Women negotiate on the behalf of others — why not themselves?
Jane recently landed a dream job — a significant jump in title and responsibility. But then the salary came in: $25,000 less than she was already making.
Do you view successful negotiating as getting more than what the other party wants to give? If so, you’re not alone — and you’re negotiating all wrong.
Many women still don’t negotiate. Or make counter offers. Many don’t like to say, “No.” We are often reluctant to ruffle feathers. The problem: Being uncomfortable or unwilling to negotiate is one factor contributing to the gender pay gap.
"When women hear the word 'no,' they hear 'no.' Men hear the word 'no,' and what they hear is, 'not right now,'" Dr. Victoria Medvec, founder and executive director, Center for Executive Women, Kellogg School of Management, Northwestern University, shared at the NEW Executive Leaders Forum.
Here’s a situation I encounter often: A client wants something at work, whether it’s a raise, a new leadership role, a coveted assignment or the go-ahead to launch a new project. She knows that what she wants is reasonable and workable. But she won’t ask for it.
Asking for what you want is an empowering act. But the power of asking depends on knowing what you want and fully believing you deserve it.