What to Do with the Rest of Your Life by Robin Ryan
Author:Robin Ryan
Language: eng
Format: epub
Publisher: Simon & Schuster
Published: 2002-07-15T00:00:00+00:00
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Why Women Are Still Paid Less Than Men
The Annual Working Women salary survey, published by Working Women magazine, and other recent labor studies show women are still paid 23% less than men. Women tend to devalue themselves as workers and accept whatever’s offered. They aren’t as aggressive as men in their salary negotiations. Women wrote to me after reading my book on interviewing techniques ( 60 Seconds & You’re Hired! ) and told me that they had never negotiated salary before. They reported that when they did use the salary negotiation techniques I outlined in my book, they surprised themselves by getting better offers. One client, Martha, was determined to ask for a higher salary after receiving a job offer. She discussed it with her prospective employer, telling her she thought the offer was a bit low. The employer immediately offered $3,000 more, plus a $2,000 signing bonus. Her new boss later told her she got really worried when Martha didn’t accept the offer right away. So, the boss put together the best package she could. She really wanted to hire Martha. “Wow! I’d never have believed I could do this, but it’s sure gonna be fun spending all that extra money,” Martha told me.
The first rule of salary negotiations is— try. In minutes, you can find yourself thousand of dollars richer. (There’s a complete formula for success that I’ll outline a little later in this chapter.) Use documentation and persuasive arguments. There’s psychology and human behavior at play here that you need to recognize. Fact: Once the employer decides “you are the one,” he ends the selection process and moves to the recruiting process. He begins to sell you on the job and the company. He worries you won’t take the job. His panic increases. He wants you. And he wants to get what he wants. Whatever it takes! There lies the secret power of negotiation: waiting until an employer wants you, you, and only you. That’s when the employer is most willing to pay more to get you. This is why it’s important to avoid all salary conversations until the job offer has been made.
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