How to Ask for Anything…And Get It

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Likability Matters :”It’s not necessarily what you say, but how you say it. If I like how someone is speaking to me, it makes it easier to hear them. And what you want is to be heard.” -Marcia Cole, CEO of Ivy Digital, a digital media agency that grows social audiences

Don’t Apologize “I hired a woman last year who stuck to her guns on the things she needed to accept the job. We went through many rounds of negotiations. I have a lot of respect for the people I hire and encourage them to kick the tires. Too many women apologize for the very act of negotiating.” -Erika Nardini, chief marketing officer of AOL Advertising

Focus on the Future “As a manager, you’re always thinking about what’s next, what’s the strategy going forward. The past is the past, but I feel great about investing in the future.” -Stacy Martinet, chief marketing officer of

Know What You Want “I once called the executive in charge of compensation to discuss year-end bonuses. He said, ‘What do you think is fair?’ I had my list of reasons why [I deserved more’], but I wasn’t prepared to throw out a figure. That taught me to always go in with a number in mind.” -Lisa Caputo, executive vice president and chief marketing and communications officer of The Travelers Companies

It’s Okay to Walk Away “There were many times when I took work and wasn’t compensated fairly for it. Since then, I’ve learned what my time is worth. If I can’t expect that, I very nicely end the negotiation.” -Trica Jean-Baptiste, president Morgensheer Hospitality

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