Turns our Jennifer Lawrence isn't the only one who has trouble when it comes to asking for a raise. Ellis Chase is featured in another one of Susan Adams' great business articles on Forbes. Below is an excerpt. You can read the full article here.
Why don’t women earn as much as men? Sexism certainly plays a role, but studies have shown that the majority of women don’t negotiate for a higher salary. According to a 2015 survey by Glamour magazine, more than half, 57%, of women have never asked for a raise. That compares with 46% of men. Another study, conducted in March 2014 by Citigroup and LinkedIn, found that only 27% of women had asked for a raise in the last year. Overwhelmingly, those who asked, got more money. Of the group who requested more pay, 84% got it.
For advice on how women should approach salary discussions, I interviewed eight career coaches, including five trusted sources in New York and three coaches in Silicon Valley, where there is a paucity of women in tech jobs. In Apple’s most recent diversity report, the company revealed that despite efforts to hire more women, only 31% of the workforce is female. The good news, says coach Lisa Stotlar, 51, who is based in Palo Alto and has been coaching for more than 20 years, is that the spotlight on gender disparity in tech can work to women’s advantage in salary negotiations.
But no one should assume that raises will come to them. Says longtime Columbia Business School coach Ellis Chase, 68, author of In Search of the Fun-Forever Job: Career Strategies That Work, “One of the biggest mistakes you can make is to assume that being productive, smart and working like a dog is going to get you recognition and compensation.”
So what should women do? I’ve boiled down the wisdom of the eight coaches to 12 directives.
For advice on how women should approach salary discussions, I interviewed eight career coaches, including five trusted sources in New York and three coaches in Silicon Valley, where there is a paucity of women in tech jobs. In Apple’s most recent diversity report, the company revealed that despite efforts to hire more women, only 31% of the workforce is female. The good news, says coach Lisa Stotlar, 51, who is based in Palo Alto and has been coaching for more than 20 years, is that the spotlight on gender disparity in tech can work to women’s advantage in salary negotiations.
But no one should assume that raises will come to them. Says longtime Columbia Business School coach Ellis Chase, 68, author of In Search of the Fun-Forever Job: Career Strategies That Work, “One of the biggest mistakes you can make is to assume that being productive, smart and working like a dog is going to get you recognition and compensation.”
So what should women do? I’ve boiled down the wisdom of the eight coaches to 12 directives.
8. Keep emotions out of it. Even if you feel like you’ve been treated unfairly and you’re angry that a male colleague with your job title and experience is making $20,000 more than you, keep your feelings in check. Otherwise you’ll put your supervisor on the defensive. “Nobody wants to hear, ‘it’s only fair,’ or ‘I need,’” says Chase. When you bring up a salary number, present it straight, without feeling. This is what you know about the rate for your level of responsibility. Don’t compare yourself to John in the next office.
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