Negotiating Salary, Women and Negotiation in Business

Negotiation for Women in business was the topic for my presentation yesterday at the University of Colorado Deming Center with women MBAs.  Women just don't ask or ask as effectively--whether it is research studies, anecdotal evidence or our years of experience in negotiating--the consensus is that women use negotiation less than men to get what they want in the workplace.

Ask, prepare and listen are the negotiation mantras we think are helpful to women, particularly as negotiations have become more collaborative than confrontational.

 Ask--get in the mindset to negotiate for what you want, don't assume your hard work will be rewarded and set higher goals.

Prepare--get a wide database, e.g. not just asking women for salary information, gather information from networks and mentors, get factual support and anticipate negotiating ploys and responses.

Listen--elicit needs of the other side through listening and asking open ended questions, silence and the taking of time can add dollars to salary offers,  understand both the relationships and the issues in negotiations through listening, careful listening that enables you to ask inclusive, open ended questions allows for a collaborative solution that satisfies both parties needs.

Some excellent resources we recommend to any woman about to embark on salary negotiations or any other type of negotiation, especially negotiating in the workplace:

Breaking into the Boys Club

Self Nurture Learning to Care for Yourself As Effectively As You Care for Everyone Else

Negotiating Your Salary How to Earn $1000 a minute

Getting Past No

As one woman MBA noted, you have to remember Gandhi's quote , "You don't ask, you don't get" .