“Women are less confident than men when it comes to negotiations,” says Selena Rezvani, author of Pushback: How Smart Women Ask—and Stand Up—For What They Want. “A big part of that problem for women is the belief that relationships should trump agenda.”Say a prospective client isn’t happy with the figure you quote for upcoming employee training. Rather than lowering your rate, create incentives with free additions that sound generous but are actually low cost and low effort to you. For example, throwing in two one-hour follow-up webinars to reinforce the training helps a prospective client feel they get much more for their money. You, on the other hand, will not incur travel cost or substantial preparation time. Be willing to flex and bend while staying firm where it matters most.
By Jeff Haden, Inc.
“If women can go into a negotiation with the mindset that both parties will benefit from the outcome,” she says, “they may have a much easier time.”
Here are Rezvani’s tips to negotiate more successfully—and more confidently:
Don’t Lower Your Fee. Give Something Away.
Read the full article on Inc.