1. Negotiating for Women in Leadership Roles Dr. Allison Garrett Vice President for Academic Affairs

2. Negotiation is not... war.

3. Negotiation is not... science.

4. Negotiation is not... cloying behavior.

5. Negotiation is not... a competition.

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

7. We negotiate every day... at home.

8. We negotiate every day... at work.

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

10. 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

11. 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

12. 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

14. 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.”

15. 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.

16. Negotiating Tips