Empowering Women in Negotiation with Wies Bratby

Hello my fellow negotiators.

Did you know I once had a.

Listener share that after listening to our podcast, she was able to negotiate a $53,000 raise. And you know what I told her? Where is my commission? Just kidding. But the real story is this was after years of being too afraid to negotiate. But after listening to a couple of episodes on Salary Negotiation, she felt equipped with with the confidence and tools to ask for the payment she deserved. And that, my friends, is the power of negotiation. And through a subscription to our new membership community Negotiate Anything Premium, we're taking that power to the next level. With customized playlists based on our most popular topics, you'll be able to find the episodes you're looking for much faster and much easier. A tool that comes in handy as you're getting ready to prepare for an important negotiation. Even I find myself asking which episode should I listen to before heading into a high stakes negotiation? And you might be saying, but Kwame, you're the ones having the conversations. But I forget. So I listen to the episodes multiple times. Okay, now here's the thing about Negotiate Anything Premium. It'll allow you to dive deeper into the specific situations you're facing, whether it's a salary negotiation, an important business meeting, or an emotional conversation with a loved one. Bonus for you. In addition to ad free and extended episodes, Premium members will have exclusive access to solo episodes and insights from yours truly. And as you know, it will be very dry and very boring. Because I have no sense of humor and this is something that you all have been asking for. I'll also be offering personalized answers to some of your most burning questions through our Ask Me Anything feature. If you've been enjoying our traditional feedback, imagine the value a premium subscription can offer. I've felt the benefit of negotiation firsthand and it is life changing. Many of you don't know this, but my journey has taken me from people pleaser to a confident negotiator. Because I was able to do two simple things through negotiation. I was able to first change my mindset and then I was able to improve my skill set. And that is what will happen for you when you join Premium. I've already seen the impact of these skills and the power of this model not only in my own life, but also in the lives and careers of our clients all around the world. My family, my friends, and our team here at A&I, and I am confident that it can do the same for you. Now, are you ready to negotiate more of the best things in life? Check the link in the show notes to learn more. I'm excited to continue the conversation. I'll catch you later.

Vis, thanks for joining us today.

Oh, I am so happy to be here. Very humbled and very honored. Thank you for having me.

No, it is my pleasure. And listeners, we have been vibing for the last 48 minutes, so we're going.

To put some of the clips of.

Our earlier conversation at the end of this interview. So check this out. I was excited to chat with you before, but now I'm even more excited. So how about you let the listeners know about yourself and what you do.

So my name is Wies Bradby. It's a funky combination of my very Dutch background. Right. My first name, Wies and M. Bradby, is due to my very British husband. Have grown up here in the Netherlands, lived across the globe for about a decade, both in Asia and in Switzerland. We were for many years. And there I combined my background of being a lawyer. So we were talking about this before right here on this in our earlier chat. So I was a lawyer for many years because I was obsessed with negotiation. That led me to become a lawyer. And then when I left the law, for very good reasons, I went into HR and I combined both those backgrounds. Right. So the negotiation piece with the HR piece and the fact that I'm a raging feminist together in the work that I do now, which is I run a business called Women in Negotiation Win, where we coach women to negotiate their careers and their salaries, and we do that with great big fricking success. Last year, the average salary increase that my Winners, as we call them lovingly reported was 93%, which is fairly insane in my book and testament to what can happen when you invest time and energy into this very important life and professional skill. Testament to the great power of a community of women coming together and supporting each other. So I'm incredibly proud of that and I'm having a ton of fun doing it. We talked earlier about hacking life. I really feel like I hack life. It's in getting to do this work.

Yeah, this is great. And also make sure you let them know about your podcast, too.

Oh, yes, yes, yes. I have a podcast as well. I should say we have a podcast because Katerina, my dear friend and podcast producer, is the behind all of this. Yeah, the podcast called Winning with these Bretby. And it basically what we do in the sessions that we have is that we have coaching sessions, very intimate coaching sessions that I do with women at various stages in their career that are struggling with various challenges. And I help Them in those sessions to overcome those challenges. Right. I help them move forward. And that's proven to be really quite useful for our listeners. We often get feedback of. Yeah. So based on episode four, I did XYZ and that worked out tremendously well, et cetera. It's very practical, very hands on role modeling basically of how you can have these challenging conversations at work. It's also a lot of fun actually producing it. So yeah, there's that.

I love it. Well, let's dive right into what it is that you do because your focus is coaching women. Incredible success rate, listeners. I want to reiterate this 93% success rate. That is an A plus on average.

Yeah. They're salaries. It's insane.

Yeah, that's great. That's so important. That's just so encouraging for all of us because it shows that it's doable. Once you have the mindset and skill set and you put it into action, then you can achieve the success that you want. And I think that's really important thing for people to take away.

Yeah. No, I love that you're stressing that. Right. Because it's so true. It started off with me obviously obsessing about the subject in my own life and career. Right. Wanting to negotiate my job offers and the promotions that I made, combining my knowledge of negotiation with in those situations. Right. I was able to get great results for myself. And based on that, my friends and the people around me started asking me for advice and then they were at least as successful as I was. So I realized it isn't some kind of magical thing that I had been been taught through all my years as a lawyer and going to law school, et cetera. That it was some kind of special thing, special skill that I had that others didn't. That it was replicable. Right. That others could do it as well. I mean, my results didn't even come near the 93%. I was already really proud when I got a 35% salary increase or whatever. Right. But these results and the consistency of them as well. Right. I think showcases that indeed this is a skill that anyone with the right commitment, because that is important. There's no shortcut, there is no quick and early tip and trick that's going to give you this message. Results. Right. It is hard work, but when you commit, everybody can learn it. Genuinely, everybody can learn it.

So first of all, I agree with everything that you just said and I love everything that you just said. And I realize I might have misunderstood your percentages. So are you saying that 93% of the people who work with you are successful or the average increase in salary is 93%. Wow. Okay, so there are so many layers to this. Because first of all, shout out to negotiation. Power of negotiation. That's great. But also, tell me what you think about this. Might also suggest chronic underpayment of women in the workplace.

Yeah. Well, we have those numbers, right? We know that across the world, if we're looking at the general pay gap, that it sort of hovers around 20% for white women. If we're extrapolating to women of color, if we're extrapolating to other minorities, the numbers get even more depressing. I get emotional. I get really freaking angry when I think about. I get now I goosebumps all over. And not the good kind, right. Like how hard these women have to work to get equal pay. Right? Yeah. That is a huge issue. I often have women coming to me at the point where they're just incredibly pissed because they've just found out that they have been replaced. For example, they're leaving their job and they're replaced by somebody who gets 50% more, 60% more. We have these things, right? I have women who. Where the issue isn't necessarily that within their bracket, right? Within the range that they have, that they're that underpaid. They're still within the range. Maybe not at the top end or maybe not even at the median, but they're sort of hovering at the bottom, but they're still within the range. So we can't really say too much, but they should be two levels higher. They've just been not recognized, right, for what they're capable of doing. They are super underpaid compared to the value that they put out, compared to what in real life or in reality they should be on. And that culmination has led to these wild increases is that we don't just look at the scale of negotiation within your bracket, within the range for your role. Can we get a couple of dozen percentage points more? Right. But what we actually do in the program is raise the ambition, raise the expectation that they have for themselves and their place in the world so that they start jumping or making much bigger jumps. That's where it gets really fun. Because once you start doing that, we're not talking about, oh, here's 15% more years, 20% more, 30% more. Now we're talking the doubling or sometimes tripling. We've had women who tripled their salaries in one jump, right? In one move doing that, which is both testament to indeed the potential of taking this particular piece of your career seriously, namely the getting recognition for it. Right. But it's also a testament, of course, to how bad it was before, how they were under appreciated before.

Yeah, this is incredible. It's disheartening, but also encouraging that you're able to do this work. And I think one key word that I want to focus in on is program. You have a program, not because I'm just shouting you out and making sure people who could use your services go to you, but also because implies that there's a process, there is a replicable model that you can put in place. And I think think it is fascinating that you started off with ambition, raising their own ambition. Can you go into that piece?

Yeah. To your first point, Right. Yes, there is a program. I basically developed a communication model that covers the entire spectrum from figuring out what do I want, what's my place in this world, what's possible for me, where is the best match with my unique talents, skill set, expertise, what all the way to then having the other side see that, understand that them wanting you desperately, being willing to pay whatever it takes to get you on board, negotiating, sort of entering, right. The negotiation room with that spirit on the other side and you being completely confident in your own capacity yourself and then having that negotiation, right. All the way to signing. So it's ease of communication, right. So to say on that journey is what we cover in the program. And that is intense. That is hardcore. That's 10 weeks. I always say I on your ass for 10 weeks. You're mine. I am not a coach in the traditional sense of. Well, you have all the answers inside yourself. Let me just help you surface them. I am the kind of coach, more sort of trainer, like this is what you do. This is how you're going to do it. I'll hold your hand, but you're going to do it. And now you can do it yourself. Right. That's what's led to these results. Right. That model works for all women in their career negotiations. So they learn that. It's really training them on that. Like I said, I tell them every step of the way what I need to do. And then the other piece where they have to work really hard is not just internalizing that, learning that, but it's then personalizing that, for lack of a better term, to their specific situation through these homework exercises that I have them do that are pretty intense, but where they have this model that always works, but they make it perfectly fitting their situation. And so that I think is part of everyone's success is that they have kind of a tailor made system for them. And then what's also beautiful about this system is that a year from now or in two years from now, when they are ready for their next step, they can do those exercises again. And then, ta da, they're ready for that new step. Right? It perfectly fits that new situation so they can keep using it again and again and again. Which is super fun to watch. Right? I've got clients who did a program five years ago and they're now on the third or fourth promotion.

I've got a quick story for you. So I was at this keynote and I talked to a listener and he said, kwame, I love the podcast, but my favorite part, man, I love those commercials. And I said, I don't think this is a true story. And now let me tell you about Negotiate Anything Premium, where you can listen to your favorite Negotiate Anything episodes ad free. With a subscription to Premium, you can get access to more insights from your favorite experts and ad free listening and extended episodes. Bonus, you'll also get access to exclusive episodes and personalized advice from yours truly. If you've been looking for an easy and affordable way to level up your skills and negotiate more of the best things in life, join our Premium community. Now for that gentleman in that fictional story, this ad's for you. And for the rest of you, I'll see you in Premium.

Well, it's, it's, it's incredible work. And then when you think about just practically how that changes people, it's not just that it changes their financial status. It can lead to generational wealth that they can pass on. Those are all true things. But really what it sounds like too is that it starts off with changing the way that they see themselves. And so there's a complete transformation, not just financially, but also internally through the process.

100% warm and fuzzy, tree huggy Oprah Winfrey. Right? Let's kumbaya element to it, which I always feel a bit funky about. I mean, for me, negotiation is. There's a science to it and there is an art to it for sure, but it's all kind of hard skill. This is the bit where it all gets a bit fuzzy. And yet I gotta be real with you, this is where indeed the transformation is and where the real upside is. It's all mindset. And I say this all the time. I bore everyone around me by everything is mindset, but it really is. 80% of the work that we do inside the program isn't that skill, isn't that strategy, isn't the tactics. It's important. It's a foundational piece where credit's due, right? It's a really important piece. And the biggest thing that we do is indeed focusing on mindset or confidence, right, Sort of another word for it. And really working through all these limiting beliefs that they've been building up in, growing up and being raised a certain way as girls, we get a very different upbringing from the one that the boys get, right? And so working through those stories, ripping them out right at the core, and then replacing them for much more empowered beliefs about themselves and indeed, what they are capable of. And that's the piece that always tremendously surprises me, is that I work with phenomenal women. And I think it's my unique skill in this world. Like I said earlier, I'm not that special. There's one thing I can do better than most other people, and that is that I see the light in others. I see how great they are. So when I speak to my clients, right. The first time around, because we always have a conversation at first to see if there's a mutual fit, right? I'm very selective in who I work with, specifically related to people. Commitment, right. To do the work. Are they ready for that? I can see often very clearly what they're capable of. And sometimes they are very high up in their respective trees, in their careers. They are already very far advanced. Sometimes they're much more junior. It's a very diverse group of women that I work with. But consistently, whether they're high up already or whether they're still starting out, they don't see it. And I'm sitting here scratching my head going, you are magnificent. You have so much to give to this world. Right? But bringing that to light so that it isn't just me seeing it, but that they really feel it, that they really not just know it intellectually, but own it, right? Genuinely feel it, internalize it. That's the energy that I need them to have. And when that happens, that's the good stuff. That's how we get to these massive steps in their lives. And what's interesting is that a lot of the women that come to me, they may come because they're frustrated and they're unhappy with what they're earning. Is never about the money when we ask for feedback. I've got 100% success rate in the sense that I've never had somebody not be happy with the outcomes that they got. Sometimes it takes longer than 10 weeks. It may even take quite a bit longer, especially when they raise their ambitions massively, which I wholeheartedly encourage and I'm a big fan of. But then it may take a little bit longer than the program or sometimes longer. But anyway, I've never had anybody be unhappy or dissatisfied with what they've achieved. And what they often focus on is what's happened inside of them. And that's the fuzzy bit, right, Where I have this sort of love hate relationship with Woohoo, as I call it, with all of that can't really touch it, intangible stuff that as a lawyer, everything I do is research based, right? I'm really focused on bringing the data, not the drama, as I always say, right? Really being data driven in everything that I do and really being results Dr. And now we're entering that fuzzy era of I feel so much more confident and I'm like, how does that show up for you? How can we make that real? So to say. But it's always that vision that they have then for themselves that increases through what they're able to do through the program. And I live for that. I just. It's the best. It really is and much better than, I mean, the numbers, like I said earlier, I'm a freaking hippie. The numbers are important to me because they signal results, right. I like the data, but more importantly because of what I can do with the Right. It's to your point, generational wealth creation, right? I love it when a client says I can now buy a house for my family or I can send my kids to university, which I didn't believe I could do before. Or really, what is the freedom that you get through changing your financial status? I think that's the interesting piece. But maybe more importantly than just quote unquote, that is the bit where they truly do see all of a sudden how much value they put into the world. And because they see it and because they also know how to communicate it, they are able to have so much more positive impact in this world. And that's the bit what I live for. And that's the bit where I feel so tremendously privileged being able to sit there and to see them all in their respective worlds do all this magic. Yeah, I love it. Such a beautiful thing.

This is great. This has been incredible. I really appreciate you sharing your insight, taking a ton of notes here, which is awesome for me. I'm learning a lot too. And before you go, make sure to shout out the podcast and the work that you do so people can get in touch with you.

Yes. So the podcast is called Winning with VSpreadby. It's available on all the regular podcast platforms. I'm not quite sure what you call them, but Google and all of them. Anyway website is called womeningotiation.org and if you Googlebox my slightly funny name, you'll find V as well. I'm hanging out on LinkedIn a lot so I love it when people link up with me I think is the official term over there. So WYS is W I E S and then Bratby is B R A.

T B Y perfect viz. Really appreciate it my friend. And everybody will put links in the description of this episode to make it easy to connect. Wait, wait wait wait, wait.

Now, before you sign off, I have something to tell you that I've never told you before. Just kidding. I've told you before, but you should listen to it again. I want you to know about Negotiate Anything Premium. Imagine all of the things that you love about our traditional feed, plus so much more. I know you like our traditional feed because you're at the end of the episode. And with Negotiate Anything Premium, you'll get more bonus content you've been asking for, more of the expert insights that you can't get anywhere else, and more exclusive behind the scenes access into every conversation. Are you ready to get more of what you want out of your life, career and every conversation? With Negotiate Anything Premium, you'll have access to more high level, custom designed content and insights giving you the tools you need to negotiate higher salaries, better deals, and better relationships in your life and career. Once I had a listener share that Negotiate Anything helped her to negotiate a $53,000 raise. Could this be you? What would that mean for your life? I've seen firsthand the impact this model has had on my life and the lives of my corporate clients, and I am confident that it can do the same for you. Are you ready to negotiate more of the best things in life? Click the link in the show notes to learn more. I'll catch you later.

I'm a little bit. I'm sitting here in the presence of greatness and I'm feeling very impressed with everything that you put out into this world. And can I just say, on behalf of the world population for all that great work, I really mean it.

I appreciate that. Thank you. No, this has been fun and it's been cool to build a platform that promotes other people because that's really all it's about for me, because it's like we've been hearing from a few voices in the industry very loudly for a very long time. And so for me, I wanted to create something that could promote all of the people all around the world who have a lot to offer. So I'm just glad that you accepted the invite.

Oh, I was honored and slightly humbled and sort of slightly weirded out by it all. Very. As in, like, why would you want to talk to me other than the fact that I have a perspective that I think some of the people that you. I mean, I know you've had Beth on the line, right? So again, really coming in a long line of all these great people. But, yeah, maybe I can sort of add my perspective, right. My square centimeter in this larger topic of negotiation to everything. When I said that earlier, what I meant was that I love that your perspective, right, is that you're sort of building a stage. Right, for other voices. I think what I'm just really grateful for is what you're doing for the topic of negotiation in the sense that in my world, I always feel like a massive freak in terms of caring so much and being wildly obsessed with the topic that most people are like, sure, on you. You know, like, you do. You stay away, basically. And what I feel that you have done is really sort of popularized something that is obviously very close to my heart. But most people don't really feel that way, right. And so I'm super grateful for that. And I often refer to you and the great interviews and conversations you've done and the books I have said. I have to say that your latest one is still on the to read pile. Thank you. Another one I've been very impressed with. So it's high up on the to read pile. I just have a few more to do anyway.

That's great. No, that means a lot to me. That means a lot to me because, like. Like, you've been following me. I've been following you. Your work's really impressive. And so, ye. Of course, I got to stay up to date on the industry because I value your perspective. And the thing is, everybody is a little bit different in the way that they approach things. Everybody has a different lived experience, different parts of the world, all these types of things. And so it's just really cool to get to know different people, learn from them, because every interview, I learned something new, every single interview, which is really, really fun. So, yeah, it's been quite the journey. But what I found is kind of like you. There are a lot of freaks in the world who love this stuff.

There are a lot of people who.

Don'T know that they do love it. I think that's the thing, because we're all people who talk to people at the end of the day. And then once they start to learn about how they can improve their relationships, improve their lives through this, they're like, wait a second. I'm obsessed with negotiation and conflict resolution, too. So it's been fun.

And that's your great work. What do you love most about negotiation? What's the bit that gets you most excited?

I would say it's the connection and collaboration piece, building relationships and things like that. I think it is a tool for better relationships. That's really it. And I think just growing up, being different and finding ways to connect with other people, it was communication and observing people and learning about people that allowed me to connect, even though I was very different from everybody. And so for me, I just want to proliferate those skills. And then also, it's just like the motto at the American Negotiation Institute. We believe the best things in life are on the other side of difficult conversations. And I think a lot of people don't realize that their inability to have these difficult conversations is really one of the key things that's holding them back.

I love that. And that line, right, that all this good stuff is on the other side of a difficult conversation. That's literally when I remember reading that the first time and really thinking, that is it. And that's what makes me a freak. In sort of the circle that I, you know, with the people that I hang out with, that I always got excited about dropping the bomb, which is what I really. How I pictured it when there was a difficult conversation to had, even as a younger child, I would drop the bomb and then go, and now I need to follow up, right? Because once the bomb is dropped, you got to take action, right? You can't just leave it there and go, bye. You know, you have to then. But then doing that, realizing the power of engaging in that conversation. I mean, obviously I didn't have the language at the time, right, To. To. To see this, but I remember the excitement, the trepidation, the wild stress that I was experiencing, right? But also the excitement of, I know we're going to end up in a better place than before this. And I think that. I don't think a lot of people realize that. I think they get stuck in the fear. They don't see the upside 100%.

Just this morning, I started writing a Forbes article, and it kind of speaks to that. And I realized that actually it'd Be interesting to hear your perspective on it. So think about the things that we care about that could actually hold us back. That's not necessarily a bad thing. We care about losing a relationship. We care about saying something that offends people. We care about hurting people's feelings. Those are legitimate things to care about and that's critical for human connection. And at the same time, caring too much about those things is actually the root of performance anxiety or lack of performance at all. And so that fear can hold us back, we shouldn't stop caring about those things. But we have to balance it by caring about other things. And I'm focusing on mission and message. What is it that I'm here to accomplish? What's my mission? What is the message that allows me to accomplish my mission? And a lot of times when we focus on other people's feelings predominantly, we muddy the message and then jeopardize the mission.

I guess if you take it back to mission, right then you're there already. As in, why am I having this conversation? Most of the time that's got little to do with you, but with the other side. And I think if you make it about the other side, if you focus your energy in this conversation and your energy in wanting a resolution and even starting the conversation on what it brings to the other side, I find that that always makes it easier to have it. So taking your own yourself and your ego out of the equation, what is more important here? Is it that I want to be viewed a certain way by the other side? Or is it that we actually accomplish the goal that I have, obviously for myself, but also very much for the other side? And if I let my own needs and interests drive the conversation, that's, I think, where we get really sort of. We get sort of stuck in this loop of discomfort. Whereas if we focus the very vast majority of our attention and our energy on the other side and on wanting to help them move forward? I find that that takes a lot of the pressure off our shoulders and makes it easier for sure.

I mean, that's the heart of collaborative interest based negotiation. We have to figure out what it is that they want. And then we have to also realize that the only way we can get what we want is if we help them to achieve. Achieve their goal. Well, you're still here. That's a good sign.

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