Women Can Negotiate (A 2-part Workshop) - Part 1

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Voices 2014 presented by Global Tech Women Women Can Negotiate (A 2-part Workshop) Part 1: Learn what negotiating is and is not, the most effective negotiating tools, how to set your goals and practice your skills. Jacqueline Janssen, Janssen & Associates

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Women Can Negotiate
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Global Tech Women VOICES
07-March-2014

Jacqueline Janssen
Janssen and Associates

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

Women Can Negotiate
We are here today to
wake up our negotiating voice and
make it stronger.
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
Today:

•
•
•

Steps in Negotiating
How to Practice and Succeed
Setting your goals

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

Women Can Negotiate
Why 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

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
verb: 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

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 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 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
Four negotiating steps

Preparation
Presentation
Ask
Accept
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

Women Can Negotiate
Preparation
What is missing, and why? Name it !
Most crucial step: making the decision to negotiate
What 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

Timing
Listening Skills
Body Language
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

Women Can Negotiate
Ask

Set your ask higher!
Create multiple ask options
Own your power and status
Give and get something
Exercise the power of No
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 Negotiate
Practice
Start with some easy asks that you know will get a “yes”
Take the steps:

Preparation
Presentation
Ask
Acceptance
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 Negotiate
Have 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.

Women Can Negotiate
Negotiation Is:
A life skill
Learning journey
Self Care

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

Women Can Negotiate
Questions?

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

Women Can Negotiate
THANK YOU
Janssen & Associates
Jacqueline Janssen

Jacqueline@womencannegotiate.com
http://jjanssenandassociates.com

(415) 999-1111

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

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Women Can Negotiate (A 2-part Workshop) - Part 1

1. Women Can Negotiate Get more of what you want Global Tech Women VOICES 07-March-2014 Jacqueline Janssen Janssen and Associates Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

5. Women Can Negotiate Why 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.

8. Women Can Negotiate verb: 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.

12. 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.

15. Women Can Negotiate Preparation What is missing, and why? Name it ! Most crucial step: making the decision to negotiate What is the story? What do you want? What’s in it for your counterpart? Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

17. Women Can Negotiate Ask Set your ask higher! Create multiple ask options Own your power and status Give and get something Exercise the power of No Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

18. 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.

19. Women Can Negotiate Practice Start with some easy asks that you know will get a “yes” Take the steps: Preparation Presentation Ask Acceptance Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

20. 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.

26. Women Can Negotiate THANK YOU Janssen & Associates Jacqueline Janssen Jacqueline@womencannegotiate.com http://jjanssenandassociates.com (415) 999-1111 Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

Women Can Negotiate (A 2-part Workshop) - Part 1

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Women Can Negotiate (A 2-part Workshop) - Part 1