A CEO asks: Are you negotiating for yourself?
Thursday, November 07, 2013
Posted by: Barbara Francella
Do you always get what you want?
How many times have you negotiated a contract
successfully on behalf of the company and saved the organization millions? What
about the time you gained the Board’s agreement to a major, game-changing business
proposal you put together? Or when you advocated for a promotion for one of your
direct-reports and the company supported it?
These are all forms of negotiations we do as
professional leaders in our day-to-day jobs. We dedicate a lot of effort and
time to achieve these results and successes.
But how much time and effort do we put toward
negotiating for ourselves, personally, for what the type of job we want, our
personal development or compensation? Why do we not put as much effort or
tenacity behind asking for what we want as we do when we negotiate a contract
from our company? Data suggest that when it comes to negotiating for personal
goals and desires, women do it less often and are less aggressive than their male
If we don’t do it, who will? It is important that
women ask for what we want for our careers. If we don’t ask, the likelihood we
will get what we want is low to none. Here are a few tips for negotiation for
what we want in our careers.
We invest time and effort in winning a contract and negotiating a deal; we must
invest time in preparing for the negotiation of what we want personally. First,
determine career goals and the plan to get there, including the negotiation
strategy to achieve them.
your value. Women believe as long as we do a good job, someone
will notice and "take care of us.” But this approach leaves too much to chance. We need to be intentional by showcasing our good work
and accomplishments. Share your work and be strategic with communicating to
those who have major influence on your career. For example, before you ask for
a raise or a promotion, you need others to know your accomplishments and how
you are ready for the next job. When results are visible and applauded, your
brand value goes up.
ask can benefit both sides. We typically come out and ask
directly for what we want. At times, it
may be more effective to position the request so that it seems beneficial to
both sides. In other words, how do you ask for what you want in a way that can
be a win-win? For instance, if you ask for training that will further develop
your capability, it may be positioned as training that will help with a project
that benefits your boss or the company, rather than being solely for your own
have options. Instead of negotiating with one
position, what are other options that will still put you in a better place? How
do you have those options in your back pocket in case you need to use them as
part of your negotiation strategy? For instance, you want to ask for a flexible
schedule where you can telecommute one day a week. Your boss is concerned about importance of
your presence in the office, including the meetings that are best attended in
person. You may offer to consolidate and schedule those meetings on days that
you are in the office. Or, if the goal is to be able to telecommute 20 percent
of the time, offer to use your judgment based on the needs of the business to
determine how best to do that within a month (versus each week).
Joy Chen is the CEO of Yes To Inc., a Network
sponsor that specializes in natural skincare. In less than three years, Chen
has catapulted the brand to number two in the natural personal care category.
Prior to Yes To Inc., Chen spent 16 years at the Clorox Company in senior
leadership positions in marketing, sales and operations. The San Francisco
Business Times recognized her in 2012 as Most Admired CEO of the Year and in
2013 as one of the Most Influential Women in Business.
Views expressed in signed blogs and user
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