Welcome to Women and the power

of negotiation Nicole Davidson

@NikDavidson @cmalearning

The gender pay gap What’s the problem?

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The gender pay gap is real Full time average weekly earnings

$1,325.10 17.3% Gap $1,602.80

Source: Workplace Gender Equality Agency, 2016

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Where is the gap? Industry matters

Finance 30% (No.1)

Professional Services

23% (No.4)

Healthcare 27% (No.3)

Public Administration 8% (Smallest)

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Age matters The gap widens

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Collectives help Don’t go it alone

Method of Pay Setting % Pay Gap Award only 9.2% Collective agreement 16.5% Individual agreement 21.7%

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The gap grows Seniority counts

20.9%

24.2%

22.8%

25.0%

29.0%

Non-managers

Other managers

Senior manager

Other Execs/GM's

Key management

Gap analysis,

25%

No gap analysis,

75%

%

Actions • Identifying courses • Reviewing remuneration

decision making process • Reporting metrics to senior

executives

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What’s happening? Employers are slow to move

12.5%

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If it’s to be it’s up to me!

Where does the gap come from?

Want to negotiate? Do you believe you can?

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Want to negotiate? How do we feel about it?

2.5 times more women

Gender Description of negotiation Male Exciting, fun

Like a ball game or wrestling match

Female Scary Like going to the dentist

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Want to negotiate? What do we expect?

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Want to negotiate? What will it do to us?

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Want to negotiate? Perhaps we’re just selective

So, what can we do?

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Negotiation tips Build your skills Understand negotiation theory

Have a process to prepare strategically

Know how to handle difficult moments

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Negotiation tips Move from “I” to “We”

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Negotiation tips Reframe the negotiation

How would I respond if one of my staff asked this of me?

How will my boss respond if I ask this?

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Negotiation tips Know your worth • Do your research

• Compare yourself to the right group

• Move beyond what you need

• Put forward a range rather than a number

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Want to know more? Continue the conversation … Nicole Davidson, CMA Learning

Phone: 0403 523 700

Email: nicoled@cmalearning.com.au

Twitter: @NikDavidson, @CMALearning

LinkedIn: Nicole Davidson, CMA Learning Community

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Want to know more? Further reading Babcock, L., & Laschever, S. (2003). Women don't ask: Negotiation and the

gender divide. Princeton, N.J: Princeton University Press

Bowles, H. & Babcock, L., Relational Accounts: An Answer for Women to the Compensation Negotiation Dilemma, available at: https://research.hks.harvard.edu/publications/getFile.aspx?Id=322

Sandberg, S., & Scovell, N. (2013). Lean in: Women, work, and the will to lead

Questions? Nicole Davidson