Studies show that many women don’t negotiate for salary as often as men during the hiring process. Guest expert Ashley Milne-Tyte says women leave money on the table all the time. Salary gaps between men and women often start at the beginning of their careers, because young men are more inclined to negotiate their salary, while women tend to accept the company’s initial offer.

Cultural conditioning and stereotypes are at the center of this problem. Talking about money can be very uncomfortable for many women, whether it’s due to lack of education about finances or fear that they’ll come off as greedy or “bossy.” Hiring managers, both men or women, may consider women  pushy or rude while the same behavior from men is seen as normal.

However, there are various studies that show women negotiate very well when they are negotiating for someone else. So how can women take those skills and go to bat for their own benefit? Ashley recommends a book that has become her “negotiation bible: it’s called Ask For It, by Linda Babcock and Sara Laschever. It can change a woman’s view when it comes to negotiating.

Techniques to help women ask for and get more:

• Do your research. Find out what people in similar positions are making, pulling both national and local salary ranges.
• Be calm and understand expectations. Know going in that you may get different reactions. Be calm, firm, yet friendly in your ask.
• Don’t accept the first offer. It’s common practice to take a day to consider an offer. Use that time to come up with a reasonable counter-ask.
• Have options in your ask. Whether you offer flexibility in payment schedule or other compensation instead of cash, be open but don’t roll over.

Women leave money on the table all the time. By understanding bias, doing your homework, and presenting a well-informed ask, women can negotiate for better compensation.

This Week’s Guest: Ashley Milne-Tyte

Ashley Milne-Tyte is a podcast host and radio and print reporter based in New

York. She has reported extensively for Marketplace, the public radio business

show, as well as local stations and smaller shows. Ashley teaches at Columbia University’s Graduate School of Journalism. Her podcast on women and the workplace, The Broad Experience, has been featured on best podcast lists in

The Guardian, Fortune, and Entrepreneur.

Ashley will focus on conservative women in the workplace, and Executive Assistants, on her upcoming podcasts.

This Week’s Job Search Resource:

Ben’s resource this week is an article from Inc. entitled Why You Should Tell Your Coworkers How Much Money You Make. The article tackles the touchy subject of discussing salaries in the workplace, and considers salary transparency as a tool for  uncovering unfair wage gaps.

This Week’s Listener Question:

This week, Kristin Schuchman, career coach at A Portland Career, joined the Mac’s List team as a fill-in guest host. Kristin, Ben, and Mac answer Samantha Marshall’s question:

“I've been working at my job for several years, and they have told me several

times that they would pay for me to go to grad school, but when I bring it up,

they push back or say they have to consider it. I really want to go to grad school, but I can't afford to do it on my own so this would be a really great opportunity — but I'm worried it will strain my work relationship if I keep asking. How can I advocate for myself and for this opportunity, while maintaining a good relationship with my managers?"

Stay up-to-date with the Find Your Dream Job podcast. Here’s how:

• Get an answer to your job-related question on the air! Email your question to [email protected], or call her at 716-JOB-TALK. If we use your question on the air, you will receive either a copy of our new book, Land Your Dream Job Anywhere, or a Mac’s List Coffee Mug, your choice.
• Share a job resource you think everyone should know about. Email [email protected], and tell him how it has helped you find your dream job.

If you like this show, please rate and review our podcast on iTunes. We appreciate your support!

Opening and closing music for Find Your Dream Job provided by Freddy Trujillo, www.freddytrujillo.com.

Learn more about your ad choices. Visit megaphone.fm/adchoices