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Negotiating for Women in Leadership Roles

Negotiating for Women in Leadership Roles

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Negotiating for Women in Leadership Roles

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  1. Negotiating for Women in Leadership Roles Dr. Allison Garrett Vice President for Academic Affairs

  2. Negotiation is not . . . war.

  3. Negotiation is not . . . science.

  4. Negotiation is not . . . cloying behavior.

  5. Negotiation is not . . . a competition.

  6. Negotiation is a process by which parties move from divergent positions to a point where agreement can be reached.

  7. We negotiate every day . . . at home.

  8. We negotiate every day . . . at work.

  9. We negotiate every day . . . for many things.

  10. Negotiating Tips • Know when you’re outgunned • Use humor • Know when to reconsider your position • Keep your cool • Don’t assume there’s only 1 solution

  11. Negotiating Tips • The first offer is not the best offer • Don’t confuse assertive behavior with aggressive behavior • Focus on interests, not positions • Watch body language • Feel, felt, found

  12. Negotiating Tips • Use words and phrases that convey empathy • Do your research beforehand • Explore details and ask for clarification • Redirect the conversation to the positive • Make sure everyone is on the same page when you conclude

  13. Negotiating Tips • Benefits are not negotiable; salary is • Do your research • Avoid being the first to state an amount • http://www.youtube.com/watch?v=w5Z6WH2ac14 • “I’m very excited about your offer, but I have two other interviews this week.”

  14. Women • $22,000 at age 22 • 3% raise each year • $76,870 at age 60 Source: Babcock & Laschever,Women Don’t Ask (2003) • Men • $30,000 at age 22 • 3% raise each year • $92,243 at age 60 • He earns more than $350,000 more in salary over his lifetime.

  15. Negotiating Tips