This document provides advice for women on how to negotiate more effectively. It notes that women are less likely than men to initiate negotiations and leaves thousands of dollars on the table as a result. However, women are perceived more positively when they are social, friendly, and considerate. The document encourages women to expand their view of negotiation and see it as more than just salary discussions. It provides tips for women negotiators such as rehearsing responses, avoiding stating numbers first, focusing on mutual interests, and asking for more time if needed. The overall goal is to help women feel more comfortable negotiating on their own behalf.

1. How Women Can Negotiate
More Effectively
Caitlin Henke, M.A.
Career Development Facilitator
Crhenke@unm.edu

2. Research Says…
• Men 4 x more likely to initiate negotiations
• There is a high cost for not negotiating
• The salary gap at age 30 is $11,000 because
of negotiation not occurring
• Women often feel that if they are not
offered something then they are not
qualified to get it.

3. I’d rather go to the Dentist
• Women are received better when they are
perceived to be: social, friendly, non-
confrontational and considerate
• Believe negotiation goes against these principles
• Interestingly, women negotiate well for others but
not for themselves

4. We need to expand our
definition of negotiation
• Too often we think of negotiating only in
terms of formal rituals like negotiating a
salary or a asking for a promotion
• Broadening your view opens up
possibilities

5. Why is this such a
challenge?
• Social cost of asking
• Don't feel the same sense of entitlement
• More likely to cooperate
• Socialization- learn not to self promote
• Occupation segregation
• Access to information

6. Creating a Bridge
• All negotiators are interested in 2 things
 the substance of what is being negotiated
 the ongoing relationship with the other party
Women are frequently reluctant to negotiate
because they don't want to damage a
relationship

7. Goal
• Can be difficult because it feels greedy or
selfish
 Negotiating on behalf of others- feels more
legitimate and easier to initiate
 The goal is to connect what's good for you to
what's good for the organization

8. Strength
• Women’s strengths in negotiating are:
cooperative orientation, sharing
information, listening, and creativity
• Who is at the table can be just as important
to the eventual outcome as what is on the
table

9. Steps to Effective Advocacy
• Take Stock of your value
• Make your value visible
• Anticipate Challenges
• Appreciate the other’s situation
• Make it easy for the other side to say yes

10. Role Playing
• Increase the chances of controlling the
outcome of negotiation
• Imagine the harshest, most critical thing
someone might say to you and rehearse
your responses
• Pay attention to how you ask. Show off
Competence. Do not be threatening.
• How persuasive is your argument?

11. Negotiation is a Collective
Process
• Negotiating skills are critical for everyone
today.
• Apply to everyone who negotiates—which
is all of us all the time.
• The more skillful we become as advocates
in a collaborative process, the more we can
expand our opportunities.
• Establish credibility

12. Initial Salary Negotiations
• Before the offer
(knowing what the Negotiable Conditions are as well as your
bottom line)
• When you get offer
(ask for more time)
• Entering in
(know your personal style, what is on the table, who is at the
table)

13. How Would You Respond?
Interviewer:
• “ So Susan, what kind of money are you
looking for?”

14. How Would You Respond?
Bad response:
• “I think $50,000 is a good starting salary for
me.”
Better response:
• “Since this is my first professional position,
could you tell me what salary range has
been approved for this job?”
Remember: the first person to state a
number loses.

15. How Would You Respond?
Interviewer:
• “ How much were you making in your last
job?”

16. How Would You Respond?
Bad response:
• “I was making $50,000”
Better response:
• “My salary was within the average range
for someone with my qualifications in this
industry and location.”
Avoid stating a figure. You may price your
self out of the job or get a salary lower
than your worth.

17. Asking for More Time
Interviewer:
• “I need an answer in 2 days.”
Possible response:
• “Is there any flexibility in that timing? I
need to check on a few things before I
make my decision. I can get back to you in
5 days.”

18. Asking for More Time
Possible response:
• “I’m expecting a few other offers to come
through in the next week. I am very
interested in this position but I want to
make my decision knowing all of my
options. Would it be possible to get back to
you next week?”

19. We are Here to Help
• Contact us 277-2531
• Walk ins everyday or schedule an
appointment
• www.career.unm.edu