Negotiation

Session highlights:

  • A Kellogg School of Management study showed that the most important tactic is “choosing to negotiate at all”. Just knowing that you can negotiate is a big step forward.
  • Women miss out on potential benefits when we are uncomfortable about negotiating, or because we don’t know that we can ask for more.
  • Women excel at negotiating on behalf of others – think about how you can frame your request in terms of benefits to your team, org, or family.
  • Women also excel at finding win-win solutions – benefiting all parties and building a good relationship.
  • Start small. Build your skills and confidence by negotiating lots of low-stakes things that you don’t care much about (bank fee waivers, new customer promotions, etc).
  • Do your homework, understand your audience, and always have alternative options.

Additional resources:

Lean In Education on Negotiation: Learn a simple framework for approaching negotiation in a whole new light.

Getting to Yes: How to Negotiate Agreement without Giving In – a book by Roger Fisher, William Ury, and Bruce Patton of the Harvard Negotiation Project

Ask For It: How Women Can Use the Power of Negotiation to Get What They Really Want – a book by Linda Babcock and Sara Laschever (a follow up to Women Don’t Ask)

Download the negotiation handout sheet shared at Networking with a Purpose – Silicon Valley and at Denver SalesForce Girly Geeks.

What’s your favorite negotiation tip or story? Share it in the comments below.

Leave a Reply

Your email address will not be published. Required fields are marked *