WORK$MART: Pay Negotiation for Women

Part IIEvelyn Murphy, The Wage ProjectJocelyn Samuels, National Women’s Law Center

Speakers for this Session

Evelyn Murphy

Founder and President,The Wage Project

Jocelyn Samuels

Vice President,National Women’s Law Center

Jocelyn SamuelsJocelyn Samuels is Vice President for Education and Employment at the National Women’s Law Center, where she spearheads the Center’s efforts to advance the rights of women at school and in the workplace. Among the focuses of her work are efforts to ensure equal pay for women in the workforce; to promote recruitment and retention of women in fields that are nontraditional for their gender; to break down the barriers that limit women’s opportunities at the highest levels of business and education; and to achieve gender equity in all aspects of education and employment.

Prior to joining the Center, Ms. Samuels was Labor Counsel to Senator Edward M. Kennedy, the Chair of the Senate Committee on Health, Education, Labor and Pensions. She also worked for a decade as a senior policy attorney at the Equal Employment Opportunity Commission, where she specialized in issues of sex and race discrimination. Ms. Samuels also worked in private practice, for the Office of Independent Counsel and for the Office of the Legal Advisor at the U.S. Department of State.

Ms. Samuels received her law degree from Columbia University, where she was an editor of the Law Review, and her Bachelor’s degree from Middlebury College.

Evelyn MurphyEvelyn Murphy, a Ph.D. economist, is the Founder and President of The WAGE Project, Inc., a national organization dedicated to ending wage discrimination against working women, and Resident Scholar (on leave 2008-09) in the Women’s Studies Research Center at Brandeis University, where she researched and authored a book on the gender wage gap entitled Getting Even: Why Women Don’t Get Paid Like Men and What To Do About It.

After serving as Massachusetts Secretary of Environmental Affairs and Secretary of Economic Affairs, in 1986, Evelyn Murphy was elected Lt. Governor and became the first woman in the state’s 200 year history to hold constitutional office. Prior to that, despite the state’s progressive image, no woman had ever been elected Governor, Lt. Governor, Secretary of State, Attorney General, Treasurer, Auditor, or US Senator in Massachusetts.

Dr. Murphy is also Vice Chair of the Board of Directors of SBLI USA Mutual Life Insurance Company and a Director of Citizens Energy Corporation. In her civic role, she serves as a founding Director of The Commonwealth Institute, a Trustee of Regis College, Honorary Chair of the Lost Coin Women’s Fund, Inc. and the Advisory Board of Rosie’s Place.

The recipient of eleven honorary degrees and more than one hundred awards from organizations throughout the country, in her spare time, she has run the Boston Marathon many times and can be seen in the bleachers cheering for the Boston Red Sox.

INTRODUCTION & RECAP OF WEBINAR 1

“WORK” SHOP

GENDER WAGE GAP -WHAT, HOW, WHY

SOUNDS SIMPLE, NOT EASY TO DO

BETTY BENCHMARK IS UNDERPAID

NEGOTIATING A RAISE

• REALITY: CAUTIONARY ADVICE

• BENCHMARK-TO-NEGOTIATING TOOL

• NEGOTIATION 101: TONE, TIPS, TACTICS

• BASICS OF A RAISE

• 3 STEPS TO NEGOTIATION

NEGOTIATING A RAISE: REALITY CHECK

• FEAR OF RETALIATION IS WELL FOUNDED

• NEED NOT STOP YOU, BUT PROCEED WITH CAUTION• BE STRATEGIC IN YOUR ACTIONS• BE CAREFUL IN YOUR LANGUAGE• TRUST YOUR OWN JUDGMENT: BACK OFF IF YOU SENSE

YOU ARE JEOPARDIZING YOUR JOB, YOUR STANDING, YOUR FUTURE

• THE FOLLOWING MATERIAL IS DESIGNED TO GIVE YOU A POSITIVE PATH TOWARD BEING PAID FAIRLY BY USING OBJECTIVE MATERIAL AND CONSTRUCTIVE LANGUAGE TO YOUR STRATEGIC FINANCIAL ADVANTAGE

NEGOTIATING A RAISE: TURN BENCHMARK INTO NEGOTIATING TOOL

ADD TO YOUR BENCHMARKING LIST:

• KEY ACCOMPLISHMENTS IN PAST YEAR THAT WERE BOTTOM-LINE CONTRIBUTIONS TO OPERATION

• KEY ACCOMPLISHMENTS THAT CONTRIBUTED TO BUILDING ORGANIZATION

• RECENT ADDITIONS TO QUALIFICATIONS

• DOCUMENTATION BY OUTSIDERS

• EXTRA RESPONSIBILITIES

NEGOTIATING A RAISE: TONE

• BE POSITIVE

• BE PERSUASIVE

• BE FLEXIBLE

KEEP IN MIND: THIS IS A DISCUSSION

NEGOTIATING A RAISE: TIPS

• KNOW CONTEXT– PRIORITIES OF YOUR BUSINESS, ORGANIZATION– NORMAL CYCLE FOR SETTING SALARIES

• OFFENSE– SELL YOURSELF– TARGET HIGH BUT BE REALISTIC– PRACTICE YOUR LANGUAGE

• “HELP ME UNDERSTAND…….”• “FROM MY RESEARCH, A FAIR SALARY FOR ME WOULD BE..”

• DEFENSE– ANTICIPATE OBJECTIONS– NEVER GET PERSONAL

NEGOTIATING A RAISE: TACTIC (ONE AND ONLY)

• CHOOSE THE BEST TIME FOR YOU TO ASK AND THEN

CONTROL THE PROCESS

DON’T NECESSARILY WAIT FOR THENORMAL SALARY REVIEW

OTHER OPPORTUNITIES MAY TRIGGER BEST TIME TO ASK

NEGOTIATING A RAISE: THE BASICS

• A RAISE IS EARNED

• BUT YOU’VE GOT TO ASK FOR IT!

• YOU’VE ALREADY DONE 3/4 OF THE WORK IN PREPARATION

• WHAT TO ASK• WHY TO ASK• WHEN TO ASK

• NOW, HOW TO ASK

NEGOTIATING A RAISE STEP 1: MAKE YOUR CASE

• START THE PROCESS PROFESSIONALLY

• SET UP MEETING TO DISCUSS YOUR CAREER DEVELOPMENT

• MAKE YOUR 5 MINUTE PITCH USING YOUR LIST

NEGOTIATING A RAISE STEP 2: ANTICIPATE OBJECTIONS

“YOU’RE ALREADY THE HIGHEST PAID ___ IN THE DEPARTMENT, COMPANY, SCHOOL, ETC.”

YOUR RESPONSE:__________________________________________________________________

“I’LL NEVER BE ABLE TO SELL THIS WITH THE CEO, THE BOSS, THE DEAN, ETC”

YOUR RESPONSE:____________________________________________

STEP 2: MORE OBJECTIONS

“THERE’S NO BUDGET FOR YOUR RAISE”YOUR RESPONSE:____________________

____________________

OTHER OBJECTIONS:“YOUR POSITION DOESN’T WARRANT THATSALARY”“YOU’RE PRICING YOURSELF OUT OF THE MARKET”

YOUR RESPONSE:__________________________________________

NEGOTIATING A RAISE

STEP 3: ANTICIPATE THE BOTTOM LINE RESPONSE OF YOUR BOSS

WHAT IF YOUR BOSS SAYS “YES” ON THE SPOT?

YOUR RESPONSE: ____________________________________

WHAT IF YOUR BOSS SAYS “WAIT UNTIL NEXT YEAR’S BUDGET CYCLE”?

YOUR RESPONSE: ____________________________________

NEGOTIATING A RAISE: STEP 3: BOTTOM LINE RESPONSES

WHAT IF YOUR BOSS GIVES YOU A RAISE AND YOU’RE NOT SATISFIED

YOUR RESPONSE:________________________________________

WHAT IF THE BOSS SAYS SIMPLY “NO”YOUR RESPONSE: WAIT, LISTEN TO THEREASONS WHY, THEN ________________

____________________________________

NEGOTIATING A PROMOTION INTRODUCTION

• TONE, TIPS, TACTICS

• ADDITIONAL FACTORS

• FRONTLOADING THE PROCESS

• FORMAL PROCESS

• AFTER THE PROMOTION

NEGOTIATING A PROMOTION: TONE, TIPS, AND TACTICS

SAME TONE (JUST TO RECAP:)

BE POSITIVEBE PERSUASIVEBE FLEXIBLE

SAME TIPS (JUST TO RECAP)

KNOW THE CONTEXTOFFENSEDEFENSE

NEGOTIATING A PROMOTION: TACTIC

• CHOOSE YOUR BEST TIME TO START THE PROCESS

• AND THEN CONTROL THE TIMING TOWARD THE FORMAL DECISION

NEGOTIATING A PROMOTION: ADDED FACTORS TO MOVE UP

• WORK ETHIC IS CRITICAL -- SEND SIGNALS YOU WANT PROMOTION

• DO THE BEST JOB POSSIBLE NOW

• ORGANIZATIONAL PRESENCE

NEGOTIATING A PROMOTION: THE LIST

• GET SPECIFICS OF NEW JOB

• LIST YOUR SKILLS, QUALIFICATIONS, EXPERIENCE, RESPONSIBILITIES, WORK ETHIC, LEADERSHIP CONTRIBUTIONS, ORGANIZATIONAL INFLUENCE

• COMPARE AND CRAFT YOUR PITCH!

NEGOTIATING A PROMOTION: FRONTLOADING THE PROCESS

MEET TO SET/SHARE EXPECTATIONS

MEET AGAIN TO REPORT (ON TRACK?)

SET FORMAL PROCESS IN MOTION

NEGOTIATING A PROMOTION: THE FORMAL PROCESS

• MEET/EXCEED EVERY REQUIREMENT OF THE FORMAL PROCESS

• DOCUMENT THAT YOU’VE DONE THIS

• SHOW THAT YOU’VE DONE THIS

NEGOTIATING A PROMOTION: AFTER YOU GOT PROMOTED

• PREPARATION: BENCHMARK TARGET SALARY OF THE NEW POSITION

• MEET TO DISCUSS RAISE (AND BENEFITS) RELATED TO PROMOTION

• PREPARE YOUR LANGUAGE: “THANK YOU FOR THE PROMOTION. I AM READY FOR THE CHALLENGE. I’M INTERESTED IN KNOWING YOUR THOUGHTS ABOUT THE RAISE WHICH COMES WITH THIS PROMOTION….”

NEGOTIATING A PROMOTION: A FAIR RAISE COMES WITH A PROMOTION

IT’S TIME TO NEGOTIATE USING YOUR BENCHMARKING

ANTICIPATE BOSS’S RESPONSE:

• THIS PROMOTION COMES WITH A __% RAISE– (LOWER/EQUAL/HIGHER THAN BENCHMARK TARGET)

YOUR RESPONSE: ____________________________________________________

• “I’LL GIVE YOU $__(LOWER/EQUAL/HIGHER THAN BENCHMARK TARGET)

YOUR RESPONSE: _________________________________________________

• “NO RAISE”YOUR RESPONSE :________________________

________________________

NEGOTIATING A FAIR RAISE WITH YOUR PROMOTION

• AFTER YOU’VE SETTLED ON A RAISE, “NOW LET’S TALK ABOUT MY ADDED BENEFITS….”!

GO FOR IT !

The WAGE Project:

www.wageproject.org

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