Still Securing the Bag: Act Like A Lady, Negotiate Like a White Man (Part 2)
Source: Megan Thee Stallion
I asked seven different white men at different stages in their careers the same four questions and they provided a lot of insight. Answers to the first two questions are here, and responses to the final two questions are below.
Before we get into the responses I want to share something that I was surprised but really happy to see; several men acknowledge that they benefit from white male privilege while negotiating salary.
💡 “As a white male, I am aware that sadly, I'm probably at the high end of compensation for what I do. That's why I try to be very honest about what I make with my peers; if a coworker is curious for reasons that I deem productive and beneficial, I'm happy to share my details and help them get ahead as well.”
💡 "I will say there's a caveat here, in knowing that gender and race differences play a factor between a black woman and a white male like me. So, I'm aware that stereotypes of what it means to be black and a woman and a combination of those (not even taking into account sexual orientation, etc.) make some of this MUCH harder. The fact is, I don't really have to think about these things NEARLY as much as other people."
💡 "But I would not consider a job if it didn't meet my expectations - I say this knowing that I am privileged to have been in a position to turn down an offer that didn't meet my expectations."
Black women and women of color aren't asking for special treatment, we’re asking for access to fair and equal opportunities. We can’t do this work alone, we need support from white male allies to speak up and advocate for equity.
Here are the responses to the final two questions:
#3 What do you do if you can’t reach an agreement with the starting salary?
Quick answer: Everything, I mean EVERYTHING is negotiable. But, after you've put everything on the table and find that you can’t come to an agreement, walk away.
One tactic is to ask for a signing bonus. Another is to ask for an expedited review - say six months in - with the expectation that your salary would be adjusted at that time. Those two tactics are better than just accepting the offer or rejecting it.
Salary is one dimension of an employee-employer relationship at this initial stage. Other things that are often "on the table" if they cannot budge on salary include a signing bonus (usually some percentage of the gross salary for the position), additional vacation time (asking for an extra week per year above the standard offering), parking privileges (can you get a spot in the garage right away?), or even retirement benefits.
If I like the job, and if the offer is good enough, I'll admit my 'bluff' and take the best offer they've made. This is especially true if I'm desperate or working a job I hate; sometimes leaving and starting fresh is just as important as a great salary.
“Being in a position to be able to walk away is always the strongest position of negotiation for a candidate, so I always recommend maintaining employment if possible as it significantly increases your leverage.”
So, I'd say that if you really like the company, it may be worth coming back to them and saying that you'd really like to work for them - and that you'd like for them to consider a probation period, where you work for 3-6 months and THEN raise your salary closer to the range you want.
I really try to focus on the acceptable outcome before negotiating so I have the conditions for which I would leave negotiations already established. It's too hard to handle this on the fly. If the offer doesn't meet my needs, I say no.
Generally, I would walk away and thank them for the opportunity, but this is highly dependent on circumstances such as the total compensation (e.g. Bonus, Commissions, Benefits) and how the position fits into my personal career goals. Being in a position to be able to walk away is always the strongest position of negotiation for a candidate, so I always recommend maintaining employment if possible as it significantly increases your leverage.
If you cannot agree on starting salary, you don't take the job unless there is some strong non-financial reason to take the job (this assumes your assessment of what you should earn is research-driven or data-driven, and very realistic).
#4 Any other piece of advice you’d like to offer?
ALWAYS ask for more when you receive an offer. The salary you start with is often the one that will dictate your future salary at that company. If you are offered $75,000, don’t simply say “is that the highest you can offer?” My answer will be “yes.” But if you say something along the lines of “thank you for the generous offer, but I am targeting a salary of $80,000 based on my salary research as well as the depth of my experience and the contributions I can make to the team.” You may get $80,000 and you may not, but you will most likely get more than $75,000.
You really have to weigh lots of things together, and salary is just one. Quality of life (is this job less demanding and therefore less stressful), location (does my commute improve drastically), paid leave and family leave options (do you have small children, do you have relatives in failing health), and even work environment (is this new place a place you'll love coming to every day) are all important aspects of this pivotal moment in your career.
If you're getting screwed and you know it's a bad offer, push for more. If you've been underpaid your entire career, and you suspect it's because of your gender or race, fight for what you deserve. Pushing back can be scary, but that -- plus transparency -- is necessary to get us all to a better place where people are compensated equally.
I'd say, beyond pay, it's worth asking the hiring manager what opportunities there are for professional development and other incentives (e.g., retirement, vacation time, conferences, etc.). This is all worth factoring in before making a final decision because even if the organization cannot pay as much as you would like, you might find value in other incentives.
“Whatever it is, the way you tell your story online can make all the difference.I am not offended when a candidate I want asks for an increase - it demonstrates they understand their value. But be specific.”
Don't divulge salary requirements until the last minute. Be willing to say no. Define what you will say yes to. Understand that if an employer is offering you a position, there will be a benchmark. Find the benchmark before you apply for the job. HR folks will always have a number they will start with but they are on the hook to land you so they are motivated to come to an agreement on salary as long as you fit into the benchmark. If the benchmark is too low, you don't want that job.
Make sure you always have a good understanding of what the market salary and compensation are being paid for your particular position and location. Knowledge is power, and with the resources available today there really is no excuse to not have that information.
Practice negotiating everything in life long beforehand because a salary negotiation is just like other negotiations -- you need to know how to read a situation and a person instinctively to know naturally and without asking how much you can get from them without turning them off and how to get it without them thinking you did anything unusual. Also: when negotiating, come across as extremely grateful for the offer as well as downright gracious. Then go in for the kill. They're expecting you to negotiate, so it isn't as though they'll be surprised whatsoever. Lastly, I never fill out pre-set requirements of how much salary I would accept for a position even if required as part of the application process. I put "to be discussed upon offer."
Final Thoughts:
If you really want the job and they can’t budge on the salary, make sure you walk away with something!! Signing bonus, extra vacation, higher 401K match, extra maternity leave, parking privileges, an office with windows, an extra work-from-home day. You name it! Make sure you get something you value during the negotiation process. Happy job searching!