Negotiating for Women in Leadership Roles

Dr. Allison Garrett

Vice President for Academic Affairs

Negotiation is not . . . war.

Negotiation is not . . . science.

Negotiation is not . . . cloying behavior.

Negotiation is not . . . a competition.

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

• We negotiate every day . . . at home.

• We negotiate every day . . . at work.

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

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

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

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

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.”

• 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.

Negotiating Tips