Negotiation Advice for Women
Negotiating is critical for women. We know it leads to better outcomes: women who ask for a raise are more than twice as likely to get one as women who don’t.1 And women of all races are negotiating at similar rates as their male peers:2 a decade ago men negotiated two to three times more often.3 This is a huge step in the right direction. The bad news is that women pay a penalty when they negotiate. They’re more likely to receive feedback that they are “intimidating,” “too aggressive,” or “bossy.”4
As an individual woman, the onus isn’t on you to close the gender pay gap by asking for more. But the next time you do negotiate, we want to ensure you have the information you need to get the best results.
How women can negotiate for more
Learn how to negotiate for higher pay, better roles, and more flexibility with this four-part series from Duke University professor Ashleigh Shelby Rosette. She explains how gender stereotypes influence negotiations and how you can counteract them to get what you want. You can watch each video as a standalone or watch them all in order. Each video has a discussion guide to use with your Lean In Circle or friends.
Why It’s Important to Negotiate as a Woman
How to Negotiate as a Woman: Make The First Offer
How to Negotiate as a Woman: Use Positive Emotions
Five steps women can take to achieve better negotiation outcomes
As part of our Women in the Workplace 2019 survey, we asked more than 64,000 employees from 279 companies about their experiences in the workplace, including negotiation. They shared what works—and what doesn’t. Here’s what we learned.
1. Ask for a raise
2. Specify an amount
Did You Know?
Women are 25% more likely than men to say they didn’t ask for a specific amount the last time they negotiated.5
4. Make your best pitch
- Demonstrated that they are a high performer
- Taken on a greater workload
- Taken on the responsibilities of the next level
Did You Know?
People who make a high first offer often get better results. This is known as the “anchoring effect”—the first piece of information in a negotiation acts as an anchor that influences the outcome.6
5. Solicit manager support
Join a Lean In Circle
How Managers Can Support Women at Work
- LeanIn.Org and McKinsey & Company, Women in the Workplace 2019, https://womenintheworkplace.com/.
- Linda Babcock and Sara Laschever, Women Don’t Ask (New York: Bantam Books, 2007).
- LeanIn.Org and McKinsey & Company, Women in the Workplace 2019.
- Adam Galinsky, “When to Make the First Offer in Negotiations,” Harvard Business School Working Knowledge (August 9, 2004), https://hbswk.hbs.edu/archive/when-to-make-the-first-offer-in-negotiations.