nice, 1998.

27 4) Handle Tough Negotiations Don t t take it personally Don t t get personal Be prepared have a strategy Take a time-out Learn to tact don t t sail into the wind Ronald Shapiro & Mark Jankowski, The Power of Nice, 1998.

28 Handle Tough Negotiations Emotional Tactics Anger Insulted Guilt Exasperation False Flattery Non-Emotional Response Find out why they re angry What wouldn t t be insulting Focus on the issues Understand Refocus Ronald Shapiro & Mark Jankowski, The Power of Nice, 1998.

29 Salary Negotiation Strategies 1. Figure out what you re worth 2. The Noel Smith-Wenkle Salary Negotiation Method

30 1. Figure out both your current worth and the top scale Online Services Professional Organizations & Journals Recruiters, headhunters, & Temp. Agencies Colleagues, friends, & mentors Source:

31 2. The Noel Smith-Wenkle Salary Negotiation Method Leave the salary line blank on applications Let them make the first offer Strategic responses to so what kind of salary are looking for in this job Source:

32 Nonverbal Communication Environment: Seating Arrangements CONVERSATION X COOPERATION X X X COMPETITION X X Source: Mark Knapp & Judith Hall, Nonverbal Communication in Human Interaction, 2002

33 ASSIGNMENT Experiment! Try using aspects of the negotiation skills covered today over the next week.