Pushback: How Smart Women Ask and Stand Up For What They Want

Transcription

1 2012 Invent Your Future Webinar Series Pushback: How Smart Women Ask and Stand Up For What They Want May 8, :00 1:00 pm PDT Presenter: Selena Rezvani Co-Owner, Women s Roadmap Note: this webinar is being recorded and will be available for playback from the IYF website. GoToWebinar technical support Invent Your Future Enterprises #IYFchat

2 The Invent Your Future Solution 2011 Invent Your Future Enterprises #IYFchat

3 Thank you to our Corporate Partners Thank you to our Community Partners GoToWebinar technical support Invent Your Future Enterprises #IYFchat

4 GoToWebinar Attendee Interface 1. Viewer Window 2. Control Panel GoToWebinar technical support Invent Your Future Enterprises #IYFchat

5 Presenter: Selena Rezvani Co-Owner, Women s Roadmap Leadership Consultant for clients including Harvard, Princeton, Comcast, and Johnson & Johnson Columnist for The Washington Post and Forbes Author, The Next Generation of Women Leaders: What You Need to Lead But Won t Learn in Business School and Pushback: How Smart Women Ask and Stand Up for What They Want GoToWebinar technical support Invent Your Future Enterprises #IYFchat

6 Negotiating with Confidence Selena Rezvani

7 Session Overview 1. Why negotiate? Where we can use it How it s a particular MUST for next generation women 2. A Tiered Approach to Negotiating Gather the tangibles Get in their heads Enlist your network Choose strategies and a style Prepare to tell the story Nail down the logistics

8 promotions work assignments exposure benefits pay Negotiating isn t just a visibility headcount leadership opportunities once-a-year skill responsibility maternity leave

9 Gen Y Career Aspirations - Women Entrepreneur 47 Nobel Prize 14 CEO 10 Celebrity 7 Olympian President of USA Star General 2 Source: WomanTrend & Lake Research Partners for Lifetime Television Gen Y Women s Pulse Poll, 2007

10 62% of Gen Y women don t want to emulate their mothers extreme careers Source: Sylvia Ann Hewlett, PhD Center for Work-Life Policy, 2010

11 the most educated 50.4% Doctorates cohort of all time 60% Masters 59% Bachelors

12 Younger women will watch what you do more than they ll hear what you say So negotiate often!

13 1. Gather the Tangibles

14 Preparing the Hard Facts Analytical Data People Data Contextual data P&L, Costs, Revenue Performance Levels Successful Initiatives Research, Surveys Turnover, Promotion Cautionary Tales Cost-benefit, ROI Employee Engagement Competitor Activity Future Forecasts Workload Data Larger Trends Cost of Inaction Praise & Accolades Industry Changes Don t forget about third-party validation!

15 Negotiating For A not-yet-existent job at your firm: Increased headcount: Phase-back maternity leave: Performance metrics Proof of candidacy to perform tasks Level of reliance on/need for tasks you will perform Increased demand of your skills Other positive precedents set Departmental performance metrics Current & potential needs in your unit Precedents within the company Benchmarking: how competitors configure work units Current policy including + s and s Added costs, if any Current employerof-choice status vs. potential improved status Competitor data Analysis of workload & employee utilization

16 Fortify Your Ask Be prepared to say it like they d say it Sparingly use I feel Ground your case in data

17 2. Get in Their Heads

18 Use Their GPS as a Hook Goals Personal short- & long-term business objectives Business & personal causes they care deeply about Passions Struggles Obstacles or commitments holding them back

19 Know Your Counterpart s Style of Communicating/being communicated with Endorsing a project/proposal Making an objection Processing information (quantitative, feelingcentric, anecdotal, or analytical) Decision-making Saying yes

20 3. Enlist Your Network

21 Why confer with your network?

22 sounding board champions data collection insights into your counterpart support your network can offer test market role- playing sponsorship

23 Those who network daily are 1.5 times more likely to be confident negotiators LinkedIn Negotiating Ninja Survey, April 2012

24 4. Choose Strategies and a Style

25 Pushback Approaches on a Continuum Evidence Data Resoluteness Demeanor Hypothesis driven Observations or perceptions Anecdotal Qualitative Deals with descriptions and observations Open Flexible Several right outcomes Emotion, feeling, or sentiment based Humanizes the situation VERSUS Fact based Proven Documented Quantitative Deals with what can be measured Unyielding Firm One right outcome Logical Emphasizes analytical lens

26 Write a plan that includes a signature line. Make it easy for them to say yes. Source: Harvard Negotiation Project, 2011

27 5. Prepare to Tell a Story

28 Storytelling Tactics Have a beginning, middle and end Sample Structure: Thesis Evidence Preempt Objections Conclusion

29 Respect the Primacy & Recency Effects Beginning Middle End I d like to talk about my future here at the company. I ve learned so much over the last 3 years and want to discuss how I can assume more responsibility. By managing the Miller, Syeed & Benson accounts, I ve gotten firsthand experience with clients (summarized in this table). I m asking to build on those experiences by taking a more senior role on the team, with more time interfacing with clients. I ve taken the time to draft what a position like this could entail. Again, I am very appreciative of the learning opportunities I ve gotten here. I m committed to the firm & hope that you and I can find a way to broaden my impact.

30 A little self promotion can go a long way

31 6. Nail Down the Logistics

32 Nail Down the Logistics Give yourself the home field advantage Plan your timing carefully Consider the format: person/ /phone Understand patterns of concessions Norm of reciprocity Larger concessions earlier, tapered nearing target point Power of referent points (anchoring)

33 Other Considerations Your turf Eat together Sit side by side Mirror their style Set the cadence Weave in your résumé as needed

34 Most common pitfall among negotiators: Overestimating the other party s power and underestimating yours. Source: Richard Shell, Wharton Business School, 2011

35 What will your legacy be?

36 candid fearless develops others proactive unflappable influencer positive risk taker mentor educated propeller inclusive entrepreneurial brilliant memorable global perspective solution-oriented irreverent resourceful upbeat daring teacher gutsy bold sponsor

37 Selena Rezvani Twitter: SelenaRezvani Facebook: NextGenWomen

38 Continue the Conversation Go to the Pushback webinar page on for: Discussion questions Additional resources Selena s presentation 2012 Invent Your Future Enterprises #IYFchat

39 Discussion Questions 1. Good girlisms are one key reason that women hesitate to negotiate. What good girlisms have you had to combat? 2. Think about and discuss the short term effects of not negotiating at work. Now project into the future and talk about the longer term effects financially, personally, and professionally. 3. Many of the best negotiators have a negotiation mindset, meaning that they see the world around them as open to revision and up for discussion. They don t live with inconveniences or less than optimal situations. How can you build more of this kind of mindset for yourself? 4. We will often make proposals of those with more power and sway, but it doesn t mean we need to capitulate and follow their lead. How can women negotiate for what they want without being overly deferential to their counterpart? 5. As we all know, actions speak louder than words. With so many young women looking up to more established women, modeling negotiation behaviors becomes critical. What can established female professionals do to encourage their younger sisters to negotiate at work? Available on the IYF website 2012 Invent Your Future Enterprises #IYFchat

40 Additional Resources Negotiation skill building: PUSHBACK: How Smart Women Ask And Stand Up for What They Want by Selena Rezvani Women Don t Ask by Linda Babcock & Sara Laschever Getting to YES by Roger Fisher, William Ury and Bruce Patton SheNegotiates telecourses negotiation training and coaching for women (SheNegotiates.com) Third party salary validation: PayScale.com GetRaised.com Salary.com Resource list available on the IYF website 2012 Invent Your Future Enterprises #IYFchat

41 Upcoming Events Midwest Invent Your Future Conference Innovation and Leadership: Breakthrough Strategies for Uncertain Times June 19, 2012 Indianapolis Selena Rezvani is a featured speaker Next webinar: Emotional Equations: Simple Truths for Creating Happiness + Success in the Workplace July 18, :00-1:00 pm PDT Presenter: Chip Conley, former CEO, Joie de Vivre 2012 Invent Your Future Enterprises #IYFchat

42 Join Invent Your Future Online Stay connected with us for continued conversation about women in business and how to grow your career. Like Us on the IYF Fan Page Join the IYF Group Follow Questions? Invent Your Future Enterprises Get alerts about upcoming webinars. Join our mailing list! #IYFchat

43 Please Complete the Survey Please give us your feedback about today s webinar. You will automatically receive a short survey via at the conclusion of this webinar. The webinar recording will be available for playback from the Invent Your Future website. All attendees will receive an with instructions for accessing the recording. The webinar series is produced by Invent Your Future Enterprises, a professional development company that specializes in the retention, development and acceleration of women leaders Invent Your Future Enterprises #IYFchat