This is from a June Montreal Girl Geek Dinner talk

1. Essential Negotiation Skills for the Modern Woman June 2008 Montreal Girl Geek Dinner by Christa Fairchild

2. If I had eight hours to chop down a tree, I'd spend six sharpening my axe. - Abraham Lincoln Copyright Fairchild Designs 2008 not for distribution

3. Introduction Although in the past 35 years there have been many changes that have contributed to improving women’s economic status, the ratio paid to Canadian women is 75 cents to every dollar a man makes – and has not risen in 5 years. This staggering difference in earnings impassioned our fellow member, Christa Fairchild, to present her talk about essential practical negotiation skills for women. Christa’s speech is not about women’s rights – but rather, a quest to empower women to reap the benefits of their labour. The aim of her talk is to demystify the genders challenges we all face and to understand human behaviour does have an impact in negotiations. Most importantly, she will review some of the most effective negotiation techniques available to help close the income gap. With a bachelor’s in interior design from Ryerson and a graduate of the MBA program in Southampton, England, Christa has spent the last 15 years honing her corporate skills in business and marketing. In January 2008, Christa “went solo” and is now the home stager and interior design diva of Concept4Walls. Photographer, painter and jewellery designer she will be having a vernissage this July in the Eastern Townships during the Circuit des Arts. Business woman and artist, dynamic and outspoken public speaker, her talk surely will inspire us all to ask for more and get what we want and deserve. Copyright Fairchild Designs 2008 not for distribution

5. Copyright Fairchild Designs 2008 not for distribution Gender Issues Defined Although in the past 35 years there have been many changes that have contributed to improving women’s economic status. Do not be fooled: our assumptions far outstretch the reality for Canadian women. The ratio paid to women is 75 cents to every dollar a man makes – and has not risen in 5 years. Women are underpaid for the work that they do. But why is this still happening in our enlightened times? The big problem Women, of all ages, don’t ask and wait too long when we do get around to asking. Studies show men asked eight times more often for a higher salary than simply accepting the initial offer. Men and women, start more or less on par with salaries. But over the years, the earning gap increases. Why? Because over the course of our career this means smaller raises and less frequently, culminating in fewer dollars. It’s more than just the money; in our society most people perceive higher dollar earners as BETTER as their jobs and therefore more desirable.

6. Copyright Fairchild Designs 2008 not for distribution I don’t earn enough - Complaining Women, instead of asking will often complain that they are not earning enough. Complaining is an indirect method of asking but this tactic is not action oriented. Men who are unsatisfied will simply ask for more and not wait around. I don’t deserve - undervaluing oneself When looking for a salary increase women will often modify their behaviour, in other words, work harder, in the hopes that (a) you will notice and (b) make them feel as though they deserve the raise. In fact in studies women will work 22% longer than men at tasks in order to feel they deserve their pay. Working harder and waiting for someone to offer us more does not generate higher salaries. My circumstance is unchangeable Do you feel as if someone else is in control that will tell us what or when we should do something? Women often feel that circumstances are as they are and should be endured. Often our perception is that things are fixed, or not negotiable – that we can’t ask. Men create opportunities that previously didn’t exist because they just feel they can. As women, we tend to focus on more community issues or fairness – not so: opportunities are there for everyone if you ASK for them. Realising that negotiation opportunities are everywhere is half the battle.

8. Copyright Fairchild Designs 2008 not for distribution Negotiating - Positional Bargaining Traditional negotiation, often called positional bargaining often pits US against THEM with no common ground. We often pick an arbitrary number or take a “bottom line” approach, creating a final number that we won’t budge from. But often our bottom line is often set too low or too high. It limits our abilities to use what we learn during negotiations. By not budging, we are not in a position to be creative. What is collaborative negotiation? Collaborative negotiation, or “win-win”, works on the basis that the relationship is as important as the outcome of the negotiation. Using objective criteria and finding mutual gains, both parties come out of the process winners. The fable of the two Chinese Princesses and the orange… traditionally the two sisters would solve the problem by dividing the Orange in half. But neither would budge and neither was happy with this solution. A friend arrives and begins to question why they want theorange. One wants the pulp for a sorbet that requires the entire orange, while the other wants all the orange peel to make a cake. By asking questions and getting to the root of the needs they were able to both come out happy without compromise.