Negotiating Pay: The Assertive Way

You have completed the interview process. It has gone well. You receive an offer - maybe you’re on zoom, maybe you’re in the office, maybe it is a call or a letter. Nevertheless, you’re about to enter your first salary negotiation, and you’re feeling a bit nervous. You have your heart set on this position. It’s your dream job. What next? You’re about to walk a fine line - to be assertive, and risk coming off as rude? Or to be agreeable, and accept less than you think is enough?

Women earn 82 cents for every man’s $1. Part of the reason for the wage gap is that we as women are sometimes not comfortable advocating for ourselves. We have been trained that it’s rude, unladylike, or unprofessional to ask for a higher salary. Turns out, being agreeable isn’t doing women any favors. A recent study has shown that agreeable women get paid less than men. Whether you are a college student just entering the workforce, a recent hire, or a senior employee at a company, you should be fairly compensated for your work. You are your own best advocate. Take a little time to unlearn your less assertive habits and instead, get good at talking about compensation and negotiating for what you deserve. Trust me, your future bank account will thank you.

Do Your Homework

Before you speak to anyone, do some homework. Through a combination of research and a little bit of practice, you’ll be better prepared to negotiate when you get your job offer or are interested in a promotion. To begin, get the facts straight. A recent study found that women tend to under-value their worth and expect to be paid less than their male counterparts for the same positions. So, before you even say a word, it’s important to have all the numbers. How much does this position pay on average? What other parts of the benefit package are you expecting?

Practice, Practice, Practice

Next, enlist someone you trust to practice your skills. Go through the motions of arriving at the interview - practice your entrance, sitting down, maybe some first remarks. Practice hypothetical situations - maybe you’re offered less than you think your work is worth or a meager benefits package. Rehearse tactics for navigating these sticky situations.

Know Your Worth

A persuasive argument is essential. Remember when you were told in an elementary school writing class to not just tell the story, but to show the story? Or maybe when you were told in middle school that any argument has to have adequate evidence to back it up? Deepak Malhotra, in an article for the Harvard Business Review, says the same simple writing principles apply here. When negotiating for pay or applying for a competitive job, it’s important to show why you’re qualified - not to just state your request and wait for your potential employer to find the answers themselves. Did you get paid more at your last job? What accomplishments make you a more valuable employee? Reflect on your achievements, condense them so they’re straightforward and easy to understand, and prove to your current or potential employer that you deserve what you’re asking for.

The Real Thing

You’re on the phone and ready to negotiate. You’ve done the prep work; you feel prepared. The firm offers you a salary and benefits package. It’s lower than you expected. What next?

• Know that you don’t have to say yes or no right away. Thank them for their kind offer and ask when they expect a reply. If you think it would be helpful, take some time and consider the offer. Talk it over with someone you trust.

• Be honest about your expectations. Maybe you have a higher offer at a job that you’re not as interested in, or maybe you won’t be able to make ends meet on the salary that the company is offering. Tell your future employer the reasons that you’d really like to accept, highlight your needs, and make a counter offer.

• Know that salary might not be your only opportunity for negotiation. Consider loan forgiveness, vacation time, a signing bonus, or other things that might be covered depending on the work you’re doing - for example - a car, computer or a cellphone.

What About a Number?

What do you do when you’re asked for a specific salary suggestion on the spot? This is where your research becomes really, really important. Know the range of salaries for the position and be prepared to throw out a number.

What if Things Don’t Go Your Way?

What do you do if you give a counter-offer and your potential employer says “no?” Not all hope is lost. There are a few ways to respond. One option is to ask if there’s potential for a salary increase in the future. What actions can you take to work up to that initial salary that you asked for? Ask for specifics. If you decide to take the job, discuss a time to check back and reevaluate. Another option is to ask for another part of the offer that the employer is open to negotiating. In Kristen Wong’s article, “A Woman’s Guide to Salary Negotiation”, she emphasizes that transparency is key. While talking about your salary with your co-workers may be tricky and uncomfortable at times, it’s a key element in closing the wage gap. Finally, if you decide that the compensation package just won’t work for you, be gracious and tell the employer why. Leave the conversation on a good note - you don’t want to burn any bridges.

As with anything else, negotiating gets easier with practice. Take a deep breath; you will have plenty of opportunities throughout your career to hone your craft. Small or large, take advantage of these opportunities.

Source:

https://leman.ie/update-on-the-gender-pay-gap-information-bill-2019/