Heels & handshakes: Navigating Through Negotiation.
Heels & Handshakes Nashville Chapter kicked off its programming by equipping its members with tools on how to navigate through negotiation. This pertains to all sectors of the business. Whether you are an employee or a business owner, nothing bad happens with women make more money!
We highly recommend hosting a private event at Chief’s on Broadway. Not only did their staff go above and beyond for our program, but this venue is turnkey for bringing in a keynote speaker. Their AV team makes it easy to set up, they have a huge screen for projection and seating makes you feel like you are at the Ryman. We loved the special touch that they added our Company Name on their Marquee outside.
10/10 would come back to this venue for a cocktail reception or education program.
Thank you to our partners: Walk In It, Big Brothers Big Sisters Middle TN, Chief’s on Broadway, and Diana Marie Photography.
Recap from this educational meeting from our Guest Expert, Amy Brodrick the CEO of Walk in It.
Let’s talk negotiation. For many women in business, this is a skill that’s often approached with trepidation—but it doesn’t have to be that way. Whether you’re asking for a raise, closing a big deal, or advocating for your worth, understanding the strategies, techniques, and pitfalls of negotiation is essential. Here’s what we learned during a recent discussion, and how you can use these insights to level up your negotiation game.
Understanding the Types of Negotiation
Before stepping into any negotiation, it helps to know what kind of game you’re playing:
Distributive Negotiation: Think of this as a tug of war. It’s about dividing a fixed pie—whether that’s budget, time, or resources—and each side is pulling for the largest slice.
Integrative Negotiation: This is where the magic happens. It’s all about collaboration and finding win-win solutions that create value for everyone involved. Imagine growing the pie rather than just splitting it.
Most business negotiations can benefit from an integrative approach, where both sides walk away feeling like they’ve gained something valuable.
Why Women Face Unique Challenges in Negotiation
Studies show that women earn approximately 83% of what men make annually in the U.S., and part of that gap stems from negotiation habits. Women are often less likely to negotiate—and when they do, they’re more likely to be labeled as “aggressive” or “greedy.” These societal perceptions create additional barriers for women in business.
But here’s the good news: these barriers aren’t insurmountable. By shifting the narrative and equipping yourself with the right tools, you can confidently advocate for yourself without sacrificing authenticity.
Preparation Is Your Superpower
If there’s one golden rule in negotiation, it’s this: preparation is everything. Here’s how you can set yourself up for success:
Do Your Homework: Research your client, customer, or employer. Understand their needs, pain points, and challenges.
Know Your Worth: Be ready to articulate the value you bring to the table with data and examples.
Practice, Practice, Practice: Work on your tone, pace, and body language. Confidence is key, and practicing with a trusted peer can help you refine your delivery.
Pro Tip: Body language matters more than you think. Maintaining eye contact, sitting up straight, and controlling nervous habits can project confidence and authority.
Strategies to Negotiate Like a Pro
During our discussion, we explored several game-changing techniques:
Anchoring: Start with a strong opening offer to set the tone and framework for the negotiation.
Framing: Present your proposal in a way that highlights mutual benefits.
Concession Management: Make concessions strategically. Don’t give away too much too soon—let the other party feel like they’re “earning” each step.
Above all, balance assertiveness with empathy. You can’t bulldoze your way through a negotiation, but you shouldn’t back down too easily either.
Common Pitfalls to Avoid
Even the most seasoned negotiators can stumble if they’re not careful. Here are a few traps to steer clear of:
Skipping Preparation: Going into a negotiation without a plan is like showing up to a marathon without training.
Focusing Only on Price: Money is important, but it’s not the only factor. Think about benefits, flexibility, and long-term value.
Ignoring Emotions: Nervous? Frustrated? Excited? Acknowledge those emotions, but don’t let them dictate your behavior. Techniques like pausing before responding or even squeezing your buttocks (yes, really!) can help you stay calm and composed.
The Takeaway: Own Your Value
Negotiation isn’t just about getting the best deal; it’s about knowing your worth and standing firm in it. As women in business, we bring unique perspectives, strengths, and solutions to the table—and it’s time to own that unapologetically.
So the next time you’re faced with a negotiation, remember: that preparation, strategy, and confidence are your best allies. With these tools in hand, you’ll be unstoppable.
Speaking of being unstoppable, make sure you join the premier group for Women in Business to set yourself up for success in 2025. We kicked off the new year by equipping you with powerful negotiation tools and that is only month one. We pride ourselves on bringing in thought leaders who will leave you with practical and tactical tools that you can implement.
For more information on the pricing for the Annual Membership, click here.
If you live in the Nashville area, and want to attend a meeting before joining, you can visit our calendar here. Rule of thumb, the Nashville Chapter meets on the second Thursday of each month except March.