Mastering Career Negotiation: Strategies from Wies Bratby

Empowering Women to Navigate and Negotiate Their Careers

At Quorum Initiative, we are committed to equipping women with the tools to advance their careers with confidence. In our latest Speaker Series session, we were honored to welcome Wies Bratby, founder of Women in Negotiation and former President of Lean In Switzerland. Wies is a negotiation expert with a passion for helping women leverage their skills, advocate for their worth, and build thriving careers.

Introduced by Quorum member Tara Cleary-Gaillard, Wies captivated our audience with powerful insights into the myths that hold women back and the strategies that lead to career success.

Breaking Myths: What’s Holding Women Back?

1. “If I Work Hard, the Rewards Will Follow.”
Many women assume that delivering strong results will naturally lead to promotions and raises. Research suggests otherwise. A study found that only 7% of women negotiate their first job offers, compared to 57% of men.

Wies emphasized that workplaces—largely designed by and for men—often don’t reward silent hard work. Women must actively communicate their achievements and advocate for their value instead of waiting for recognition.

2. “I Have to Sell Myself to Get Ahead.”
Many women feel uncomfortable promoting themselves, believing they must sell their worth to employers. Instead, Wies suggests flipping the approach:

• Become wildly obsessed with understanding what the other party (your boss, hiring manager, or organization) needs.
• Ask questions about their challenges and opportunities.
• Position yourself as the solution to their needs.

This shift transforms conversations from uncomfortable self-promotion into powerful value-driven discussions.

3. “I Can’t Have It All.”
The belief that women must choose between success and balance leads to self-imposed limitations. Many assume that a high salary means sacrificing personal time or that meaningful work means accepting lower pay.

Wies debunked this myth by highlighting a startling truth: Women in full-time roles still do two-thirds of household labor and nearly all emotional labor. This additional stress affects mental and physical health.

She also emphasized the financial consequences of not negotiating. Over a 30-year career, failing to negotiate can lead to a $3 million gap in earnings compared to men. Wies’ message was clear: Women must expect to have it all—and negotiate accordingly.

Negotiation Strategies for Career Growth

Wies shared a structured approach to negotiating promotions, raises, and career moves:

1. Keep a Brag Book

• Track daily wins, compliments, and achievements.
• Regularly review your successes to build confidence and prepare for negotiations.

2. Conduct Salary Research

• Use qualitative (conversations with peers) and quantitative (market reports) data.
• Avoid unreliable sources like Glassdoor—instead, reference salary benchmarking reports from reputable firms.

3. Know Your Numbers

Before negotiating, determine three key figures:

• Bottom Line – The minimum you’ll accept.
• Target – Your happy dance salary (realistic yet ambitious).
• Anchor – Your initial ask, which should be 20% above your target to allow room for negotiation.

4. Set the Tone in Negotiations

• Go first. Drop your anchor number before the employer does.
• Expect a ‘No.’ A pushback means you’re negotiating at the right level.
• Bring data, not drama. Use facts to justify your ask.

Addressing Common Challenges

During the Q&A, attendees sought advice on real-world scenarios:

Q: How do I negotiate an internal transfer?
Treat it like a promotion—identify decision-makers, build relationships, and make a case for your value.

Q: My boss is a micromanager who never acknowledges my achievements. How do I negotiate a raise?
If your manager doesn’t recognize your value, it may be time to explore other opportunities. However, if you want to try, bring hard data (quantifiable achievements, salary benchmarks) to make your case.

Q: How do I ensure my anchor isn’t too high?
Your anchor should be ambitious but within market range. If you’re already at the top of the salary band, consider negotiating for a promotion instead of a raise.

Take Action Today

Wies left us with a challenge:
Write down one thing you will ask for, who you will ask, and a deadline for making the request.

At Quorum, we never leave a session without a commitment to action. One powerful takeaway was the Brag Book—a simple yet transformative habit. We encourage you to start yours today and share this knowledge with other women who can benefit from it.

Let’s redefine how we navigate, negotiate, and own our careers.

Want More Insights from Wies?

Connect with Wies Bratby on LinkedIn, where she shares regular tips on negotiation and career advancement. You can also visit her Women in Negotiation website to learn more about the work she does to help women navigate their careers and negotiate their salaries.