1. How Women Can Negotiate
More Effectively
Caitlin Henke, M.A.
Career Development Facilitator
Crhenke@unm.edu

2. Research Says…
• Men 4 x more likely to initiate negotiations
• There is a high cost for not negotiating
• The salary gap at age 30 is $11,000 because
of negotiation not occurring
• Women often feel that if they are not
offered something then they are not
qualified to get it.

3. I’d rather go to the Dentist
• Women are received better when they are
perceived to be: social, friendly, non-
confrontational and considerate
• Believe negotiation goes against these principles
• Interestingly, women negotiate well for others but
not for themselves

4. We need to expand our
definition of negotiation
• Too often we think of negotiating only in
terms of formal rituals like negotiating a
salary or a asking for a promotion
• Broadening your view opens up
possibilities

5. Why is this such a
challenge?
• Social cost of asking
• Don't feel the same sense of entitlement
• More likely to cooperate
• Socialization- learn not to self promote
• Occupation segregation
• Access to information

6. Creating a Bridge
• All negotiators are interested in 2 things
 the substance of what is being negotiated
 the ongoing relationship with the other party
Women are frequently reluctant to negotiate
because they don't want to damage a
relationship

7. Goal
• Can be difficult because it feels greedy or
selfish
 Negotiating on behalf of others- feels more
legitimate and easier to initiate
 The goal is to connect what's good for you to
what's good for the organization

8. Strength
• Women’s strengths in negotiating are:
cooperative orientation, sharing
information, listening, and creativity
• Who is at the table can be just as important
to the eventual outcome as what is on the
table

9. Steps to Effective Advocacy
• Take Stock of your value
• Make your value visible
• Anticipate Challenges
• Appreciate the other’s situation
• Make it easy for the other side to say yes

10. Role Playing
• Increase the chances of controlling the
outcome of negotiation
• Imagine the harshest, most critical thing
someone might say to you and rehearse
your responses
• Pay attention to how you ask. Show off
Competence. Do not be threatening.
• How persuasive is your argument?

11. Negotiation is a Collective
Process
• Negotiating skills are critical for everyone
today.
• Apply to everyone who negotiates—which
is all of us all the time.
• The more skillful we become as advocates
in a collaborative process, the more we can
expand our opportunities.
• Establish credibility

12. Initial Salary Negotiations
• Before the offer
(knowing what the Negotiable Conditions are as well as your
bottom line)
• When you get offer
(ask for more time)
• Entering in
(know your personal style, what is on the table, who is at the
table)

13. How Would You Respond?
Interviewer:
• “ So Susan, what kind of money are you
looking for?”

14. How Would You Respond?
Bad response:
• “I think $50,000 is a good starting salary for
me.”
Better response:
• “Since this is my first professional position,
could you tell me what salary range has
been approved for this job?”
Remember: the first person to state a
number loses.

15. How Would You Respond?
Interviewer:
• “ How much were you making in your last
job?”

16. How Would You Respond?
Bad response:
• “I was making $50,000”
Better response:
• “My salary was within the average range
for someone with my qualifications in this
industry and location.”
Avoid stating a figure. You may price your
self out of the job or get a salary lower
than your worth.

17. Asking for More Time
Interviewer:
• “I need an answer in 2 days.”
Possible response:
• “Is there any flexibility in that timing? I
need to check on a few things before I
make my decision. I can get back to you in
5 days.”

18. Asking for More Time
Possible response:
• “I’m expecting a few other offers to come
through in the next week. I am very
interested in this position but I want to
make my decision knowing all of my
options. Would it be possible to get back to
you next week?”

19. We are Here to Help
• Contact us 277-2531
• Walk ins everyday or schedule an
appointment
• www.career.unm.edu