WTM19 - Strategies for Knowing What You're Worth and Negotiating by Tracy Osborn

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.

https://youtu.be/GiBbByhXXVw

Transcript

1. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Strategies for Knowing What You're Worth and Negotiating
2. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Negotiation and talking money is scary stuff.
3. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Hi, I’m Tracy! 
 @tracymakes
4. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
5. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes (I’m currently in the process of negotiating offers. How relevant!)
6. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
7. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Let’s talk about 
 the scariest moment in my career.
8. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
9. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes 55% raise
10. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
11. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
12. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
13. 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.
14. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes — Knowing what you are worth. This moment taught me the importance of:
15. 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:
16. 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.
17. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes How do you know 
 how much you’re worth?
18. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Build a support network
19. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
20. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes devchix.com anitaborg.org/get-involved/systers/ Email lists
21. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Slack groups djangoconus2017.herokuapp.com witchat.github.io
22. 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.”
23. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Look at salary aggregators — salary.com — glassdoor.com — payscale.com
24. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes levels.fyi
25. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes #talkpay
26. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes You can talk to your coworkers 
 about your salary!
27. 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.
28. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes What should you do when 
 you want a change?
29. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Change how you think
30. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Society has taught women to shy away from bold behavior.
31. 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.
32. 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.
33. 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.
34. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Some books I love on this topic:
35. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
36. 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
37. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
38. 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
39. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Do small things day-to-day to make it easier to negotiate
40. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Practice asking. (Don’t be evil.)
41. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes ✈
42. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Practice saying no. (Especially in low-stakes situations.)
43. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes %
44. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Negotiate the little things.
45. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
46. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes (Maybe) Get another offer at another company to boost your confidence.
47. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes
48. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes What’s the worst case scenario?
49. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes 5% 20% 25% 50%
50. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes 5% 20% 25% 50% “Yes, we can do that.”
51. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes 5% 20% 25% 50% “Let’s meet somewhere in the middle.”
52. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes 5% 20% 25% 50% “No, we can’t do that.”
53. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes 5% 20% 25% 50% “No, and we’re rescinding the offer.”
54. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Would you really want to work 
 for any company with that attitude?
55. 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.
56. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Negotiating an offer should never take someone by surprise. It’s expected.
57. 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
58. 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
59. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes General negotiating/asking tips
60. 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.
61. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes “I’m open based upon the position and the overall compensation package.”
62. 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
63. 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.
64. 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.
65. 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.
66. 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
67. 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.
68. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Breathe!
69. 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.
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. — Don’t forget to negotiate benefits/paid-time-off as well. — Don’t feel obligated to respond immediately.
71. 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...”
72. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Negotiating does not 
 make you a mean person or selfish.
73. 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.
74. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Recommended resources
75. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes themuse.com
76. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes shenegotiates.com
77. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes shenegotiates.com/blog
78. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes shenegotiates.com/resources-page
79. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes shenegotiates.com/resources-page
80. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Let’s work together to change the culture.
81. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes — We need to make this commonplace.
82. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes — We need to make this commonplace. — Continue to talk money.
83. 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.
84. 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.
85. WO MEN TEC H M A KER S TR ACY OSBORN @tracymakes Thank you! Find me on the internet:
 @tracymakes tracyosborn.com hellowebbooks.com