Tag Archives: Lois Phillips

negotiation panel photo by http://www.rsthurston.com/

Review: Why Women Need to Negotiate

By: Rachel Cansler

Women by nature are considered great communicators. But somewhat surprisingly, we lack an inherent desire to negotiate. We lean toward resolving conflict in ways that enable everyone to come out on top, rather than empowering ourselves to ask for what we need.

At AWC-SB’s February event at Antioch University, Certified Personal and Executive Coach Dr. Lynn K. Jones moderated a discussion focused around the topic of why negotiation is so important for women. The field of expert panelists offered personal experiences and shared vital tips.

Renee Grubb is the Co-Owner & Founder of Village Properties. Her success in real estate has hinged on her ability to strategize. During one notable short sale transaction, Renee had to negotiate with her firm not to cut commissions by systematically proving the significance of her and her team’s work. Renee asserts her own goals and those of her clients in every deal and backs that with full force. Panelist Lois Phillips, PhD, a Consultant, Author, Coach, Speechwriter and Conference Speaker, stated women, such as her, were not raised to push on others or challenge them face-to-face. She is convinced the first step to successful negotiation is to overcome this type of thinking. Britt Andreatta, PhD, Director of Learning & Development at Lynda.com, added that we all deal with our own internal negotiations every day. Aspects of our lives where we feel we lack can usually be traced back to a loss of confidence in ourselves. Lisa Gates, Co-Founder of She Negotiates, suggested women often don’t have the right frame of reference. We don’t know who we are so negotiating our own self-worth becomes impossible.

On the topic of negotiating our salaries, Lisa Gates stated we must first identify opportunities to negotiate rather than assuming we should accept the first offer. We trust too much in the “just world phenomenon” and wrongly assume we will be rewarded for our hard work. Instead, Lisa offered, we should be confident enough to ask for proper compensation. Britt Andreatta, added that we should never lowball ourselves or be frightened about being turned down for asking for too much, because we will never be told we have asked for too little. Lois Phillips, explained that women often fail to think about the trajectory of their positions and to ask what future development opportunities are being considered. This, Lois mentions, is why we must empower ourselves from the start to know what salary is appropriate and what opportunities are likely, given the  career track. Building on that note, Renee Grubb advised that women should walk into salary negotiations with knowledge of their own value.

The panelists concluded that maybe women are predisposed to avoiding conflict but need to use their innate collaborative  qualities to negotiate for their needs. Women must learn to stay calm in negotiations, to always stand their ground while being sensitive to another party’s position, to always aim for more than we actually settle for. Leaving us with this final insightful thought, Lois Phillips proclaimed that, “In life you don’t get what you deserve, you get what you negotiate.”

Business & Professional Women Advance Through Networking

By Lois Phillips, PhD *

The number of women and men in the labor force has nearly equalized in recent years, according to “Women in America: Indicators of Social and Economic Well-Being,” the first comprehensive White House report on women since 1963. More young women than men are likely to have a college or graduate degree. And, as women’s work has increased, their earnings constitute a growing share of family income. Contrary to what we might expect, however, we learn that gains have not yet translated into wage and income parity. At all levels of education and despite cultural advances, women earned about 75 percent of what their male counterparts earned in 2009. Why aren’t women advancing?

Marissa Mayer, a top executive with Google, commented recently on how few women enter the technology industry, probably because they see few women there but also, women tend to lack confidence in their quantitative abilities, and attract less funding for their firms than men do. From research by Catalyst.org, sourced in an article on womensenews.org, we learn that women in business suffer from a lack of female role models; a perception that business jobs are incompatible with family responsibilities; a tendency to be intimidated by quantitative requirements; and a lack of encouragement by their employers and then, too, math anxiety could play a role.

Women’s networks provide a solution to the need to learn, to compete and to advance in what remains primarily a ‘man’s world,’ even in 2011 (at least in business). There are those burning questions we might have after hearing a lecture but swallow during the Q&A after a professional lecture, wanting to avoid feeling naive in a larger, public venue. It’s much easier to share concerns across a lunch table with a friendly face. We might want to know:

• Where can I find a trustworthy accountant?
• How do I set up a retainer relationship with my new client?
• Have you ever experienced a ‘double bind’ situation (with a client, colleague, or customer) in which you feel you just can’t win?

Santa Barbara women have some good options for using networks to advance themselves and their companies; for instance, The National Association of Women Business Owners (NAWBO) wants to strengthen member’s wealth-creating capacity and promote economic development within the entrepreneurial community. Maeda Palius, CPA and President of NAWBO-Santa Barbara observed that business-owners are very open to helping one another, even though the women may be competitors. In a recent poll, many members have done business with more than three NAWBO members.

President of Santa Barbara Women Lawyers (SBWL), Attorney Brandi Redman believes that the mutual support of their association has changed the legal community. She mentioned the advances their members have made into judgeships and court commissioners; out of approximately 22 Santa Barbara Superior Court judicial officers, women now hold seven positions, which is around 30 percent.” Morale support, encouragement, guidance, and mentoring have all contributed to the lawyers’ success.

As readers of this newsletter already or should know, The Association for Women in Communication (AWC-SB) provides role models, experts in the field, mentoring, and the opportunity to attend AWC’s national conference. AWCSB members have bartered or contracted with one another for services, collaborated on joint ventures, and gained information and insights from expert speakers and panels.

Networking is a serious social endeavor. There is the delight of meeting a person with common interests, lively conversations with hilarious anecdotes and “You won’t believe this!” stories that will keep a smile on your face through the rest of the week. There is no way that “a man will take over the conversation,” so if you don’t get your two cents in, you’ll have only yourself to blame, but there will always be next month’s program. Extend AWCSB’s outreach to include your colleagues, friends, and any woman in a communications role.

* This article is adapted from “Networking is key to beating the old boy’s club.” written by Lois Phillips, PacBizTimes, March 25, 2011. Read more of Lois Phillips’ commentary on www.womenseenandheard.wordpress.com

March Members’ News & Events

Cindy Faith Swain presented a webinar on Tuesday, March 15, Branding Yourself and Your Business: Thinking Your Brand Through. Being simple and concise in communicating and marketing your businesses are two of the hardest things to do when creating and/or developing a message (ID) and strategy. Whether you are a beginner or looking to re-establish and recalibrate your brand, this webinar will give you some tools and ideas for moving your business forward.

Lois Phillips, AWC-SB’s Founding President and Communications Consultant will speak to NAWBO-SB members and guests on Wednesday, March 23, 7:30 – 9:30 AM at the Doubletree Hotel on the subject of Persuasive Speaking Techniques. From making the pitch to closing the deal, we all need to understand the intricacy of persuading clients, investors, and top decision-makers that our services and/or products are exceptional. For more information, go to www.nawbo-sb.com/currentEvents.php

Susan Rose (former Second District Supervisor) has become a political commentator. Her last piece was published on www.calbuzz.com.

MS Magazine Executive Editor to Speak in Santa Barbara
On Friday, March 18, 11:30 – 1:30, Speaker Katherine Spillar will discuss Feminism in the 21st Century. Spillar is Executive Vice President of the Feminist Majority Foundation and the Executive Editor of Ms Magazine which was purchased by that organization in 2001. Spillar will address the question of “Women’s Rights: Are We Losing Them?” The event is produced by the Presidents’ Circle of the SB Women’s Political Committee and tickets are available at www.sbwpc.com.

Speaker’s Bio: Spillar has been at the forefront of the Feminist Majority’s West Coast efforts to inspire more feminist women to run for political office through the Gender Balance Campaign. Spillar’s social and political commentary can be read on her blog.