Transcript Slide 1

While you are waiting for the webinar
to start, please think about:
• What would you like to negotiate more of,
in your career?
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THE ART OF ASKING
Patricia Bovan, Director, Global Contracts and M&A, Customer Insight and
Advocacy Group, Symantec Corporation
Jo Miller, CEO, Women’s Leadership Coaching, Inc.
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Corporate Subscribers
Genentech
Cargill
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Jo Miller
CEO, Women’s Leadership Coaching, Inc.
• Has a passion for helping women develop
leadership skills, confidence and presence.
• Specializes in helping women break into
leadership in industries that have been traditionally considered 'a man's
world', such as technology, finance and energy.
• Since 1998, has developed and implemented leadership development
programs that have benefited women worldwide.
• Delivers over 60 speaking presentations annually to audiences of up to
1200 women.
• Has traveled widely in Europe, North America, Asia Pacific and the Middle
East to deliver programs for women’s conferences and corporate women’s
initiatives at Bank of America, Boeing, eBay, Cisco, Intel, Microsoft, Newell
Rubbermaid, Oracle, Rockwell Collins, UBS, and many others.
• Named one Silicon Valley’s Women of Influence in 2008.
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Patricia Bovan
Director, Global Contracts and M&A
Customer Insight and Advocacy Group, Symantec Corporation
• Leads the Global Contracts and Mergers and Acquisitions group for
Symantec’s Enterprise Products and Services business unit.
• Has focused her legal and business professional career on negotiating and
closing large technology contracts in hardware and software areas,
revenue generating deals and strategic corporate transactions for HDS,
Sun, Symantec, Kellogg and AtomicTangerine, an SRI technology start-up.
• Leads the San Francisco Chapter of the Symantec’s Women’s Action
Network, where she has collaborated with the San Francisco Department
on the Status of Women to implement the Gender Equality Principles
initiative and sits on the Advisory Council.
• Represented Symantec as a Mentor to women from the Middle East and
N. Africa as part of the TechWomen program administered by the US State
Department Bureau of Education and Cultural Affairs and Anita Borg.
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Patricia Bovan
Director, Global Contracts and M&A
Customer Insight and Advocacy Group, Symantec Corporation
• Received Queen’s Bench Bar Association Annual Merit Award. She was
appointed Queen’s Bench Officer and Director in 2007 and also served as
Director of the Queen's Bench Foundation in 2007 and 2008. In 2007 the
National Conference of Women’s Bar Associations granted an Annual
Public Service Award to a Mentoring Program she led at Juvenile Hall for
five years.
• Past Co-Chair of the Women for Women International San Francisco
Leadership Circle.
• Received her B.A. from Cornell University (Gov’t, Chinese Studies; Soviet
Studies), and J.D. from Case Western Reserve. (International Business
Transactions)
• Married to another lawyer; enjoys travelling (was in Istanbul, Morocco and
Cairo last October) and opera (12 Ring Cycles).
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The Art of Asking
The most
successful
women leaders
get to where
they are by
delivering
results.
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In this webinar
1
• Why you must
negotiate
2
• Negotiation as a
way of life
3
• Top techniques
to master
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In this webinar
1
• Why you must
negotiate
2
• Negotiation as a
way of life
3
• Top techniques
to master
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Why is this topic important to
you?
Why is this skill important for
women who want to make an
impact in business?
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“You have to ask for what you want.
You have to be willing to stand up for
yourself.
Everything is negotiable.”
- Patricia Bovan
What is the most important step to take,
to achieve results through negotiation?
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Kellogg School of Management
78% negotiated
something on behalf
of themselves.
Median amount
saved: $2,200
22% negotiated
something on behalf
of their employer.
Median amount
saved: $390,000
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Their most important tactic:
“Choosing to
negotiate at all.”
Deepak Malhotra
Professor, Harvard
Business School
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You have said that “everything
is negotiable.”
Can you give us an example?
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In this webinar
1
• Why you must
negotiate
2
• Negotiation as a
way of life
3
• Top techniques
to master
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17
In this webinar
1
• Why you must
negotiate
2
• Negotiation as a
way of life
3
• Top techniques
to master
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Jo had a coaching client named
Evelyn who wanted to negotiate
a promotion and a raise.
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Evelyn negotiated:
Conference
Field trip
Executive meetings
Cross-training
Financials class
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“Make
negotiation a
way of life!”
Evelyn
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POLL: For me, negotiating…
1) Is extremely uncomfortable - I don't do it.
2) Is uncomfortable - I will when absolutely
necessary.
3) Is OK - I do it when I have to.
4) Is fun! Bring it on!
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In this webinar
1
• Why you must
negotiate
2
• Negotiation as a
way of life
3
• Top techniques
to master
© COPYRIGHT 2012 WOMEN’S LEADERSHIP COACHING. ALL RIGHTS RESERVED
23
In this webinar
1
• Why you must
negotiate
2
• Negotiation as a
way of life
3
• Top techniques
to master
© COPYRIGHT 2012 WOMEN’S LEADERSHIP COACHING. ALL RIGHTS RESERVED
24
What have you negotiated for
your organization that you
were particularly proud of?
What are some key lessons
learned from those deals?
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Top techniques to master
Be thoughtful of the long-term implications for relationships you
build at the negotiation table.
Understand your walk-away point.
Know their walk-away point.
Expect that the biggest compromises will occur early on, then
become more granular.
Don’t spring big surprises on them at the end.
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Know your bargaining chips: what are you willing to give up?
26
What mistakes have you made
in negotiations?
What have you learned as a
result?
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Negotiation mistakes to avoid
• Not being prepared
• Not knowing your bottom line or objectives
• Not figuring out their bottom line
• Being in a hurry – for example, making
assumptions without checking facts
• Trying to have it all rather than win-win
• Not fully documenting the deal
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What is something you have
negotiated for yourself that had
an impact on your career?
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By not negotiating a first salary, an
individual stands to lose more than
$500,000 by age 60.
(Men are more than four times as likely as
women to negotiate a first salary.)
-Linda Babcock & Sara Laschever
What suggestions can you give
for how to approach negotiating
a raise, promotion, or change in
role?
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Negotiating for yourself in your career
Know what you want
Be willing to ask. Be willing to push back.
Know the trade-offs you’re willing to accept
Know how the other person absorbs & digests information
Make it easy for them to say “yes”
Don’t take “no” personally
Think through the “no” and continue to move conversation forward
If necessary, ask to follow up at a better time.
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Recommended Resources
• “Getting Getting to Yes:
Negotiating Agreement Without
Giving In”, by Fisher and Ury.
• “Women Don't Ask: The High Cost
of Avoiding Negotiation--and
Positive Strategies for Change”, by
Babcock and Laschever.
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EXERCISE:
1. What negotiation technique/s are you
going to practice, and in what situations?
2. What could you negotiate, on behalf of
your employer?
3. What could you negotiate, on behalf of
yourself?
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“In business, as in life, you
don't get what you deserve,
you get what you negotiate”
- C.L. Karrass
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Patricia’s Keys to Success
1) Be willing to ask.
2) Be willing to take “no,” at least
temporarily. Don’t take it personally.
3) Make negotiation part of your everyday life.
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Poised For Leadership Group Coaching
Are you the best-kept secret in your organization?
Build your brand as an emerging leader.
Starts July 13, 2012
Register for $199 at
www.WomensLeadershipCoaching.com
© COPYRIGHT 2012 WOMEN’S LEADERSHIP COACHING. ALL RIGHTS RESERVED
39
Today’s slides and recording will be posted
within 24 hours to:
http://www.womensleadershipcoaching.com/
emerging2_tao.htm
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Thank you for participating in the series!
We hope you’ll join us again starting in August.
Registration is coming soon at:
www.womensleadershipcoaching.com
Sign up for our newsletter to be notified.
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Discussion Questions
1) How comfortable are you with negotiating?
2) What are your favorite negotiation techniques?
3) What negotiation technique are you going to
practice, and in what situations?
4) What could you negotiate, on behalf of your
employer?
5) What could you negotiate, on behalf of
yourself?
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