Negotiation. It's a word that makes my nervous system, well, nervous.
I never had a course on negotiation in the education system I was a part of. However, I wish a class had been offered because, as an adult, it is a crucial skill to have when navigating life, and especially, my career.
Never having acquired this skill, every time I had to negotiate, I accepted everything at face value. When I heard the dreaded "no," I often felt disheartened because I lacked insight into the reasons behind the rejection. It is frustrating to experience rejection.
Understanding my own value was also a challenge, as I had never thought I needed to state it explicitly; it seemed like stating the obvious.
But through the power of the CCWomen community I received insightful advice that's helped me rethink and reevaluate the way I view negotiation and how I negotiate.
Here are 5 negotiation tips from the CCW Advisory Board that have helped me build my negotiation skills:
Becky Ploeger, Global Head of Reservations and Customer Care, Hilton
Know your worth and be able to verbalize the impact you have on the organization. Think about the things that make you uniquely you (your je ne sais quoi that is difficult to replicate if someone else was in your role) and sell the value you bring to the company. Understanding a broader view of the company is helpful to do this successfully. Do your research and prepare. Then prepare some more, anticipating the questions or rebuttals you may receive. Be so confident that they can’t say no… and know that it’s always a no if you don’t try!
Cheryl China, SVP, Director of Credit Card Servicing, Citizens Bank
Don’t be afraid to ask hard questions – especially when it’s about your career or money. Women are less likely to negotiate their salary. A study found that women are less likely to receive raises they requested, and only about one in three women did nothing after their request was denied. Only 10% continued negotiating. You may not get an answer you like but at least you asked.
Colleen Beers, President and Global Head of Alorica Trust & Safety, Alorica
Start with educating yourself about your value.
I see in many cases women don’t know the marketplace value of their skills and struggle with what to even ask for. Is that too much? Is that reasonable? You must know your value internally and externally, so you are confident when you do ask. Do the research necessary externally through interviews, talking with recruiters, searching job boards, etc. Internally, know your advocates, and your internal promoters and ensure you have a full 360 view from your peers. These combined efforts allow you to confidently know what you’re asking for is commensurate with your value. Also, this is a great opportunity for you to use as leverage when negotiating and a great reminder of what a big world is out there waiting for you.
Natalie Beckerman, Global Head, Customer Support Operations, IHG Hotels & Resorts
There is nothing wrong with asking for the amount you are worth.
Be comfortable asking for the highest amount. Expect to negotiate. I always say people value you how you value you. You don’t need to feel embarrassed or humbled asking for the amount you think you are worth. If you don’t ask, you won’t get it, and by you asking, it helps you and all women. We didn’t apply for the job to be empowered for career growth, we are here to get the salary and benefits we so equally expect and rightly deserve. 
Lydia Clayton, AVP, Contact Center Operations, Cox Automotive, Inc.
Research the role and company to determine, what are the requirements?
How do you stack up compared to the requirements? Once you are informed, you should always remember, you are not getting paid what you are worth, it’s what is being offered for the job and where your expertise is within the pay band. Then be prepared to negotiate based on your experience and sell yourself! Ask for it!
Negotiation is essential for women because developing strong negotiation skills is an important step in enabling women to advocate for their rights and interests in both professional and personal spheres.
