Achieving Equality in Tech: Salary Negotiations

Money brings up a lot of impostor syndrome for people during the interview process, especially in today’s job market. When I conduct interview prep sessions with clients, I always try to gauge where the client is with this particular topic.

Salary negotiations typically make people feel uncomfortable, because:

• People don’t like the idea of creating a conflict in the interview process

• Fear that the offer might be rescinded

• An overwhelming sense of gratitude for the first offer given to them

• Guilt if they question the generosity of the first offer if it is above their original expectation

If any of these resonate with you, here are some reasons to look at negotiations in a different light.

Why should anyone, especially women in tech, negotiate?

I very rarely have to convince men to negotiate salaries when they get the offer. It’s not a generalization, it’s the truth of my coaching practice. I remind my women-identifying clients that this is the reality. When offered the same salary, men will tend to ask if there is wiggle room in the budget to negotiate.

Don’t build resentment.

There’s an important and compelling reason to negotiate your first salary, and it’s for this reason:
Your other colleagues most likely negotiated their salaries and will be getting paid more than you for similar work. Systemic bias is a very real thing. One Harvard study found that when job descriptions explicitly mention that salary is negotiable, women are more likely to negotiate salaries. That’s promising, but most roles don’t say that.

If you’re an A-type personality and driven to succeed and show your value, you’re going to remain below that colleague’s salary level for doing the exact same job. Talk about a salary gap!

If you even receive a few thousand dollars more in your initial salary, your merit increases and promotional potential increase and compound over time. Starting at a higher salary growth and long-term gains.

The Negotiating Mindset:

One of my favorite ways to approach negotiations starts with the visual of the conversation when it’s time to discuss your salary / total compensation package. Most people, when they think of negotiations, imagine that they are sitting across the table from someone else.

Rather than looking at it this way, what if you imagine sitting next to that person?

It feels more collaborative to sit next to someone rather than across from them. You and the recruiter both want to look at the package and get to a yes. Afterall, hiring is very expensive for companies.

Companies really don’t want you to turn down the final offer - they want to work with you to find a happy place.

So remember, think about collaboration around your negotiation!

Steps to Prepare for Salary Negotiations

When preparing for negotiations, be aware that the questions can come up at any point in the interview process!

Phone Screening/early in the process

• Prepare in advance: Identify your key figure in advance (though you don’t need to share it!)

  • Whether you’re in the phone screening or final negotiations, make sure you’ve done your homework

  • Glassdoor is a great site that can help you identify market rate information for the role you’re applying for.

  • Informational interviews can be helpful for any industries you may not be able to find data on (e.g. start-ups).

• When you’re asked about your salary expectations, you can do one of the following:

  • Share the range that you researched and confirm the accuracy of that figure

  • Share a range or general figure and confirm with the recruiter that it fits their budget

  • Say you’re open to a competitive offer and ask what they’ve budgeted for the role (helpful for any career changers out there!)

Final offer / Negotiations Stage:

• Thank them for the offer and do not accept on the spot**

  • Request the total compensation package information (make sure you have everything before making a decision)

  • Confirm how much time you have to review the material and respond to the offer

  • Prepare your counteroffer in writing and be prepared to deliver it on the phone/zoom.

    • Use market information and list out all of the requests that you have (you can negotiate just about anything, it’s good to keep this in mind).

    • Write out specific achievement statements when requesting an increase of salary. Based on (research) and my achievements/past experience with XYZ, I’d like to request this salary. Is that within the budget?

Overcoming your own bias and confidence with negotiating:

• Remember that in order to successfully negotiate you need to tap into your confident supportive self. Working from a place of impostor syndrome is a different place to negotiate confidently from.

• Success stories, inspiration and proof of successful negotiations are important.

• Using an accountability plan to ensure you’re delivering the strongest business case for a salary increase is essential - feedback from your support group can help.

While negotiating can feel overwhelming or scary at first, it is not a talent - but a learned skill for many. With just a few tweaks you can successfully move the needle for yourself and land your dream job and dream salary to take care of YOU.