Selena Rezvani Negotiating

Selena Rezvani,

NextGenWomen, LLC

Negotiating

Your Way to the Top

NextGenWomen

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When Do We Negotiate?

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Women initiate

negotiations ___ times

less often than men.4

Source: Babcock, Linda

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The Facts

• Less confident

• Set lower goals

• Less satisfied with outcomes

• More relational - more accommodating

• Primary vs. Secondary role

• Perception of “Women don‟t ask…”

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“There‟s an expectation

that the „system‟ will

recognize us.

It‟s not true.It‟s up to us to negotiate

and respectfully disagree if

we‟re turned down.”

Naomi C. Earp

Former Chair of the EEOC

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Good

Girl

Syndrome

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Group Poll:

How many of you counter-offered the

salary of your current job?

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Process

1.

Prepare

2.

Bargain

3.

Close/ Follow Up

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Get Clear on What You Want

• Write it out

• Identify your position vs. interests

• Note your best and worst cases

• Identify your BATNA

• Brainstorm concessions and packages

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Example of Packages

Package A

• 10% raise

Package B

• 5% raise

• 5 extra days of vacation

Package C

• 4% raise

• 2 extra days of vacation

• $1,000 training course

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Identify Your Leverage

• Positional power

• Revenue generated

• Technical skills

• Education

• Client base

• Nonprofit work

• Industry knowledge

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Which personality type do you

find it hardest to negotiate

with?

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• Unyielding vs. Flexible

• Anecdotal vs. Fact-based

• Quantitative vs. Qualitative

• Logical vs. Emotional

• 1 right outcome vs. Several right outcomes

A Tailored Strategy

The better you know your material…

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• Role-play with increasingly tough counterpart

• Identify your emotional temperature

• Psych yourself up

• Visualize success

• Be ready for the counter-argument

Emotions are Part of Prep!

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Hot Button

Issues≠Issue to be

Solved

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Prepare Informationally…

• The better you know your material…

• Your preparation will help you

• Move your counterpart from seeing one point of view to

"the whole lay of the land”

• Think of their GPS

• What will their counter-argument be?Source: Thomas Crumm

Statistics

Benchmarking

data

Industry

Intelligence

• Move your counterpart from seeing

one point of view to the whole picture

• Think of their GPS• Goals

• Passions

• Struggles

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Opening

• Start with small talk

• Be the first to speak

• Declare your optimism

• Control the pace, order

Your turf

Eat together

Sit side by side

Mirror their style

Preferred

Logistics

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Navigating the Conversation

• Generous listening

• Search for the issue behind the issue

• Use “I” language

• “Let me think about it”

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Power

of the

Pregnant

Pause

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Non Verbal Communication

• Be aware of your physicality • Smiling

• Open torso

• Broken eye contact

• Nodding

• Planted feet

• Research shows…

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The Case for Giving Reasons…

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The Magical Open-Ended Question

• Can you explain how you arrived at that solution?

• How are decisions like these determined?

• Are you willing to negotiate that point?

• What is keeping us from coming to an agreement?

• How could I help you feel more comfortable with this…?

• What is most important to you? Can you explain why?

• How can we move forward?

• How can we make this work for both of us?

• Is that the best you can do?

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Managing Pushback

• Take a break or delay if needed

• Call on your options and packages

• Look for the “Dual Agenda”

• Project into the future

• Insist on objective criteria

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When do the majority of deals get

done in negotiations?

a) First part of conversation

b) Middle part of conversation

c) End of conversation

Final 20%!

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Closing

• Confirm each point of agreement at the end

• Frame that YOU will put it in writing

– Protect against second thoughts

– Guard against employee severing ties with the co.

REMEMBER:

If you dislike the terms now,

you‟ll hate them later!

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Afterwards

• Be a person of your word

• Don‟t triangulate

• Think in terms of possibilities and solutions;

change as an opportunity

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Process

1.

Prepare

2.

Bargain

3.

Close/ Follow Up

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Success Factors

• Intimacy with your goal & needs

• Insight into your counterpart‟s goals, needs &

interests

• A tailored, situation-based strategy

• Positive, solution-oriented mindset

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Structuring the ASK

1. “I‟d like to discuss my future with you.”

2. “This is how I see my work currently.”

3. “This is how I‟m contributing.”

4. “Here is some supporting research regarding ….”

5. “Considering what I‟ve laid out for you, I am requesting…”

6. “I appreciate your time and consideration.”

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Consider what’s at

stake…

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What Women Leaders at these Companies

Have in Common…

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No =

NOT YET

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What will YOU negotiate for

after today?

Selena Rezvani,

NextGenWomen, LLC

Negotiating

Your Way to the Top

NextGenWomen