SALARY NEGOTIATION IN THE AGE
OF TRANSPARENCY
MICROSOFT CEO SAYS WOMEN
SHOULDN’T ASK FOR RAISES:
“It’s not really about asking for a raise, but
knowing and having faith that the system will
give you the right raise. That might be one of
the initial ‘super powers,’ that quite frankly,
women (who) don’t ask for a raise have. It’s
good karma. It will come back.”
Why Women Don’t Apply for Jobs
Unless They’re 100% Qualified
by Tara Sophia Mohr (Harvard Business Review)
• Lack of faith in
themselves
• Misunderstanding the
hiring process
• Fear of Failure
• Blind adherence to the
“rules”
Why Women Don’t Ask for Raises
•
•
•
•
•
Fear
Making excuses
Lack of self-esteem
Lack of confidence
Clichés and outdated
social notions
Learn how to negotiate for yourself
• Do your homework &
research salaries (come
in armed with data)
• Ask me (or another
friendly recruiter)
• Salary.com
• Jobstar.org
• Glassdoor.com
• Ask your firm
administrator for
alanet.org’s salary
survey info.
Learn how to negotiate for yourself
• Be authentic
• Maria Klawe talked
about her battle with
imposter syndrome
• Initiate open & honest
discussions regarding
salary
• Steve Pearlstein, The
Washington Post,
“Want a Say on Pay? Tell
them what you make.”
When to introduce a salary
negotiation to the hiring process
• After the job offer
• Buy yourself some time
• Get ALL the details in
writing
• Show your research
• Don’t get personal
How much should I ask for?
• A slightly inflated
amount
• Concessions: Redefining
the pie
• Compromise
• And if they won’t
budge?
4 Ways to Close Your Pay Gap
by Jennifer McLanahan-Flint, foodonourtable.com
1) Know your current
salary
• Do you know what you
make each month?
• Review your salary
history over the past
four years (including
benefits & bonuses)
• What is your average %
increase (average in the
US=4-5%)
4 Ways to Close Your Pay Gap
by Jennifer McLanahan-Flint, foodonourtable.com
2) Research the external &
internal salary market
• Get your job description
• &/or Ask your manager
the salary range for
your position
• Is the internal salary on
par with the external?
4 Ways to Close Your Pay Gap
by Jennifer McLanahan-Flint, foodonourtable.com
3) Revenue
• Understand how
revenue is generated in
your organization
• Find out where your
salary is budgeted and
who controls that
budget
• Understand how raises
are calculated
4 Ways to Close Your Pay Gap
by Jennifer McLanahan-Flint, foodonourtable.com
4) Risk
• Many employees are
averse to taking the risk
of drawing attention to
themselves (this will keep
you underpaid)
• Ask for more $ before
your next review period
• Let your supervisor know
your expectations
• Frame your request as
options (% increase; flat $
amount)
Entitlement isn’t a 4-Letter Word
By Jennifer McClanahan-Flint, foodonourtable.com
• Review your
accomplishments over
the past year
• Be prepared to give a
number ($)
• Appreciate – bask in the
enjoyment of the
recognition (instead of
bubbling over with
gratitude)
• Entitlement – you really
do have the right to what
you want
• If you work hard &
produce you have a right
to feel entitled at work (&
at home)
• Think about what you
deserve
• It requires that you
expect & ask for what you
want
Credibility – how to project confidence
excerpts from The Credibility Code by Cara Hale Alter
• Keep your head level
– Point your nose at the
listener
– Don’t tilt your head
– Keep your chin level
– Keep your body position
still and let your head
move independently (if
speaking with multiple
individuals)
• Establish your place at
the table/desk
– Spine strong, shoulders
level, own the space
– Sit your tailbone all the
way back in the chair
– Keep your torso 6-8”
away from the table
(own the space in front
of you with interactive
gestures)
Credibility – how to project confidence
excerpts from The Credibility Code by Cara Hale Alter
• Vocal codes of conduct
– Speak with optimal
volume (don’t be a low
talker – remember that
Seinfeld episode!)
– Articulate clearly
– Keep your pacing relaxed
– Avoid using fillers (um,
uh, you know…)
– Start high and end low
Resources
•
•
Amy Cuddy – Takes a Stand, New York Times:
http://www.nytimes.com/2014/09/21/fashion/amy-cuddytakes-a-stand-TED-talk.html?_r=0
Great Negotiation article from Mindy Crary:
http://www.huffingtonpost.com/mindy-crary/how-todiscover-your-market-value-and-get-paid-what-youreworth_b_5648454.html
•
The Glass Hammer:
http://www.theglasshammer.com/news/2014/04/09/salaryhistory-gender-pay-gaps-holy-grail/
•
Microsoft CEO, Satya Nadella’s blunder and Board member:
Maria Klawe’s response:
http://www.fastcompany.com/3037056/strong-femalelead/the-overlooked-leadership-lessons-in-the-microsoft-ceosconference-fumble
•
History Unshackled! “The Secret History of Wonder Woman”
by Jill Lepore: http://www.sfgate.com/books/article/TheSecret-History-of-Wonder-Woman-by-Jill-5841246.php
•
•
“Why Women Don’t Apply for Jobs Unless They Are 100%
Qualified” by Tara Sophia Mohr: http://blogs.hbr.org/tarasophia-mohr/
In Business As in Life, You Don’t Get What You Deserve, You
Get What You Negotiate by Chester L Karrass. Also recommend
his seminars on negotiating. Info at http://www.karrass.com/
•
Vivek Wadhwa, Innovating Women: The Changing Face of
Technology: http://www.amazon.com/Innovating-WomenChanging-Face-Technology/dp/1626814228
Jennifer McClanahan-Flint is a Family and Career Strategist.
Through her Leverage to Lead Programs, she helps high-achieving
working women build careers that are flexible, fulfilling and
financially rewarding. If you want would like to receive career
strategy insights and advice in your inbox, you can sign up for a free
subscription to her weekly newsletter at www.foodonourtable.com.
Here are a few articles Jennifer wrote about pay and asking for a
raise:
•
http://www.foodonourtable.com/2014/08/07/why-your-payis-essential-to-your-success/
•
http://www.foodonourtable.com/2012/09/13/4-ways-toclose-your-pay-gap/
•
http://www.foodonourtable.com/2014/04/16/entitlementisnt-a-four-letter-word/
Feel free to contact either one of us:
Kim Clancy, Managing Director, HOP, LLC, kim@hopllc.com
Heather Larrick, Regional Office Administrator, Shearman &
Sterling, heather.larrick@shearman.com