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Authentic Business Relationships Authentic Conversations About Difference Authentic Negotiating

Negotiating Differences Between Men and Women Pt. 2

Last week’s blog discussed some general differences in how men and women negotiate. I went more in-depth about what many women I’ve worked with have struggled to do most, and that’s own their value. I think there’s a lot to learn in that idea, and the work we can do to own our value is important for both men and women.

In case you missed it, the wonderful Sylvie di Giusto, of Executive Image Consulting chatted about this recently. Check us out: https://www.youtube.com/watch?v=i31n2wK9cuQ.

So, how can we move past limited perceptions of our self-worth and own our value?

Audit your work

Analyze the work you’ve done, and itemize the difference you made with each task. What lives were impacted by the work you’ve done? How much have your coworkers benefited from working with you? Has the company profited from your work? If you take some time for a deep dive into the value of your work and lay it out in front of you, it becomes easier to own your value.

Do the internal work

Find your truth. Once you discover and own that, you can be honest about what you value, what you really want and what kind of person you want to be. If you’re committed to those truths, and your work is pointed in their direction you can feel confident in your value from a deeper perspective than the dollar signs. When we feel like what we’re doing and who we are on a fundamental level is valuable, then it becomes natural to accept that our quantifiable value is commensurate with our work and how we feel about ourselves.

Define your goals

What are your objectives? To this point, we’ve been thinking both granular level of value-adds that your work brings and high-level spiritual and emotional work that can clarify how you value yourself personally. When we define our goals, these things come together. We can set objectives that both add value to our work but also align with our values and the person we want to be.

Backburner your external reward system

There can be a barrage of external factors that stick with us and make it difficult to perceive our value at all, let alone accurately assess it and own it. Between constant adverts that remind both men and women that we’re just not enough, missing this thing or that thing or bosses that make it difficult to parse our value, our external reward systems can be easily broken. The baseline expectation is perfection or outstanding work, so when we succeed and add value, it might seem unremarkable. In the rare instances when we fail or fall just short, it’s magnified and feels like it unravels all the other amazing work we’ve done. When we contract out our reward system, we concede that we have no say in our value, making it impossible for us to own it in any impactful way. If we seek rewards internally and live up to our own self-ascribed standards and find peace in living up to those ideals, we own every aspect of our life, work and value.

Regardless of gender, the Authentic Negotiator finds the same level in any negotiation. Their value isn’t in question, and the goals are clear. Still, it takes work, regardless of your starting point. Authentic Negotiators aren’t born that way. They’ve done the work. What work do you have left to do? My Authentic Negotiating Success Quiz will show you.

Corey Kupfer is an expert strategist, negotiator and dealmaker with more than 30 years of professional deal-making and negotiating experience. He is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the Fueling Deals Podcast.

If you want to find out if you’re an authentic negotiator, take the Authentic Negotiating Success Quiz today!

Categories
Authentic Conversations About Difference Authentic Negotiating

Negotiating Differences Between Men and Women

Men and women are different. That’s a simple fact that we can’t deny. It would make sense then that men and women negotiate differently. Understanding these differences when doing your preparation work is vital for your success.

I had a great conversation with the wonderful Sylvie di Giusto, of Executive Image Consulting about this topic. Watch it here: https://www.youtube.com/watch?v=i31n2wK9cuQ.

Before I elaborate any further, I’d like to clear up a few things. First, and most obvious, it’s misguided to ascribe specific traits to an entire gender and take it as an absolute, but my ideas are informed by over thirty years of negotiating with men and women. Second, I also acknowledge that that for some, gender is non-binary. I speak in these binary terms because the far majority of my experience is with clients who identify as male or female.

At the negotiating table, men who are not skilled negotiators often make the mistake of being the blustery over-confident-types, quick to anger and full of ego. These traits can be temporarily effective on smaller matters with unsophisticated negotiators on the other side, but they also make becoming an authentic negotiator a challenge, fail to build relationship and significantly increase the chance of a deal not working out over time.

Women on the other hand, while still susceptible to bluster and over-confidence, are much more frequently measured and less governed by ego. Women who struggle with negotiating very often have issues with owning their value. Due to ingrained societal paradigms and many related factors, women often severely undervalue themselves, under-sell themselves and are less likely to advocate for themselves much more frequently than men do. Conversely, men are often quick to anger if they feel their value is being challenged or slighted. While the reaction seems opposite to women’s, the male response is rooted in the same issue—the inability to own their value. If they are overvaluing themselves or their product/service, an extreme defense response is to be expected, because they know they can’t own their own valuation. It is important for both men and women to be realistic and honest about their value

Let’s consider an example of undervaluing ones self. If the market value of your work is $300/hour and you perceive that your value is only $150/hour, there is almost no chance that you can successfully negotiate that $300/hour.

Just because we feel like we’re being honest with ourselves doesn’t make something true. If your work on the market is going for $300/hour, that is your value, and that is the truth. Own it.

That’s easier said than done, right? Making a 100 percent jump like that ($150.00 to $300.00) if we haven’t done the prep work to get comfortable with that valuation can take you out of your comfort zone, make your fee quote seem flimsy or disingenuous and cause it be much less likely you will close the business. If you can’t get yourself all the way up to your market value, establish a rate slightly higher than your baseline, one that you still feel you can own, and negotiate for that. It might not mean you are fully owning your value, but it’s a start and it’s changing your mind-set, which is a huge step. The next time you negotiate, you’ll be coming from an even stronger value proposition, and eventually you will own your value. You will close business at exponentially higher rates if you only quote/negotiate for what you can own at that time and then the next step is to do the work to be able to own higher rates over time.

I’ll explore some work you can do to get there in part two.

Regardless of gender, the Authentic Negotiator maintains a quiet confidence and owns their value. Their worth isn’t in question and the goals are clear. Still, it takes work, regardless of your starting point. Authentic Negotiators aren’t born that way. What work do you have left to do? My Authentic Negotiating Success Quiz will show you.

Corey Kupfer is an expert strategist, negotiator and dealmaker with more than 30 years of professional deal-making and negotiating experience. He is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the Fueling Deals Podcast.

If you want to find out if you’re an authentic negotiator, take the Authentic Negotiating Success Quiz today!

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