Getting a job and the associated employment conditions are often viewed as a one-way street. The employer gets to decide on the terms they’ll offer, right?
It’s better to look at the relationship as a mutually beneficial one, where you as the employee have value to the employer, and they provide you with pay and other benefits. Placing value on your own skills and the return they give to a potential or existing employer can help put you in the driver’s seat when it comes to negotiating pay and conditions.
But women and men behave differently in employment negotiations. Here’s some of the common mistakes women make, and how to avoid them:
1. Value your transferable skills and don’t be afraid to learn on the job.
Research shows that most men will apply for a job even if they only have 60% of the job requirements, whereas women will not apply unless they meet 100% of the advertised qualifications and experience. We all have base skills that can be transferable to different contexts – raising that sponsorship for the school fete probably taught you to be an ace negotiator! Value these skills and assess whether they will help you to meet the advertised position description. Think of examples where you have demonstrated the capacity to learn and adapt quickly – can you apply this to areas of the role that could be learned on the job?
2. Don’t be afraid to negotiate!
Studies show that women tend to be more reluctant to negotiate, particularly for themselves. This is partly because it is more common for non-compliant women to experience social backlash and be labelled as hostile or selfish. As a result, many women accept the first offer they receive, and don’t ask for what they really want. The key is to be fully prepared for negotiations – understand the job and your market value, practise your negotiation skills, and set limits for what you will accept. Never accept an offer on the spot – always ask for time to consider. This will give you breathing space to think carefully about how you will respond. Remember that the employer wants a happy employee, not one who will run out the door as soon as a better job comes along. So, it’s worth their while to make you an offer that will keep you there. Know your worth, and don’t be afraid to ask for it! Don’t assume that if you refuse their first offer you will lose the job – you can always frame it in such a way that you are still able to accept even if they can’t increase the salary.
3. Don’t assume flexible working conditions will reduce your salary.
Researchers have found that where women are offered flexible working conditions, they will tend not to ask for pay increases. Of course, if you are negotiating part-time as opposed to full-time work you can expect that the negotiated salary should be pro-rata. But if your employer offers flexible working conditions, and you are putting in the same amount of work and producing the same outcomes as your contemporaries, you should not be financially penalised for coming in and leaving half an hour later so you can do the school drop-off. Calculate the cash value of what you’re being offered and consider the whole package, so you know if it is on par with your market value.
Preparation is key to finding a job that you love and getting paid what your worth for it. Research the job and the job market so you can accurately place a value on your skills and the position on offer. This can be particularly important for return-to-work mums who may have been out of the workforce for a while. Use your networks to find a mentor who may be able to help you prepare and practise your negotiation skills. Get ready to negotiate! Accept that negotiation will be part of the process and stay grounded in the knowledge that you have a valuable skillset to offer an employer. Above all, be confident!
What have you got to lose?