Is that all? Negotiating to Bridge the Gender Pay Gap

After a yearlong search and weeks of interviews at a rapidly growing consumer goods company, Emma was thrilled to learn that she was being offered a job. It was her dream role, leading a R & D team, in an organization whose culture and values reflected her own.  Yet when the salary offer came in, her dream collapsed with a thud. Emma had done her research up front and knew that the company was offering 15% below market standard for her skill set. Convinced this was a non-starter, she declined the offer. HR came back with a simple question, ‘Can you be flexible?’ Emma’s response was just as simple: a firm and resolute ‘No’. End of story.

The good news for Emma and all women, is that discussions about the gender pay gap have moved from the shadows to center-stage, creating a sense of urgency about addressing the issue. However, at the current pace of progress it’s going to take 40-60 years to close it. Emma’s refusal to accept anything less than an equal salary for a man with the same skill set is valid and understandable. In holding her ground for herself, she is holding the ground for all women, sending a clear message of resistance to unfair treatment and a call for change.

But hold on a moment. Could there also be hazards to salary being the primary deal breaker for a job? There is no question that it is important for women to be paid fairly. But money is not the only factor that determines professional success.  Instead of asking 'Is that all?' could we also ask 'What else is possible?'

Should you find yourself in Emma’s situation, you might want to consider turning around and coming back to the  table. Opening the door to negotiation can be a creative and collaborative undertaking while profiling you as a force to be contended with. Even if the job doesn’t materialize, you will have gained in other ways. Getting adept and comfortable with negotiating is an important leadership skill, vital for managing relationships and achieving goals, including financial goals, in the long term. So here are 3 reasons why it’s worthwhile to hang in there and negotiate:

1. Opportunity to practice negotiating skills
2. You may succeed in negotiating a deal which you feel great about
3. You will be remembered

 
Get comfortable with negotiating
The reason so many women find negotiating stressful is because of perceiving it as a zero-sum game where there are winners and losers. A more wholesome approach is to view negotiation as a problem-solving exercise among equals. Instead of ’I need to get what I deserve.’, shift your mindset to ‘How can we make this work for all of us?’  Then get ready to unleash your negotiating skills. The principles are the same whether you are negotiating a job offer or a promotion. Here are some things to keep in mind.

1. You have leverage: Both you and the company have gone through an extensive process to determine that you are the right person for the job. It is in their interest that you strike a deal, otherwise they will have to spend more time filling the position. Perhaps even start from scratch. Trust that they are as motivated as you are to find a solution to get a good outcome.
2. Do your research beforehand: Find out what is the market pay rate for a man  for your role and skill set 
3. Be an expert in your expertise: Get crystal clear on how your experience, skills and ambitions will add value to the company, and why that matters to you. Practice how you will say it ahead of time. Help them understand the benefit they will get from hiring you and not someone else. 
4. Respectfully call out their sub-standard offer: When a company's offer reflects a gender pay gap, it's important to respectfully ask if they are aware of that. Be able to cite your sources on this, whether information from other companies or research that is publicly available. How they respond to this question will be very revealing in terms of their negotiating attitude. Do they acknowledge that their offering is below market rates, but for whatever reason they are not able to increase it now?  Or do they push back in denial?  If so, don’t let it rattle you. One way or another it’s time to shift the discussion from ‘You are not offering me enough’ to ‘What else could make this work?’
5. Prepare for the negotiation ahead of time by reflecting on other rewards which would make a difference in supporting your ambitions while aligning with your values. Here are some ideas: 

• Resources – funds for projects, extra team members/direct reports, department collaborations, equipment, facilities, software/hardware, knowledge sharing 
• Timelines – starting date of job, projects, deadlines for completion
• Professional development – trainings, seminars, mentoring, coaching.
• Time for other professional pursuits/pet projects outside of job responsibilities. For example, writing a book or lecturing on your areas of expertise.
• Work-Life Balance – hybrid working, working days/hours, vacation days and periods
• Networking – Assignments that will bring you in contact with key players for your career development. Appointments to workgroups, committees that will support you in your career goals. Invitations to present your work in high value contacts.
• Title – your official title and function, and what kind of autonomy and authority it will give you in decision-making.
• And last but not least: Commitment to future salary discussions.  If the company can’t or won’t pay you what you think you deserve, but you have gained ground on other areas to make the job more appealing, it’s time to get commitment about when salary discussions will be broached again. This conveys awareness that although you may be flexible on salary demands now, they should expect that this topic will be revisited in the future. By then you will be in a stronger position. You will have established a track record and cultivated allies and sponsors to reinforce your value to the company.  

Maintain the ‘We are negotiating as equals.’ mindset
Introduce your topics one at a time and give yourself space to gauge the reaction of your negotiation partners. Are they getting energized, displaying a willingness to collaborate, thinking out loud to build on your suggestions? Or do they remain closed to any ideas and seem to just be running out the clock to end the meeting?  No matter what, hang in there. This may not be the company you want to work with after all, but at least you are getting great practice at negotiation.

Getting a sweet deal
Do you sense a customized rewards package coming together?  Keep going!

Because you have reflected ahead of time on what is important to you, where you can be flexible and what is the minimum bundle of rewards you will accept to get you over the line, you can take it easy and be superbly confident that whatever outcome you get will be the right one. The freedom from attachment to the outcome is a boost to your negotiating power.
​
A word of caution: never reveal your previous salary. Many companies use this information to try to convince you that you are getting better deal by offering an increase of 5%. Don’t take the bait!

Be memorable
Not being shy about negotiating and demonstrating a grasp of the process conveys self-belief and confidence in your value. Whether or not the negotiation process results in a deal, trust that you will leave a vivid impression in your wake. Don’t underestimate that something positive may come from this encounter sometime in the future.


This article on ‘Negotiation skills’ is the first in a series highlighting one of the 8 areas of focus on the Female Leadership Wheel™  a unique coaching tool developed by Lisa Ross-Marcus to help women create their own plan for leadership development.  

---