The Cost Of Asking: What Happens When Women Negotiate?
A few months ago, I had a breakthrough. After a promotion led to me having a completely different supervisor, what was once a five-year plan to transition out of the organization I was working at, turned into five-month plan. It's a scary point in my life that I haven't found myself at before: I'm not leaving a job because I want better pay or a higher position, I want to leave simply because I'm unhappy. Being thrust back into the job search made me come clean about what I'm lacking as a mid-level professional, and one thing stood out in particular: I'm a horrible negotiator.
It's something I know I need to work on. I'm the kind of person that's happy to have health insurance and being able to maintain my Netflix subscription. But as I get older, and now that I have a family of my own, I'm realizing I need to fight for what's fair when it comes to my salary, because the truth is most companies will aim to get away with compensating you as little as possible.
Women are often told that a closed mouth doesn't get fed, and they need to negotiate their worth, but are employers insulted when they actually do?
Turns out my hesitation with negotiating might be completely justified, as Maria Konnikova pointed out in her New Yorker essay "Lean Out: The Dangers For Women Who Negotiate." She refers to negotiation where gender is involved as “a careful balancing act," and looked at a study on how gender affects negotiation done by Hannah Riley Bowles, a senior lecturer at Harvard's Kennedy School of Government and the director of the Women and Power program. Bowles collaborated with Carnegie Mellon for a series of studies that found that women were penalized far more than men when they asked for higher salaries.
It gets worse.
The studies also found that women were just as guilty of penalizing other women who didn't take what was initially offered, but they also penalized the men just as much. Bowles says, “They just didn't seem to like seeing someone ask for more money."
In a follow-up study, Bowles asked participants to switch roles so that the employer was now the prospective employee. When she asked the women were they comfortable negotiating their salaries in the same situations, the women responded that they weren't and in fact were afraid the conversation would turn against them if they did. Bowles came to the conclusion that once any conversation turns to money, regardless of what pronoun you prefer, employers just plain don't like having to pay out money they wouldn't have to if you just shut up and accepted their first offer. But women are on the losing end because men were less likely to be looked at unfavorably for demanding more pay, in fact, it was almost expected.
"Lean Out" also revealed that employers looked for different values in women than they did men. In a study done by Rutgers, researcher Julie Phelan discovered that during the interview process employers focused more on women's social skills than their professional background, where interviews with men revolved solely around qualifications. Sorry ladies, it appears that Mean Girls didn't just end in 2004, getting a job is apparently a popularity contest too.
So does this mean that we should just shut up and be thankful for whatever is thrown our way during the job hunt? According to Katie Donovan, that's exactly what we should do, well at least the keeping our mouths shut part. The founder of consulting agency, Equal Pay Negotiations says that women give themselves an advantage when they learn to handle a little awkward silence. "In sales, this is something that people are constantly trained in," she says in the article "A Woman's Most Powerful Negotiation Tool? Silence."
"You need to stop selling against yourself. That's what happens when you keep talking. You need to ask a question, then shut up and give the other person a chance to respond."
Donovan says it helps to ask questions and listen, give prospective employers a chance to wonder where your head is at and yourself a chance to evaluate if this is the place you really want to be.
She also suggests thinking of negotiations as more than what your direct deposit is going to look like. Perks are just as important as pay. Maybe the organization genuinely just doesn't have the money to give, but take into consideration things like a company car, working from home or having a flexible schedule. These things can be negotiated as well. Donovan also warns women to not be blinded by the B.S. “Employers have many savvy ways to convince you not to negotiate. Sometimes, it will come across as flattery: 'You're such a great candidate that I didn't want to bother with negotiating—so I went to bat and got you the highest salary you could possibly start with.'"
She warns you to do your research. Search what professionals in your area are making in their positions with sites like Salary.com. Be ready to present why your background is worth what you're asking and role-play situations until negotiating doesn't seem so foreign.
What I learned most from researching the art of negotiation is how different men are socialized from women. Boys are often raised to be confident and to question authority when they feel taken advantage of, while girls are often raised to be respectful and follow the rules.
Unfortunately, this is hurting us where it literally counts the most: our pockets.
I'm still working on the confidence to counter-offer, and now that I think of it, a dress code that includes graphic tee Tuesdays would be pretty dope too, but one thing is for sure: my well-being at work is something I refuse to ever compromise on again.
Have you ever negotiated a good deal or were you and your demands shown to the door?
Originally published May 8, 2017
Featured image by Getty Images
Writer, sexual health superhero, and #BlackGirlMagic and #BlackBoy curator regularly featured on @Madamenoire. Toya can usually be found in between her earbuds, listening to trap music and refreshing her browser for concert tickets. Tweet her @thetruetsharee.
ItGirl 100 Honors Black Women Who Create Culture & Put On For Their Cities
As they say, create the change you want to see in this world, besties. That’s why xoNecole linked up with Hyundai for the inaugural ItGirl 100 List, a celebration of 100 Genzennial women who aren’t afraid to pull up their own seats to the table. Across regions and industries, these women embody the essence of discovering self-value through purpose, honey! They're fierce, they’re ultra-creative, and we know they make their cities proud.
VIEW THE FULL ITGIRL 100 LIST HERE.
Don’t forget to also check out the ItGirl Directory, featuring 50 Black-woman-owned marketing and branding agencies, photographers and videographers, publicists, and more.
THE ITGIRL MEMO
I. An ItGirl puts on for her city and masters her self-worth through purpose.
II. An ItGirl celebrates all the things that make her unique.
III. An ItGirl empowers others to become the best versions of themselves.
IV. An ItGirl leads by example, inspiring others through her actions and integrity.
V. An ItGirl paves the way for authenticity and diversity in all aspects of life.
VI. An ItGirl uses the power of her voice to advocate for positive change in the world.
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If you’re like many other people who are prioritizing wellness these days, then attending a wellness retreat might be something to consider. Wellness retreats are a cool way to get the relaxation you’ve been missing in a space with like-minded people who share a common goal. I descended upon my first wellness retreat, the Mind, Body, + Sol Retreat, a couple of weeks ago at the Zoëtry Agua Punta Cana Resort in Punta Cana, Dominican Republic.
Zoëtry Agua is part of the Inclusive Collection for the World of Hyatt. It is nestled on a secluded part of Uvero Alto beach, which has crystal blue waters. The resort itself is picturesque, with its thatched roofs and lazy rivers that make you feel like you’re in a cute little village.
Mindy, Body, + Sol Retreat was hosted by Koya Webb, holistic health and wellness coach and yoga instructor, and it also featured other wellness practitioners who combined provided the ultimate gift of relaxation and getting back to oneself.
The first night was a Welcome Dinner that featured a five-course meal and an opportunity to meet our companions for the next three days. The food was impeccable and the only downside was that I wasn’t able to finish it all. The next day, however, was the official start of the classes, and I was ready to dive in.
Aura and Chakra Reading
Aura and chakra reading
Photo courtesy
My first class was an aura and chakra reading led by Laura McCann and James Levinson, an Asheville, NC couple. I’ve had chakra readings before, but never like this. There was a computer, a camera, and a scanner, which I placed my hand on for the reading. After two minutes, I received a 15-page report explaining my aura and chakra reading.
It breaks down what the colors of your aura are and what your chakras say. My main colors were green and yellow, which were defined by a variety of things. The top of my aura was green, meaning I have a social mental state and I’m a natural healer. My aura on my left side was yellow meaning my energy flowing is optimistic and light and so on.
After James discussed the findings with me, I then met with Laura, who gave me aromatherapy oils from their ADORAtherapy line that represented each chakra. She further explained the results of my chakra reading and shared how each oil can assist. Chakras are the energy centers in our body, and there is a total of seven: root, sacral, solar plexus, heart, throat, third eye, and crown. All of my chakras were high except for my heart chakra, which I have since been working on. I may follow up about that in another article.
Sound Bath
Sound bath class
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Next was the sound bath class. It was located in the spa, which was indoor/ outdoor and the perfect setting for this kind of experience. Andrew Francis and Carrie Bailey of Zenden Meditation were the co-pilots in transporting attendees into a place of tranquility. I laid down, closed my eyes, and allowed the sounds around me to bring me into a relaxing state. From the singing bowls to the wind chimes, I was in heaven. I even fell asleep and got some of the best rest I’ve had in a while. It was a beautiful experience. However, remember when I noted it was an indoor/ outdoor venue? I forgot to put on bug spray and woke up pretty itchy. But it didn’t stop me from enjoying the moment.
Tea Party
Art of Tea Ritual Tea Party
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The last event of the day was the Art of Tea Ritual located in the resort’s tea garden. It was everything you could want in a tea party. Delectable treats such as cookies, cakes, and white chocolate-covered strawberries, which are my fave. And, of course, tea. While I got to sip tea, I also got to make my own tea blend. There were many different teas to choose from, like hibiscus to your regular black tea. I decided to mix rose and mint and I called it RoseMint. I didn’t get to try my tea blend until I got home, and I’ll be honest, it’s probably the best tea I ever had. The tea herbs taste so fresh, and I love how fragrant it smells.
Breathwork
Breathwork Class
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The next morning was all about breathwork. If you exercise regularly, then you probably know the importance of breathing. But there’s more to it besides remembering to breathe during your workout. Margaret Townsend is a breathwork facilitator who helps people achieve wellness by consciously changing their breathing patterns. In her class, I learned to change my breathing pattern for energy as well as for relaxation. While I know that breathing is a relaxation tool, I was blown away to learn that it can also energize you. Because it was a different breathing pattern, I was also able to stay present and keep a steady pace.
Yoga
Koya Webb's yoga class
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The final class of the retreat was evening yoga with Koya Webb, who, as I mentioned earlier, was the host. Her class was held beside the beautiful Uvero Alto beach, which made for a stunning backdrop and the perfect way to end the retreat. It was important for me to get back into my body after not doing yoga for a few weeks, so I was really focused on nailing the moves. However, Koya kept the energy light and fun, evening cracking a few jokes throughout, which made it easy for me to relax and enjoy the moment. She ended the class with a dance break and hugs from our classmates.
The Mind, Body, + Sol Retreat reminded me how important it is to take time to love on myself. Each class was an opportunity to be present and get reacquainted with oneself in the most loving way. Being surrounded by individuals who encouraged my journey was what I needed, and I am so honored to have had this experience.
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