Transcript serve human needs? - American Library Association

NEGOTIATION:
WHAT ELSE IS ON
THE TABLE?
Laura Francisco, VP/Strategist
The Singer Group
American Library Association
June 27, 2011
What we’ll cover
• What’s on the table?
• Negotiations – yes you can
– The Basics
– Styles
– When to ask
– Do’s and Don’ts
– Resources
• Wrap up
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Let’s play….. Family Feud!
Q: What is on the table?
• Answers
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Base compensation
Bonus
Incentives
Insurance premiums
Additional paid time off
Working conditions
Telecommuting
Retirement
Special projects
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Flexible hours
Car
Education reimbursement
Job development/training
opportunities
Laptop
Cell phone/ smartphone
Membership dues
Time off for volunteer
work
COMPENSATION
BENEFITS
WORK ENVIRONMENT
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What is negotiation?
Negotiate:
To arrange for or bring about through
conference, discussion and compromise
To persuade another to come around to your
way of thinking
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Negotiation is
• Human interaction
• Adapting to a situation
• Art & science
• PROCESS not an event
Ron Shapiro, The Power of Nice
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The mindset
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I can’t do that….. Can I?
• Yes you can!
• Even in this economy
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Running for the exits
• You have some leverage!
– Many employers concerned
about top talent leaving
– 31% willing to negotiate with
current employees
– Half plan to leave room to negotiate with new
employees
– Renewed focus on retention AND performance
CareerBuilder Survey; 9/10
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Women CAN Ask
• We’re all engaged in negotiation
• Women negotiate well for others
• Men negotiate well for themselves (and do it
4x more often!)
Sarah Laschever, 3/10/10, presentation to ALA-APA.
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How come he (or she) got
more than me?
• Why didn’t I get a raise?
• You didn’t ask!!
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Women & Men
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The “Nice” factor
• Perception: women who ask for more are “less
nice.”
– Men ask: proactive
– Women ask: pushy
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B-E
A-G-G-R-E-S-S-I-V-E!
or not
• Some strategies to avoid the
backlash
– Justify the request – my team leader
or immediate supervisor told me I
should ask
– My negotiating skills are an asset to the library
– Conforms to feminine stereotype but – it works
from Harvard and Carnegie Mellon research
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78¢ to the dollar
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Leaving money on the table….
• Beginning of career?
Between $1 - $1.5m
over a lifetime
• Changing jobs?
Employer asks for
previous salary
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Five minutes can cost you…
• Thousands and
thousands
• 40-yr old accepting
$70,000
instead of $77,000
– $381,000 less in 25 years
*invested at 3% interest
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Five minutes can cost you…
• Job offered at $40,000
• Counter with $43,000
• Manager: “That’s only $57 more/week”
• You: “EXACTLY.”
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HERE’S HOW
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The basics
• Knowledge is power
• Have something you’re willing to give up
• Out of the box
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Do your homework
• Pre-negotiations:
– Understand the other side
– Understand the big picture: what’s the end result
you are trying to achieve?
– Identify gaps
– Quantify
• Find the boundaries – low and high
– Re-prioritize
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Concern for the relationship (relational outcome)
Start with Style: What is yours?
Accommodating
Collaborating
Compromising
Avoiding
Competing
Concern for self-interest (substantive outcome)
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Roger J. Volkema, The Negotiation Toolkit.
Negotiations
• Prepare: research, study, stockpile knowledge
• Probe: Ask questions, you’ll get answers
• Propose: try to not go first. When you do, make a
strong, reasonable offer. Be prepared to change it.
• Listen: Nature has given men one tongue but two
ears, that we may hears from others twice as much
as we speak.
Epictetus
Shapiro
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Techniques: Preparation
P.A.I.D.S.
• Precedents
• Alternatives
• Interests
• Deadlines
• Strengths & Weaknesses
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Highest goal/Walk away
Strategy, team
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Techniques: Probing
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What is important to them? What else?
Hypothesize
Answer questions with questions
Tell me more
Techniques: Propose
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Try not to make the first offer
Never immediately accept the first offer
Set your aspirations high
Defer to their expertise
Turn discussions into offers
Force a counteroffer
Focus
• Specific accomplishments and results
• Salary range and justification
• Understanding of what’s important to the
library
• Come prepared
• Have other options in mind
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Salary Data
• ALA-APA Library Salary Database - $50 onemonth subscription
– Key library positions and descriptions
– Geographic data cuts
– Library type/size
– Range of salary data
• PLA-PLDS Statistical Report - $250 annually
– Entry librarian and Director
– Budget, number of employees, population area
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Salary Data
• Other library surveys (Allen Co., IN)
• Bureau of Labor Statistics – updated periodically
by geographic area – and free!
– Just released: May 2010 Occupational Employment
and Wages report focused on Librarians (other
positions included as well)
• Non-profit or governmental surveys prepared
locally – usually very low cost
• Beware salary.com, payscale.com, etc., and
hearsay (“My friend at the University said…..”)
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Silence is Golden
• Ask an opening, open-ended question
– How do you feel about my proposal?
• Then, be quiet!
• Discomfort makes us chatty
• Chatty sometimes ends up being the
kiss of death in negotiations as you
may give away any foothold you had
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Relax
• Anxiety makes it WAY worse
• Average of 7.5% lower for
initial offers
• Can the drama
• Find a cure for apologitis: “I’m sorry to ask this
right now but…” “I feel bad coming to you
with this but…..” These equate to saying:
“Don’t give me what I’m asking for.”
Brooks and Schweitzer, Wharton School
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Encountering difficulty?
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Don’t take it personally. Don’t get personal
Be prepared; have a strategy
Take a time-out. Slow down, cool off.
Learn to tack – don’t sail into the wind!
– Understand their pressures
– Acknowledge their concerns
– Could they reconsider in 6 months?
– Let them save face
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Encountering Difficulty?
Negotiators are people first
– Emotions, values, different
background
– Put yourself in their shoes; understand
their point of view
– Don’t deduce their intentions from
your fears
– Don’t blame them for the problems
– Get them involved in the process
– Face saving: make your proposals
consistent with their values
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Practice
• Practice with peers/colleagues – practice
different styles
• Practice in real life – retail, hotel/airline
upgrades
• Start `em young: the Girl Scouts now have the
“Win-Win badge!
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Talking points
• Shouldn’t have to choose between paying
fair salaries and buying books
• Starting salaries for X (position) are x%
higher than librarians who also have
bachelor’s degrees
• Who will take the place of retiring
librarians?
• Can’t live on love alone!
• Libraries work because library workers
make them work!
• Today’s librarian is a tech savvy, info
expert who can enrich the learning
process of any library user – from preschool to grad student to retiree!
From Advocating for Better Salaries and Pay Equity
Toolkit ala-apa.org
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IT’S ALL IN THE
TIMING…
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Timing is Everything
• Assume it’s ALL negotiable
• Ask for enough – women typically
ask for 30% less than men!
• When are you asking? What’s going
on around you? Promotion or
performance review?
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Negotiations – the Dance
• Taking a new job:
– Research/prep
• Don’t give a range - $45,000 $50,000 – they know you’ll take the
$45,000
– Once job is offered, evaluate the
whole package
• Base and alternative compensation
• Benefits/Perks
– Counter offer – “Is there any
flexibility?”
• Practice
• Be confident and succinct
• Know your value and worth
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Negotiations – the Dance
• Asking for a Pay Raise:
– Doing a great job does not mean an automatic
raise
– Understand your worth/value and build a case
– But I don’t like to talk about money…..
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What about this economy?
• Libraries are:
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Restructuring and reorganizing
Cutting positions and hours
Freezing or cutting pay
Focusing on retention of key talent
• Even so:
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Crucial to look after your career during these times
Still, make sure timing is right (context)
Have a plan, be specific and clear
Make it about you, not anyone else
Be prepared to wait
Stay positive: evaluate next move
Negotiations still work
Even in this economy….
• Sample of newly hired employees in various
industries
• Those who chose to negotiate increased starting
salaries by $5,000 on average
• Creative ideas:
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Develop cross-training programs
Mentoring programs
Skills-for-pay
May put off raise but will build justification
• Prepare yourself with a
positive outlook
• Counteroffer, if necessary
• Be confident!
• Make it about YOU.
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• Come at negotiations with a
“hot shot” attitude
• Damage relationships for
short term gains
• Be submissive
• Ask for more just because
someone else gets more.
Additional Singer
Group Resources
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Other Resources
• www.Vault.com – data, information and reports to help
negotiate your best offer
• The Power of Nice, Ronald Shapiro
• The Negotiation Took Kit, Roger Volkema
• “Women Don’t Ask: Negotiation and the Gender
Divide,” Sarah Laschever, presentation to Women’s
Center at Northwestern University.
• http://www.shenegotiates.com/
• Alison Wood Brooks, Maurice Schweitzer (2011), Can
Nervous Nelly negotiate? How anxiety causes
negotiators to make low first offers, exit early, and earn
less profit, Organizational Behavior and Human
Decision Processes, 115, 43-54
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The Singer Group, Inc.
No matter what the next level is for your organization, The Singer
Group can help you reach it – with more ease and momentum
and faster results.
As HR & OD consultants committed to innovation in the field, we
work with organizations in the public, social and private sectors
to bridge the gaps between where they are now and where they
want to be. We develop forward-thinking strategies that optimize
every aspect of human resources and organizational
development.
Simply put, we reach deep to access your organization’s hidden
potential and help you develop the ways and means to realize
it.
This presentation was conducted by Laura Francisco, VP/Strategist. For
more information about The Singer Group please visit our website at
www.singergrp.com.
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The Singer Group, Inc.
• Managing Change: Improving your organization’s
flexibility in adapting to a changing business
environment
• Creating an Effective Organization: Developing and
operating the most effective organization to achieve
your mission and objectives
• Developing People and Performance: Giving employees
the opportunity and support they need to perform at
optimal levels
• Designing Compensation Systems: Assuring that pay
attracts, motivates and retains the best people for your
organization
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Library Client List
Akron-Summit County Public Library, OH
Anne Arundel Public Library, MD
Baltimore County Public Library, MD
Carnegie Library of Pittsburgh, PA
Caroline County Public Library, MD
Carroll County Public Library, MD
Cecil County Public Library, MD
Columbus Metropolitan Library, OH
Charles County Public Library, MD
District of Columbia Public Library, DC
Durham Public Library, NC
Eastern Shore Regional Library Assoc., MD
Ruth Enlow Library of Garrett County, MD
Gwinnett County Public Library, GA
Harford County Public Library, MD
Indianapolis-Marion County Public Library
Infopeople, CA
Iowa Library Association
Johnson County Library, KS
Kent County Public Library, MD
Laramie County Library System, WY
Loyola/Notre Dame Library System, MD
Metropolitan NY Council of Libraries, NY
Mishawaka-Penn-Harris Public Library, IN
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Missouri Library Association
Monroe County Public Library, IN
North Carolina Library Association
Northwest Library District, OH
Oklahoma Department of Libraries
Pennsylvania Commonwealth of Libraries
Peoria Public Librar, IL
Pioneer Library System (OK)
Public Library Association (PLA)
Queensborough Public Library, NY
Rochester Hills County Public Library, MI
Sacramento Public Library, CA
Sno-Isle Regional Library System, WA
Somerset County Public Library, MD
Southern Maryland Regional Library Association
St. Mary’s County Public Library
Talbot County Public Library, MD
Tippecanoe County Public Library, IN
Tulsa City-County Public Library, OK
Upper Hudson Library System, NY
Yolo County Library, CA
Washington County Free Library, MD
Whatcom County Library System, WA
Wicomico County Public Library, MD