Women prefer negotiating on behalf of others and we’ll do anything to avoid appearing greedy or selfish. I want to turn that thinking on its head and show you why negotiating for yourself is the least selfish thing you can do.
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The Boston Globe reports today that women physician-scientists lose more than $350,000 in salary over the course of a 30-year career and much of the blame is being placed on women’s failure to ask.
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“The best way to break negotiation impasse,” Lou casually observed as we waited in the wings, “is to finesse the impasse by transforming it into an opportunity to make a different deal.”
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We get a lot of raised eyebrows when we tell our students and clients to anchor first and anchor high in salary negotiations. Our advice runs contrary to the gallons of ink spilled by those who caution that first anchors can augur your chances into the ground.
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