Mini-Case Study
The Situation
Lauren worked for a large company. One day, she was offered a promotion. The job was her dream job – but it required a lot of travel to meet with clients.
Lauren had 2 teen-aged children and she didn’t feel the timing was right for her to take a job that requires the amount of travel this one does. Yet, she knew that in her company, if she turned down this opportunity, it would be perceived that she was not interested in moving up in the organization.
What would you do if you faced Lauren’s dilemma?
The Approach
Lauren understood that her choice was not limited to “yes” or “no” — to either take the job at the risk of making a less than ideal choice for her family or turn it down, hoping that some day, she would be offered another opportunity. Because neither of those outcomes was very attractive, Lauren decided to try to negotiate. She wanted to re-define the job to fit her needs and those of her firm.
Lauren proposed that most of the day-to-day travel be done by the two people who would report to her and that she would get involved as required. And, because she had carefully prepared her strategy, considering the interests (and possible objections) of all the parties involved, she was successful—creating a win all around.
- Lauren got the job she wanted on terms that worked for her.
- The two people who reported to her got a great deal more client exposure than they ever would have had under the previous configuration, thereby enhancing their career prospects.
- Lauren’s company got the person who was the best fit for the job – Lauren.
- Lauren’s family also benefited because not only was she often home but she was happy.
Recognizing that an opportunity to negotiate exists is the first step to making an outcome like the one Lauren got a reality. We are committed to helping women recognize that they have choices—that there are many opportunities to negotiate what they need to succeed, however, they define it. Our approach is distinctive in that it helps women negotiate in ways that connect what they need to succeed with what is good for their organization. That makes is easier for a women to both ask and be heard. It is what makes win-win outcomes on all sides.