Jacqueline Janssen, Janssen & Associates

1. Women Can Negotiate
Get more of what you want
Global Tech Women VOICES
08-March-2014
Jacqueline Janssen
Janssen and Associates
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

2. Women Can Negotiate
Happy International Women’s Day
Since
1909
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

3. Women Can Negotiate
Women Can (are able to) negotiate
Women Can (have the right to) negotiate
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

4. Women Can Negotiate
We are here today to
wake up our negotiating voice and
make it stronger.
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

5. Women Can Negotiate
What do you want?
What would you like to negotiate?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

6. Women Can Negotiate
Think about a time when you got what
you asked for
What was in it for the person who gave it?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

7. Women Can Negotiate
Today:
•
•
•
Steps in Negotiating
How to Practice and Succeed
Setting your goals
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

8. Women Can Negotiate
How has the negotiation of women in history
affected you?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

9. Women Can Negotiate
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

10. Women Can Negotiate
Why don’t we negotiate
•
•
•
•
Don’t want to ask for it
Pattern of not asking
Lack of Confidence
Lack of negotiating tools and skills
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

11. Women Can Negotiate
What does it cost us?
• Surveys indicate a .77 - .82 lower salary for women in the
same work as men.
• 18 Fortune 500 CEOs (3.6 percent) are female.
• 20% of the congress are women
• 26% of college presidents are women
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

12. Women Can Negotiate
What does it cost us?
At its current pace,
it will take until
2085
for women to reach parity with men
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

13. Women Can Negotiate
The Good news:
Today’s Woman
• 46.9 percent of the labor population
• Earn 81.2 percent of what men earn from 62 percent in 1979.
• Earn 25% more college degrees than men
• 30+% of physicians up from 8% in 1970
• 20.1 million women have bachelor's degrees, compared to nearly 18.7
million men — a gap of more than 1.4 million
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

14. Women Can Negotiate
verb: negotiate
1. reach an agreement or compromise by discussion with other.
2. find a way over or through (an obstacle or difficult path).
When done well the resulting agreement will produce a
productive course of action
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

15. Women Can Negotiate
Styles of negotiating:
•Individualistic – winner takes all
•Collaborative – everyone benefits
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

16. Women Can Negotiate
All negotiations are similar
Initial positions
Proposal
Counter proposals
Concessions
Coming to an agreement
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

17. Women Can Negotiate
Do women ask?
• 7% of women and 57% of men negotiate
compensation
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

18. Women Can Negotiate
What does it cost us?
• $100,000 salary – if negotiated to $107,000.
• $7,000 is compounded on work life of 35 years =
$100,000.
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

19. Women Can Negotiate
More than money:
• Employer’s respect
• Accumulation of disadvantage
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

20. Women Can Negotiate
Woman Power!
• Surprise
• Intuition
• Right
• Relational
• Expertise
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

21. Women Can Negotiate
Four negotiating steps
Preparation
Presentation
Ask
Accept
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

22. Women Can Negotiate
Preparation
What is missing, and why? Name it !
Most crucial step: making the decision to negotiate
What is the story?
What do you want?
What’s in it for your counterpart?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

23. Women Can Negotiate
Presentation
Timing
Listening Skills
Body Language
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

24. Women Can Negotiate
Ask
Set your ask higher!
Create multiple ask options
Own your power and status
Give and get something
Exercise the power of No
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

25. Women Can Negotiate
The Power of No
Exercising your boundaries
and
managing your relationship
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

26. Women Can Negotiate
Accept
... Not the first offer!
Confirm what the other is getting
Equanimity (Do not do the “victory dance”)
Appreciation
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

27. Women Can Negotiate
Practice
Start with some easy asks that you know will get a “yes”
Take the steps:
Preparation
Presentation
Ask
Acceptance
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

28. Women Can Negotiate
“Power can be taken, but not given.
The process of the taking is empowerment in itself.”
-Gloria Steinem
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

29. Women Can Negotiate
Have we woken
up our negotiating voice
and
is it stronger?
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

30. Women Can Negotiate
”Let’s do it. Let’s get the job done. I am willing to negotiate.”
Main Republican Susan Collins & Maryland Senator Barbara Murkowski Ayotte, Democrat
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

31. Women Can Negotiate
Today:
•
•
•
Steps in Negotiating
How to Practice and Succeed
Setting your goals
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

32. Women Can Negotiate
Negotiation Is:
A life skill
Learning journey
Self Care
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

33. Women Can Negotiate
Happy International Women’s day
Since
1909
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.

34. Women Can Negotiate
THANK YOU
Jacqueline Janssen
Jacqueline@womencannegotiate.com
http://womencannegotiate.com
(415) 999-1111
Copyright 2014 Jacqueline Janssen, Janssen and Associates. All Rights Reserved.