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Strategies for Knowing What You're Worth and Negotiating | Women Techmakers Montreal '19

Strategies for Knowing What You're Worth and Negotiating | Women Techmakers Montreal '19

How much are you being paid? How much are you worth? This talk will go over some scary money stuff, ways to recognize a bad situation, and how you can negotiate for a better salary whether you’re getting a new job or getting a raise at your current job.

Tracy Osborn

March 23, 2019
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  1. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Strategies for Knowing What
    You're Worth and Negotiating

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  2. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Negotiation and talking money is
    scary stuff.

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  3. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    (This presentation has a lot of 

    information aimed at women specifically — 

    but is relevant for all!)

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  4. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Hi, I’m Tracy!

    @tracymakes

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  5. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  6. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    (I’m currently in the process of
    negotiating offers myself!)

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  7. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  8. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Let’s talk about 

    the scariest moment in my career.

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  9. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  10. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    55%
    raise

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  11. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  12. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes


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  13. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  14. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    There was no reason to pay me more 

    until I asked for it.

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  15. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    — Knowing what you are worth.
    This moment taught me the importance of:

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  16. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    — Knowing what you are worth.
    — How to ask for it.
    This moment taught me the importance of:

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  17. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    I want to be the external force 

    that encourages you to make a change.

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  18. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    How do you know 

    how much you’re worth?

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  19. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Build a support network

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  20. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  21. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Email lists

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  22. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    devchix.com anitaborg.org/get-involved/systers/
    Email lists

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  23. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Slack groups
    djangoconus2017.herokuapp.com
    witchat.github.io

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  24. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    “I was looking for some suggestions on my job offer. The salary is good for
    me, especially when I am getting that much right after graduation. The job is
    great and I am definitely taking it. However, I was wondering if I should
    negotiate on the salary… I (am) not sure if I should as an undergraduate
    coming right after college, though I have approximately a year of
    experience at my internship.”

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  25. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Look at salary aggregators
    — salary.com
    — glassdoor.com
    — payscale.com

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  26. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes levels.fyi

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  27. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    #talkpay

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  28. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    You can talk to your coworkers 

    about your salary!

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  29. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Don’t wait until you’re unhappy
    to become informed.
    Always know your position.

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  30. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    What should you do when 

    you want a change?

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  31. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  32. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Change how you think

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  33. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Society has taught women to shy away from bold behavior.

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  34. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Society has taught women to shy away from bold behavior.
    We fear hurting the relationship we have built with their
    interviewer / potential employer / manager.

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  35. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Society has taught women to shy away from bold behavior.
    We fear hurting the relationship we have built with their
    interviewer / potential employer / manager.
    We tend focus less on what we are giving the employer than on
    what the employer is giving us.

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  36. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Society has taught women to shy away from bold behavior.
    We fear hurting the relationship we have built with their
    interviewer / potential employer / manager.
    We tend focus less on what we are giving the employer than on
    what the employer is giving us.
    We tend to take negotiations personally.

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  37. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Some books I love on this topic:

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  38. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  39. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    “We hold ourselves back in ways both big and small, by lacking
    self-confidence, by not raising our hands, and by pulling back
    when we should be leaning in. We internalize the negative
    messages we get throughout our lives—the messages that say
    it’s wrong to be outspoken, aggressive, more powerful than men.”
    Sheryl Sandberg, Lean In

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  40. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  41. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    “…it isn’t so much the act of asking that paralyzes us — it’s what
    lies beneath: the fear of rejection, the fear of looking needy or
    weak. The fear of being seen as a burdensome member of the
    community instead of a productive one.”
    Amanda Palmer, The Art of Asking

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  42. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Do small things day-to-day to
    make it easier to negotiate

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  43. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Practice asking.
    (Don’t be evil.)

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  44. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  45. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Practice saying no.
    (Especially in low-stakes situations.)

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  46. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    %

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  47. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Negotiate the little things.

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  48. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  49. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    (Maybe) Get another offer at another
    company to boost your confidence.

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  50. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes

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  51. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    What’s the
    worst case scenario?

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  52. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    5%
    20%
    25%
    50%

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  53. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    5%
    20%
    25%
    50%
    “Yes, we can do that.”

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  54. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    5%
    20%
    25%
    50%
    “Let’s meet somewhere in the middle.”

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  55. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    5%
    20%
    25%
    50%
    “No, we can’t do that.”

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  56. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    5%
    20%
    25%
    50%
    “No, and we’re rescinding the offer.”

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  57. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Would you really want to work 

    for any company with that attitude?

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  58. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    “What’s the worst case” helps me 

    take more risks and do more scary things.

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  59. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Negotiating an offer should never take someone
    by surprise. It’s expected.

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  60. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    A study done by Linda Babcock revealed that only about 7% of
    women attempted to negotiate their first salary, while 57% of
    men did. Of those people who negotiated, they were able to
    increase their salary by over 7%.
    themuse.com/advice/how-to-negotiate-salary-37-tips-you-need-to-know

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  61. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    A study done by Linda Babcock revealed that only about 7% of
    women attempted to negotiate their first salary, while 57% of
    men did. Of those people who negotiated, they were able to
    increase their salary by over 7%.
    If you get a $100,000 salary and your co-worker negotiates up to
    $107,000, assuming you’re treated identically from then on,
    with the same raises and promotions, you’d have to work eight
    years longer to be as wealthy as them at retirement.
    themuse.com/advice/how-to-negotiate-salary-37-tips-you-need-to-know

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  62. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    General negotiating/asking tips

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  63. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    General negotiating/asking tips
    — If you’re negotiating general salary, try not to give a 

    number yourself.

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  64. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    “I’m open based upon the position and the overall
    compensation package.”

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  65. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    “I’m open based upon the position and the overall
    compensation package.”
    “I'd like to know more about the responsibilities and
    the challenges of the job prior to discussing salary.”
    and/or

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  66. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    If forced to give a number, base your
    number off your research and data.

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  67. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Give a specific number, rather than one that
    sounds like it was rounded.

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  68. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Give a specific number, rather than one that
    sounds like it was rounded.
    $64,750 rather than $65,000.

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  69. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    “Turns out, when employees use a more precise number in their
    initial negotiation request, they are more likely to get a final
    offer closer to what they were hoping for. This is because the
    employer will assume you’ve done more extensive research
    into your market value to reach that specific number.”
    themuse.com/advice/how-to-negotiate-salary-37-tips-you-need-to-know
    sciencedirect.com/science/article/pii/S0022103113000401

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  70. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    General negotiating/asking tips
    — If you’re negotiating general salary, try not to give a 

    number yourself.
    — Don’t undercut yourself. Keep the request brief.

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  71. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Breathe!

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  72. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    General negotiating/asking tips
    — If you’re negotiating general salary, try not to give a 

    number yourself.
    — Don’t undercut yourself. Keep the request brief.
    — Don’t forget to negotiate benefits/paid-time-off as well.

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  73. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    General negotiating/asking tips
    — If you’re negotiating general salary, try not to give a 

    number yourself.
    — Don’t undercut yourself. Keep the request brief.
    — Don’t forget to negotiate benefits/paid-time-off as well.
    — Don’t feel obligated to respond immediately.

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  74. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    That said, a timely response can also be a
    negotiation tactic.
    “ The only thing preventing me from signing this offer is...”

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  75. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Negotiating does not 

    make you a mean person or selfish.

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  76. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Negotiating does not 

    make you a mean person or selfish.
    It is simply asking 

    for something better.

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  77. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Recommended resources

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  78. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes themuse.com

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  79. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes shenegotiates.com

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  80. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes shenegotiates.com/blog

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  81. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes shenegotiates.com/resources-page

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  82. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes shenegotiates.com/resources-page

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  83. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Let’s work together to change the culture.

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  84. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    — We need to make this commonplace.

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  85. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    — We need to make this commonplace.
    — Continue to talk money.

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  86. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    — We need to make this commonplace.
    — Continue to talk money.
    — Encourage and mentor other women.

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  87. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Remember
    It is scary talking about money.
    Be informed — know what you’re worth.
    No harm in asking.
    Be supportive of others.

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  88. WO MEN TEC H M A KER S
    TR ACY OSBORN @tracymakes
    Thank you!
    Find me on the internet:

    @tracymakes
    tracyosborn.com
    hellowebbooks.com

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