Did you know that 60 percent of women say they've never negotiated their salary before? And that's doing the gender pay gap no favors. If you've ever been in the negotiation hot seat, you know firsthand how stressful those moments can be. Luckily, we've got a true negotiation expert on our side, Jacqueline Twillie. Not only is she a former coach to the hundreds of women enrolled in our 10-week entrepreneurship course, Selfmade, but she's also the author of Don't Leave Money On The Table: Negotiation Strategies for Women Leaders in Male-Dominated Industries.
Ahead, learn what initially inspired her work fighting for pay equity, plus her five-step negotiation method that will help you get exactly what you want in your next negotiation — be it a better real estate deal, salary, bonus, or payment terms.
Brit + Co: What ignited your interest in fighting for pay equity?
Jacqueline Twillie: When I learned of the wage gap, I naively thought that because I held an MBA it didn't apply to me. However, I had so many questions and began to research the topic. After a few months, I knew I had to do something about it and that was the impetus of ZeroGap, a training and development firm that specializes in leadership curriculum for women who work in male-dominated industries.
B+C: What are the biggest obstacles today in the fight for wage equality?
JT: There are many factors that influence the wage gap. The biggest obstacle today is the ongoing impact of the shutdown in 2020. It's estimated that it will take 20 years to offset pandemic wage gap numbers. Northwestern University cites the lingering negative impact of losing a job during an economic downturn.
B+C: Do you have any advice to help women better understand their worth before they head into a negotiation?
JT: Before women go into a negotiation, they should embrace the opportunity as an exchange of value. A woman's worth is never tied to a single factor; therefore, prepare for the negotiation by thinking big picture and setting high aspirational goals.
B+C: What's been one of your most successful negotiations to date?
JT: The most recent was a $103,000 increase on a base salary for an executive.
B+C: What money mantras keep you motivated?
JT: My favorite mantra is also the name of one of my negotiation courses "Nah, I Know My Value!"
Jacqueline V. Twillie, author of Don't Leave Money On The Table: Negotiation Strategies For Women Leaders In Male-Dominated Industries.
The following is an excerpt from Selfmade Coach Jacqueline Twillie's book, Don't Leave Money On The Table: Negotiation Strategies for Women Leaders in Male-Dominated Industries.
Negotiation is a conversation, not a battle. Before your next conversation, set yourself up to get more of what you want by using the L.A.T.T.E. Method, a proven negotiation framework that is a foundational strategy for communicating effectively. This strategy offers best-practices for women to avoid backlash while claiming power and articulating characteristics that add value. Following the L.A.T.T.E. framework will lead to better win/win outcomes for you and the party you negotiate with.
L.A.T.T.E. Negotiation Framework
- L: Look at the details
- 80% of the negotiation happens in the preparation phase. Don't wing it; it will backfire in business and life. The more you know, the better-informed decisions you'll be able to make.
- A: Anticipate challenges
- If you've ever finished a conversation wishing you had said something different in the conversation, this step is for you. Think about possible challenges and prepare a response in advance of the conversation.
- T: Think about your walk-away points
- Before getting emotionally invested in the negotiation, think about what you want, what you can bend on, and what your non-negotiables are. Considering the other parties' walk-away points will strengthen your approach to the conversation.
- T: Talk it through
- If you've never said your salary expectation is $130,000 when you verbalize for the first time, your voice may crack. Practice what you're going to say in a role-play scenario and record it! Listen to the replay, even if you don't want to hear it. The replay will signal where you should adjust your tone, speech rate, and how you phrase your power statements.
- E: Evaluate options
- Before eagerly agreeing to a deal, take a few days to review the details in writing. Analyze and assess the full scope of the deal and proceed accordingly with either a counteroffer, denial, or acceptance.
