Negotiating to WinMy reply
Why too many women don't ask for what they want, keeping big jobs and
top salaries out of reach.
Recent studies show that women, even at the highest levels of business,
perceive negotiation negatively, while men almost relish it. And when
it
comes to negotiating pay it's costing women dearly.
Though women hold nearly half of the management level jobs in the U.S.
work force, on average, white women earn 78 cents for every dollar a
male earns. Minority women earn even less, with African-American women
making 67 cents and Latina women being paid 56 cents on the dollar.
However, mounting evidence across many professional fields shows even
when everything else is equal, men make more money for doing the same
job. The reasons? Several independent researchers have established a
stunning new theory: Women aren't very good at negotiating for the
salaries they deserve. In fact, women are less likely than men to
engage
in negotiations.
Men view the negotiation process positively, as sort of a game, while
women find it painful,
Women and men both made lower offers to women, and both sexes demanded
more from women, according to a study at the University of Vermont.
Women negotiate less, do it less effectively and tend to take the whole
process personally,
While it is nice to believe the world is a meritocracy in which money
follows performance, the evidence shows otherwise. The good news is
that
negotiating is a teachable skill and one that can be depersonalized as
an experience by gathering data and reducing ambiguity.
http://www.pinkmagazine.com/exclusives/negotiatingToWin_0605_2.html
The problem is with individuals, not genders. Some of us are pussies on this issue, some of us are not.
Marta Stewart, Condolezza Rice, Annita Roderick(?)(Bodyshop founder), Fiorina (ex-president of HP), Vanessa Myers (Google), Hillary Clinton...are women that not only probably don't shy away from negotiations, but have very clear what they want to earn and price themselves accordingly.
Beware of articles based on studies that, although make us feel better, also helps us to justify our fears or mediocrity.
It is ok not to like to negotiate. I am a man and hate it deeply, perhaps undervaluing myself when I work for others. Why? Because I hate to feel and be treated as merchandise. And I know I am much more than the money I make or I have in the bank.
You either like bargaining, or you don't. Doesn't matter if you are a man or a woman.
And everyone will try to take advantage of you if they are to negotiate your pay, no matter if they are men or women.
> Men view the negotiation process positively, as sort
> of a game, while
Stupid generalization. Not true.
> women find it painful,
Aaaaaawwwww...poor, poor women! ;) Come on, give me a break! I know some women that are 100 times worse than men (my ex-boss wife: if you even engage in conversation with her, you are probably losing money!)
> Women and men both made lower offers to women, and
> both sexes demanded
> more from women,
Hard to believe. I see men being pressurized as well, and depending of the society, if a woman fails, people are softer with them. If a man fails, there is no mercy (generally) Women have a little extra credit. Women are more likely to ge given another opportunity whereas a man would be sacked on the spot. (from my experience as a worker and manager)
> Women negotiate less, do it less effectively and
> tend to take the whole
> process personally,
Men take it maybe more personally than women. Don't believe me? Read about the unemployed men in Japan who die of starvation (in Tokio!) before asking for help or food. Read about the psychological studies that say that men associate their identity with their job much more than women do. If that's not taking it personally, you tell me what is!
> While it is nice to believe the world is a
> meritocracy in which money
> follows performance, the evidence shows otherwise.
The glass ceiling is not there anymore for women, I think. It seems that it is there, but it is not. The capital today doesn't care if you are a man or woman. Investors only want results. If you are damn good at your job ad make your company a lot of money and are smart enough to do this in a visible way, you'll be promoted and earning millions, as the women I mentioned above do.
> The good news is that
> negotiating is a teachable skill and one that can be
> depersonalized as
> an experience by gathering data and reducing
> ambiguity.
True. The problem is if you hate it, like me :)
Then you'd better get rich on your own.
Summarizing...I know you don't like my opinion, but get informed about it, 'cause I am right ;) : in the future there is less and less work for all of us, men or women, particularly in the developed world.
Read this article for more
We should be thinking on how to prepare for this, regardless of our gender.
Kiss
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