In a study conducted by Carnegie Mellon economics professor Linda Babcock...The women evaluating the tapes said they were less likely to hire both the male and female candidates in the scenarios where they asked for more money. The men in the study, however, said they'd only be less inclined to hire the female candidate who tried to negotiate. They didn't penalize the male candidate for doing the same. -
So here are some negotiating tips from Lee Miller, coauthor of "A Woman's Guide to Successful Negotiating":
Time your move: Approach your boss with requests for a raise a few months before your review because by the time the review rolls around, chances are he or she has already settled on a number and gotten approval for it from on high.
Prepare: Compile a list of your accomplishments in the past year and new responsibilities you have assumed. And find out what the market pays for the type of job you have or seek. Networking with acquaintances at other companies or in professional groups, as well as checking salary surveys, can give you a good ballpark range.
Avoid the empathy trap: If it's true that women are more effective at work when they use a social style, then women can use their relationship-building skills to their advantage. "It's always harder for someone to say no to you if they know and like you," Miller said.
But it's just as easy for a woman to avoid asking for something for fear of jeopardizing her relationship with a boss. "It almost never hurts to ask. While you may not get everything you ask for, you will be amazed at how often you get most of what you want," he said.
Imagine you're negotiating on someone else's behalf: It's hard for everyone to negotiate for themselves, but women especially so, Miller noted. So pretend you're representing a client's best interests. "If you do your homework you will know what is fair and reasonable to ask for," Miller said. "Don't settle for less."