SALARY NEGOTI ATI ON I N 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• Fear• Making excuses• Lack of self-esteem• Lack of confidence• Clichés and outdated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 Gapby 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 Gapby 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 Gapby 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 Gapby 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 WordBy 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 confidenceexcerpts 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 confidenceexcerpts 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-cuddy-takes-a-stand-TED-talk.html?_r=0

• Great Negotiation article from Mindy Crary:

http://www.huffingtonpost.com/mindy-crary/how-to-discover-your-market-value-and-get-paid-what-youre-worth_b_5648454.html

• The Glass Hammer: http://www.theglasshammer.com/news/2014/04/09/salary-history-gender-pay-gaps-holy-grail/

• Microsoft CEO, Satya Nadella’s blunder and Board member: Maria Klawe’s response: http://www.fastcompany.com/3037056/strong-female-lead/the-overlooked-leadership-lessons-in-the-microsoft-ceos-conference-fumble

• History Unshackled! “The Secret History of Wonder Woman” by Jill Lepore: http://www.sfgate.com/books/article/The-Secret-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/tara-sophia-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-Women-Changing-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-pay-

is-essential-to-your-success/• http://www.foodonourtable.com/2012/09/13/4-ways-to-close-

your-pay-gap/• http://www.foodonourtable.com/2014/04/16/entitlement-

isnt-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