Women Can Negotiate

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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
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Jacqueline Janssen, Janssen & Associates

Transcript of Women Can Negotiate

Page 1: Women Can Negotiate

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

Page 2: Women Can Negotiate

Women Can Negotiate

Happy International Women’s Day Since 1909

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

Page 3: Women Can Negotiate

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.

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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.

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Women Can Negotiate

What do you want?

What would you like to negotiate?

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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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.

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Women Can NegotiateToday:

• Steps in Negotiating• How to Practice and Succeed• Setting your goals

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

Page 8: Women Can Negotiate

Women Can Negotiate

How has the negotiation of women in history affected you?

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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Women Can Negotiate

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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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.

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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.

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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.

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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.

Page 14: Women Can Negotiate

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.

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Women Can Negotiate

Styles of negotiating:•Individualistic – winner takes all•Collaborative – everyone benefits

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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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.

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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.

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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.

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Women Can Negotiate

More than money:

•Employer’s respect•Accumulation of disadvantage

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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Women Can Negotiate

Woman Power!•Surprise• Intuition•Right•Relational•Expertise

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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Women Can Negotiate

Four negotiating stepsPreparationPresentationAskAccept

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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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.

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Women Can Negotiate

Presentation

TimingListening SkillsBody Language

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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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.

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Women Can Negotiate

The Power of No

Exercising your boundaries and

managing your relationship

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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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.

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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.

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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.

Page 29: Women Can Negotiate

Women Can NegotiateHave we woken

up our negotiating voice and 

is it stronger? 

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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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

Page 31: Women Can Negotiate

Women Can NegotiateToday:

• Steps in Negotiating• How to Practice and Succeed• Setting your goals

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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Women Can Negotiate

Negotiation Is: A life skill

Learning journeySelf Care

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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Women Can Negotiate

Happy International Women’s day Since 1909

Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

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Women Can Negotiate

THANK YOU Jacqueline Janssen

[email protected]://womencannegotiate.com

(415) 999-1111Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.