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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Several years ago, one of the authors of Women Don’t Ask, Linda Babcock, joined with a group of grad students and lodged a complaint against Carnegie Mellon University claiming that only men in the university’s PhD program in economics were teaching courses on their own, whereas the women were working only as teaching assistants.
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Women, says Ury, have a bargaining advantage because they’re “more tuned to relationships.” That’s a strength in an economy that is discarding its old top-down pyramid structure and replacing it with loose, horizontal structures that depend on the maintenance of good on-going relationships.
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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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It’s never too early for Gen-Y women to work on a long-term strategic career plan, particularly if they are interning without pay (against my advice!) or are working a low-paid non-career job to pay the rent.
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Master negotiators say the negotiation doesn’t truly begin until the parties reach impasse.
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