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NEGOTIATE YOUR WAY TO A WIN.

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Nicknamed “the female Jerry Maguire,” Fletcher spent the first 20 years of her career as a sports agent,

representing everyone from pro baseball players to college coaches.

As one of the only female agents in the industry, she held her own against male

counterparts in the “old boys’ club.” Today, she uses her experience to educate and inspire, speaking to

audiences around the country about topics like women in leadership and

personal development.

MEET MOLLY FLETCHER!

Just after the publication of her latest book, A Winner’s Guide to Negotiation: How

Conversation Gets Things Done, Molly answered questions about

negotiation from members of Connect: Professional Women’s

Network. Here’s some of her most popular advice.

MOLLY’S 5-STEP PROCESS TO HANDLE ANY NEGOTIATION:

1. Set the stage 2. Find common ground 3. Ask with confidence 4. Embrace the pause 5. Know when to leave

How do you negotiate a fair salary? It’s easiest to negotiate when you have the job offer. Make sure you know your comparables (comps)—the industry standard for your position—as these set the baseline. If they’re not readily available, dig for them! You may have to use your relationships with current/former colleagues or others who work in the same industry to get them.

How do you negotiate a job offer when you’re currently unemployed? Reframe your perspective. The focus shouldn’t be that you’re unemployed, but that you have an opportunity where you can deliver. You have to believe that you have tremendous value. The employer has no idea of your other options, and that’s to your advantage. They should know you’re not in a hurry to make just any deal.

Should recent college graduates negotiate or wait until they have more experience? Negotiate! It can be intimidating, but that’s why it’s even more important to do it early in your career—you get better with practice! An initial job offer is the easiest time to negotiate, and it is usually expected.

“NOT NEGOTIATING A FIRST JOB OFFER

CAN COST YOU OVER $500,000

DURING THE COURSE OF A CAREER. ”

How should a woman negotiate for her career development and progression? You have to be articulate about how you can positively impact the overall organization. Demonstrate the value your development creates for them and how it benefits them. Turnover is costly, so normally it’s to their advantage to help you grow.

How do you negotiate a win-win contract and maintain it? Start by listening to the other party and understanding what they value and what’s important to them. Then marry that with what your needs are. Anticipate what a successful multi-year deal looks like for both of you. Communicate that it’s important to you for this to be a win-win deal and a relationship that carries over each year.

How can I negotiate in a male-dominated field without coming across as aggressive? Be authentic. One of the biggest mistakes I see women make is that they feel they have to take on a different persona to negotiate effectively. I’ve never seen that work. Be who you are, and play to your strengths.

“Men negotiate about four times more often than women, but when

the guidelines are clearer, women negotiate at the

same rate and just as effectively.”

You recommend embracing the pause when negotiating. How can I do this? Learn from the media. Ever notice how they ask a question and then stop talking? That’s what you have to do after you lob a tough question. Practice it at small stakes to get comfortable. It’s amazing to see the information you gain from the other side when you master this.

What should you do if you negotiate and get a “no”? Try to understand why they don’t see what you see. Then use it as an opportunity to set the stage. Set the expectation that “if I do X, Y, Z, then we can revisit this conversation.” If you do accept the initial terms but are unhappy, communicate that you don’t like the terms of the deal, but you’re accepting because you know you can deliver and you’ve set the expectation that the arrangement will be revisited.

How do you negotiate with someone who would rather engage in a battle? You cannot allow yourself to get sucked in. Steer the conversation back to what you’re there to do, and they’ll realize that you aren’t going to engage. Remove undue emotion. And if they still engage in battle, ask them, “Do you want to get a deal done? What does a good deal look like to you?”

“An effective

negotiation is about conversation and relationships. It

doesn’t have to be playing hardball.”

How do you know when it’s time to stop analyzing and take action? When you start seeing missed opportunities or lost deals. Think of it like a quarterback in the “pocket” in football. If he stays in the pocket all day looking for an opportunity, he’s going to get sacked. Recognize the opportunity before your pocket starts to collapse.

Do you use the same negotiation skills in your personal life as in your professional life? The core of negotiating is the same. You have to be prepared. You have to connect and know what matters. You have to have the courage to ask for what you want. You can’t overleverage and damage the relationship.

“When women don’t

negotiate, they sacrifice more than just money. They

also miss out on opportunities for exposure,

training and an upward career trajectory.”

©2014 LinkedIn Corporation. All Rights Reserved.

JOIN THE CONVERSATION! LinkedIn and Citi’s Connect: Professional Women’s Network is an online community with more than 375,000 members that helps women achieve the careers they want and discuss issues relevant to their success. Visit linkedin.com/womenconnect for more information and to join the group for free! For more great insights on negotiation, check out Molly Fletcher’s live discussion in Connect.

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