Researching her book "Ask For It," co-author Linda Babcock, economics professor at Carnegie Mellon University, found that men are four times more likely to negotiate for extras on the job, from vacation to higher salaries. "We're more willing to accept what's offered instead of engaging in the process. This can have big consequences." Check out her example:
- Two 22-year-old pros enter the workforce earning $35,000/yr.
- One asks for high yearly raises, averaging 5%
- One accepts yearly raise as given, averaging 3%
- By age 37, the negotiator earns $61,250/yr; the other earns $50,750/yr.
"Pushing boundaries may seem risky and uncomfortable, or you may fear sounding like a pest," she says, "but successful negotiating is not battling. It's problem-solving, a valued skill in any profession." What's more, it's a skill that can be polished with practice. Try Babcock's five negotiating tips when navigating your bright future.
- Brush Up
The more you know, the more confident you'll be making your case. If you'd like flextime perks, find out what competitor companies offer. Meet regularly with industry peers to engage in friendly information-share so you're aware of what others in your position receive in terms of benefits and compensation. Find the info you need here:
Research: Careerbuilder.com, Jobstar.org, Payscale.com, Rileyguide.com, Salaryexpert.com
Contact: Professional associations and alumni networks
Google: Type "Salaries for (profession); (State)"
- Strategize
Before knocking on your boss's door, map out a plan. First, pinpoint your target (flextime, a raise, extra vacation?) "Next, decide how much more than your target you'll ask for," says Babcock. "You've got to aim higher than your real goal! Leave room so the other person could counter and you'd still walk away with what you want." (For instance, if you'd like to work from home every other Friday, ask your boss if you can telecommute every Friday.) Then, anticipate the challenges your plan creates for your boss and team. By taking time to i.d. hurdles, you'll have clever solutions tip-of-tongue if doubts are raised.
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