Women urged to get aggressive regarding raises

NEW YORK — As the economy improves and job prospects brighten, more employees will be asking for higher salaries at the bargaining table.

But women will have to learn to negotiate more often — and more aggressively — than they’re used to doing in order to get their dues.

The reason: Working women are paid, on average, about 80 cents for every dollar that men earn, after adjusting for differences in education, job tenure, occupation and industry, according to a 2003 report from the General Accounting Office. (Before adjusting for these factors, women earned an average of 56 cents for every dollar that men earn.)

The data lend weight to the idea that cultural factors play a large part in women’s relatively lower wages. Women don’t negotiate as often as men, give in more easily during salary negotiations and tend to shy away from pointing out their accomplishments, according to experts.

"There’s a tendency for women to believe that diligence and hard work will be recognized, whereas men make sure that a light is shone on them," said Sheila Wellington, clinical professor of management at New York University’s Stern School of Business.

Women also tend to worry about being liked, a trait that Mikelann Valterra, author of "Why Women Earn Less: How To Make What You’re Really Worth," terms the "good girl" syndrome. And, many women see wage talks in terms of rejection and loss, while men see them as a game.

Of course, women also stay out of the work force for longer periods of time than men — often to raise children — and are more likely to work part-time, both factors that can hurt earnings. And some experts believe certain employers may place a higher value on the work that men do, resulting in their getting higher pay than women.

To maximize your earnings, aim for a raise every year to 18 months, but consider asking for a bump up any time your job duties change significantly or you’ve done something extraordinary.

To a large extent, the success of any wage negotiations will be based on the same factors for men and women — your employer’s financial condition, how skilled you are at your job and how well you present your case.

Realize, though, that while the economy’s turning around, some companies are still cutting costs. So even if you deserve a raise, your employer might not immediately have the financial resources. If this is the case, try to pinpoint a near-term date when you can seriously discuss this issue.

One thing to stay away from: "It’s never advisable to walk in and demand anything or make an ultimatum," unless you’re willing to follow through, said Bill Coleman, senior vice president of compensation at Salary.com, a Needham, Mass., company that provides wage data. This tactic could hurt your relationship with your employer and give the company the perception that you’re not a team player.

Also, really think about what you want. If you can’t get a higher salary, you might want to ask for a one-time bonus, extra vacation days or even a four-day work week.

Also, make it clear what you’re willing to do for a promotion or a higher salary.

This is an especially important point for women, because employers tend to assume that they’re not willing to travel or take an assignment "because of their caregiving role or because they’re part of a dual (career) marriage," said Wellington, who teaches a "Women in Business Leadership" course at NYU’s Stern School of Business.