#3 - Wies Bratby, Negotiation as a weapon for women
Wies Bratby, my guest this week, is fighting every day for more female recognition in the workplace. Her choice of weapon? The art of negotiation.
For several years now, she has been helping women like you and me to gain recognition in the workplace and on the job market, whether it’s for a higher position or salary. The studies are telling: although women tend to be excellent negotiators for their surroundings or company, they don't fight enough for their own interests. And yet... without negotiation, the wage gap widens, the glass ceiling cannot be broken and motivation at work declines.
You will hear Wies reflect on her childhood and how a passion for negotiation led her from the largest law firm in her country to head of HR in a global company in Hong Kong. She also tells me what drove her to set up her own firm, Women in Negotiation (WIN).
But the essential part of this rather exceptional episode is centred on the ‘why’ and how-tos of negotiation (from the 23rd minute). You'll find tips and tricks, the essential checklist before landing in your boss’s office, or before setting the price of your product. The Dutch native also explains the strength of crafting and tapping into your network and the community.
Whether you are just starting your career or you already have high responsibilities, whether you are unemployed, building a business from scratch or already running a successful startup, you should all be hanging on her every word!
03:36 Surrounded by sparkling women
05:52 The need for flexibility in the work place as one of the main learning from the Covid crisis
07:55 Successfully working together with her husband
08:51 Being raised in a tiny village in the Netherlands
09:34 Advocating for others: a life-long passion, leading to negotiation
11:21 Starting her career in a big law firm from the Netherlands
12:55 Starting her career without negotiating: or how to become her first client
15:52 Moving to Hong-Kong and shifting to HR
17:44 The cultural fit as the main success indicator
19:05 Helping people do their best work and making them shine through HR
21:29 Launching negotiation trainings inside her company
23:11 The global difficulty for women to negotiate
24:43 Why are women naturally better negotiators than men…
26:16 … but negotiation on their own behalf goes against their education
27:45 The need to work on internal self-estime
28:30 “It costs a company between 100% and 400% of someone’s annual salary to replace that person”
30:21 Valuing the people, or how to unleash motivation, passion and good work
32:56 Negotiating requires hard work
34:46 Quick and dirty tips for your negotiation : Prepare properly and aim high
37:22 The difference between being a negotiator or not in financial terms
38:40 Helping startups set up the right (and high!) prices - because price and value are connected in people’s mind
41:04 Your customers become a ton more of fun the more you charge!
42:36 The gender inequality for startups and fund-raising
44:12 Breaking gender biaises through education
48:13 Connecting people and ideas, all over the world
49:40 Creating a “old girls network”, and pear support through the Lean In organisation
51:49 “We are stronger together”
53:18 Final questions
Interesting links and references
- On Linkedin account: https://www.linkedin.com/in/womeninnegotiation/
- On instagram
- Her account: https://www.instagram.com/wiesbratby/
- WIN account: https://www.instagram.com/womeninnegotiation/
- Facebook: https://www.facebook.com/WomenInNegotiation
- Her company Women in Negociation : https://womeninnegotiation.org/
- Lean in Switzerland: https://www.leaninswitzerland.org/
- Book that shifted her way to think: Getting to Yes: Negotiating Agreement Without Giving In (2011), by Roger Fisher
- The women she would like to hear in a Brillantes episode : Fungai Mettler https://www.fungaimettler.com/
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