One of the most difficult tasks we face during our careers is the prospect of asking for a raise. It can be a nerve-racking experience, in fact, even for the most confident individual. And for various reasons, it’s even tougher for women.
The first question to answer is, “Am I ready for a raise?” Answering this simple question can make a difference between success and failure.
When it comes to negotiating for salary, it’s worth noting that women fall far short of the accomplishments made by men. Several studies have outlined the disparity and some of the root causes. For instance, men will initiate salary negotiations about four times as often as women and women are 2.5 times more likely than men to feel apprehensive about negotiating for a raise.
“Men tend to see the world as mutable [and] women tend to see the rules as fixed, having rules they need to follow,” Rosina Becerra, a UCLA associate vice chancellor, told a campus publication. “Women need to see that we can change the environment. We need to feel like we’re doing good work and be able to talk about it.”
Conversation is a good start, but changing fundamental and long-held workplace attitudes among women is essential.
Linda Babcock and Sara Laschever, authors of the book “Women Don’t Ask: The High Cost of Avoiding Negotiation–and Positive Strategies for Change
One survey published by the authors found that since women are more pessimistic about the amount available when negotiating takes place, they end up with, on average, 30 percent less than men. And that number can add up over time.
In a study of Carnegie Mellon graduates, Babcock found that 57 percent of male students negotiated their starting salaries compared to just 7 percent of the female students. The result was the men ended up with a starting salary that averaged $4,000 more.
So what can be done to combat the problem? Simply put, negotiating for a raise is like any other job skill.
If you don’t have it, you have to learn it.
Don’t treat it like a trip to the dentist.
Communicating about money in a professional manner is something any boss would expect a good employee to be able to accomplish.
Two main ideas to consider before you walk into the boss’ office to ask for a raise are first, analyze what your value is to the company and second, understand the current financial state of your company. Since timing is everything when asking for a raise, being aware of those two factors will help you reach your goal.
If you conclude a pay raise is justified and the timing is right, take the next step by setting up a meeting with your boss.
Here are some quick tips to help you along:
List of Salary Negotiation “Do’s”
1. What’s the best way to approach your boss for a raise? Opt for face to face whenever possible; avoid salary negotiations via email or by another company forum (Intranet).
2. Approach the meeting like a job interview or business meeting, but keep it light-hearted and non-threatening so participants feel comfortable discussing the issue.
3. Some salary negotiation experts believe using percentages as opposed to dollars makes more sense during salary negotiations. So, if you’re making $50,000 and think you deserve $55,000, put it in the context of a 10% raise. It’s worth noting a cost-of-living increase, once estimated at 2% is now calculated between 3% and 7% — specifically within highly populated areas such as NYC and Los Angeles.
4. When making your proposal, think of asking for a number higher than you think you can get — without getting carried away, of course. This is a “negotiation.” Give your boss room wiggle room to counter with a lower number that will be comfortable for you.
List of Salary Negotiation “Dont’s”
1. Don’t attend the meeting unless you have a list of your workplace accomplishments in hand. Quantify improvements you’ve made, problems you’ve solved, and particular victories you’ve had.
2. Don’t attend the meeting unless you know the market value of your job, comparing it to similar ones both inside and outside of your workplace. For most companies, the human resource departments have pay scales for particular jobs. Find out what the range is for your job, what the maximum salary would be, and how performance is evaluated.
3. Don’t ask for a raise based on your increasing personal financial obligations. For example, if you’re asking for a raise because you just purchased a new house or are expecting triplets or want to buy a new Hummer, that’s not going to fly with your boss.
4. Don’t jump to action too quickly. Salary negotiation should be approached as a long-term goal, which requires some laying of groundwork.
CONCLUSION
You have to face the fact that you may be turned down, think of it as a lesson learned that will further prepare you for the next attempt. If you don’t get the raise you want for whatever reason, become more active and visible at work, and develop a plan that increases your negotiating power the next time you ask for that raise.
(Originally Written February 2006; Revised and Updated December 2010)
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