According to a study conducted by The Heat Group, over half of Australia’s women (55.4%) believe they aren’t being paid the wage they deserve due to poor negotiation skills. Gillian Franklin, Managing Director of The Heat Group (which interviewed 753 women in June 2013) strongly believes that it is important for women to place emphasis on their value and worth in the workplace and also to learn negotiation skills so as to narrow the divide that still exists between them and their male counterparts.
Like any business skill, the art of negotiation is one that can be learned and we recommend you put it high on your agenda if you want to advance in your business or your career.
Here are four tips for getting what you want during a negotiation:
- Be confident.
When you are confident about your skills and you can identify how your contribution to an organisation will align with and support company goals, your chance of negotiation improves.
Show the value that you can add either in your existing role or through new initiatives that you’re willing to spearhead. Initiative, and especially initiative to lead is highly valued in organisations of all types.
- Be prepared.
If you are pitching for a salary increase go in prepared. Do your homework and prepare what you are going to say. Be sure to provide SOUND reasons to justify your request. Don’t be critical and be enthusiastic (and clear) about the company goals and your future contribution.
Avoid negotiating when you are stressed, tired, angry or confused. Negotiating when upset will not have you be your most powerful.
Know your worth – While you should have comparisons for your job and responsibilities your worth to one employer (perhaps a small employer with limited resources) may be different to a larger company with a bigger budget to spend.
Get training. Do a course on negotiations or read a good book. We like “A Woman’s Guide to Successful Negotiating by Lee and Jessica Miller.
- Be clear about your outcomes and the big picture.
Consider the whole package, not just your salary base. While the company may not be able to afford more $ perhaps you can build in added leave, a work from home arrangement or other benefits that are rewarding.
Will a higher salary really make a difference to how you feel about the job? While some people will endure a role they don’t enjoy for the money, I find that we spend too much time at work to not be doing something we enjoy.
Be clear if your request for more money is actually a request for something else? Do you want more flexibility? Are you really looking for more challenges and to contribute more? Be clear on what you are asking for.
- Be willing to walk away.
If your salary demands cannot be met, and you can’t come to an agreement with your employer about a package thatworks for both you then you may have to walk away. Be sure not to threaten or provide ultimates. This won’t help your negotiation and may work against you.
Gillian Franklin
Gillian is one of Australia’s most innovative marketers with a passion and … women in business. During the past twelve years, Gillian has grown the Heat business from five employees working out of a coffee … some of the world’s leading cosmetic brands. Gillian was inducted into the Hall of Fame and her story can be read here.
ABOUT HEAT GROUP
Despite being relatively unknown to the everyday shopper, Heat is a brand that touches millions of lives each year. Industry data shows that someone, somewhere will purchase a product that was distributed by Heat every 2.7 seconds. The Heat Group is the exclusive Australian distributor of Max Factor, COVERGIRL, Bourjois, essence and Jeanne Arthes fragrances, the official licensee of Warner Bros. personal care, and the owner and distributor of ulta3, Billie Goat Soap and MUD. Heat is recognised as one of Australia’s most successful entrepreneurial companies and works to make a difference to the lives of Australian women every day. Visit www.heatgroup.com.au.
