The gender pay gap remains a persistent issue, with women earning approximately 82 cents for every dollar paid to men. While gender discrimination plays a role, one key reason for the gap is that women often do not negotiate salaries as aggressively as men.
However, pay negotiation is a learnable skill that allows women to earn higher incomes and advance professionally. Becoming a savvy negotiator helps ensure you receive fair pay in line with your expertise and accomplishments.
Follow these pro-pay negotiation tips as you aim for a new job, promotion or salary review:
Do Thorough Market Research
Before entering negotiations, thoroughly research typical pay rates for your role, experience level and location. Some helpful resources:
- PayScale, Glassdoor, Indeed and LinkedIn Salary data
- Job ads for similar roles noting listed salaries
- Salary databases like the Bureau of Labor Statistics
- Associations or industry groups that publish compensation surveys
- Professionals in your network who can give insider salary intel
Look for salary ranges based on experience. For example, an account manager role may pay $50k-$65k for 0-2 years, $60k-$80k for 3-5 years. Identify where you land in the range based on your background.
Know Your True Market Value
Determining your market value means identifying a fair salary range you can reasonably expect – not just what you need or hope for. Assess your:
- Relevant qualifications, education credentials and specialized certifications
- Hard skills and specialized expertise in your field
- Years of directly related professional experience
- Key achievements, wins, projects delivered, or goals met
- Unique value and impact you bring to the business
Be able to articulate your value and back it up with metrics. Know the salary range you deserve based on the above factors.
Ask Upfront About the Salary Range
Rather than state your expected salary right away, first ask “What is the typical salary range for this position?” Pay attention to the high end of the salary range to counter appropriately. Ask follow-up questions:
- Is this range flexible at all based on experience and qualifications?
- What are the key factors that would lead to an offer at the higher end of the range?
- Does compensation increase substantially with tenure?
Gauge if the range aligns with your market value. Then target the higher end or slightly above based on your background.
Time Negotiations Strategically
Ideally, negotiate after receiving a formal offer but before accepting it. At this stage, the company has committed, but you still have leverage. Be aware of trends:
January-March: Companies have new budgets and tend to be most open to negotiation.
Mid-Late Summer: Times when business needs are pressing.
Avoid negotiating between November-January when budgets are tight.
If you apply near year-end but won’t start until the new year, negotiation may be easier once budgets reset.
Frame Negotiation as a Mutual Conversation
Rather than seeing negotiation as confrontation or giving ultimatums, approach it as a shared conversation focused on understanding each other’s needs.
Keep the tone friendly and positive. Demonstrate you want the role and aim to find an offer that works for both parties. Avoid framing it as an “I need X” demand.
Quantify Your Value
Back up your requested salary with data demonstrating your value:
- Salary history and compensation growth rate over the past 3-5 years
- Hard metrics like sales, clients acquired, revenue delivered, projects completed etc.
- Compliments, awards, and recognition received for top performance
- Specialized expertise and achievements others in the company lack
The more evidence you have, the stronger your case for higher pay.
Use Persuasive Language
Confidently express your knowledge of your value. Sample language:
“Based on my 10 years experience in this industry and key skills in [X,Y,Z], I know my market value is between $75K-$85K for this role. I'm very excited about the position and am confident I can deliver exceptional value.”
Avoid undermining statements like “I think this might be fair, but I’m flexible.” Be assertive but not aggressive.
Negotiate Creative Perks
Rather than focus only on salary, consider negotiating on:
- Flexible work arrangements – remote, compressed hours etc.
- More vacation time or increased time off
- Professional development funds
- Conference or training budget
- Paid membership in industry groups
- Commuting benefits – parking stipend, transit reimbursement
- Wellness perks – gym reimbursement, mental health benefits
Some perks can add thousands in effective compensation.
Assess the Total Compensation Package
Evaluate the overall mix of base salary, performance bonuses, equity-like stock options, benefits, and perks. Understand the total value.
For example, accepting a lower base salary may be feasible if bonuses and equity upside are generous. Negotiate an optimal blend.
Use Competing Offers for Leverage
Having another job offer can powerfully strengthen your position. However, avoid threats or ultimatums. Smart framing:
“I'm very enthusiastic about joining your team. I do have another offer in hand, but I think the work here aligns better with my goals and interests. I want to make this work. Is there any flexibility on the salary number so I can readily accept?”
Gauge if they can match or beat the other offer. Weigh the risks of rescinded offers.
Ask for Time to Carefully Consider
If you need time to reassess or consult others after getting an unsatisfactory response, say:
“I appreciate you working with me on the offer details. This is an important career move, so I’d like a few days to carefully consider your offer and ensure it's the right fit. When could we reconnect to continue the discussion?”
It buys you time to plan the next steps or get advisor input.
Negotiate Up From Your Goal
Start the negotiation 5-10% above the pay you ultimately want. That way, if the employer negotiates downwards, you have room to make concessions while still ending up at your goal salary.
Initially asking for $90K makes it easier to “compromise” down to your $85K target.
Pay negotiation is a learnable skill that allows women to earn higher compensation aligned to their true value. Approach negotiations as a positive discussion focused on mutual understanding. Back up requested pay with evidence of your skills and achievements. Use persuasive language, target perks, and benefits, and negotiate firmly but friendly.
With preparation and practice, you can become a confident negotiator. Use these tips to narrow the gender pay gap, whether starting a new job or seeking a salary increase. What strategies have worked for you when negotiating pay?
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