Career Coach: Be A Better Negotiator
5 steps to asking for, and getting, what you want. Hint: It's all in the approach!
by Julie D. Andrews
Many of us don't bat an eyelash haggling over prices for street jewelry or wrangling gym memberships at rock-bottom rates. When it comes to nailing career negotiations though, we often get the jitters. Whether it's for flextime, vacation time, a transfer or raise, historically, women simply don't ask.
Researching her book "Ask For It," co-author Linda Babcock, economics professor at Carnegie Mellon University, found that men are four times more likely to negotiate for extras on the job, from vacation to higher salaries. "We're more willing to accept what's offered instead of engaging in the process. This can have big consequences." Check out her example:
- Two 22-year-old pros enter the workforce earning $35,000/yr.
- One asks for high yearly raises, averaging 5%
- One accepts yearly raise as given, averaging 3%
- By age 37, the negotiator earns $61,250/yr; the other earns $50,750/yr.
"Pushing boundaries may seem risky and uncomfortable, or you may fear sounding like a pest," she says, "but successful negotiating is not battling. It's problem-solving, a valued skill in any profession." What's more, it's a skill that can be polished with practice. Try Babcock's five negotiating tips when navigating your bright future.
- Brush Up
The more you know, the more confident you'll be making your case. If you'd like flextime perks, find out what competitor companies offer. Meet regularly with industry peers to engage in friendly information-share so you're aware of what others in your position receive in terms of benefits and compensation. Find the info you need here:
Research: Careerbuilder.com, Jobstar.org, Payscale.com, Rileyguide.com, Salaryexpert.com
Contact: Professional associations and alumni networks
Google: Type "Salaries for (profession); (State)"
