

The Cost Of Asking: What Happens When Women Negotiate?
A few months ago, I had a breakthrough. After a promotion led to me having a completely different supervisor, what was once a five-year plan to transition out of the organization I was working at, turned into five-month plan. It's a scary point in my life that I haven't found myself at before: I'm not leaving a job because I want better pay or a higher position, I want to leave simply because I'm unhappy. Being thrust back into the job search made me come clean about what I'm lacking as a mid-level professional, and one thing stood out in particular: I'm a horrible negotiator.
It's something I know I need to work on. I'm the kind of person that's happy to have health insurance and being able to maintain my Netflix subscription. But as I get older, and now that I have a family of my own, I'm realizing I need to fight for what's fair when it comes to my salary, because the truth is most companies will aim to get away with compensating you as little as possible.
Women are often told that a closed mouth doesn't get fed, and they need to negotiate their worth, but are employers insulted when they actually do?
Turns out my hesitation with negotiating might be completely justified, as Maria Konnikova pointed out in her New Yorker essay "Lean Out: The Dangers For Women Who Negotiate." She refers to negotiation where gender is involved as “a careful balancing act," and looked at a study on how gender affects negotiation done by Hannah Riley Bowles, a senior lecturer at Harvard's Kennedy School of Government and the director of the Women and Power program. Bowles collaborated with Carnegie Mellon for a series of studies that found that women were penalized far more than men when they asked for higher salaries.
It gets worse.
The studies also found that women were just as guilty of penalizing other women who didn't take what was initially offered, but they also penalized the men just as much. Bowles says, “They just didn't seem to like seeing someone ask for more money."
In a follow-up study, Bowles asked participants to switch roles so that the employer was now the prospective employee. When she asked the women were they comfortable negotiating their salaries in the same situations, the women responded that they weren't and in fact were afraid the conversation would turn against them if they did. Bowles came to the conclusion that once any conversation turns to money, regardless of what pronoun you prefer, employers just plain don't like having to pay out money they wouldn't have to if you just shut up and accepted their first offer. But women are on the losing end because men were less likely to be looked at unfavorably for demanding more pay, in fact, it was almost expected.
"Lean Out" also revealed that employers looked for different values in women than they did men. In a study done by Rutgers, researcher Julie Phelan discovered that during the interview process employers focused more on women's social skills than their professional background, where interviews with men revolved solely around qualifications. Sorry ladies, it appears that Mean Girls didn't just end in 2004, getting a job is apparently a popularity contest too.
So does this mean that we should just shut up and be thankful for whatever is thrown our way during the job hunt? According to Katie Donovan, that's exactly what we should do, well at least the keeping our mouths shut part. The founder of consulting agency, Equal Pay Negotiations says that women give themselves an advantage when they learn to handle a little awkward silence. "In sales, this is something that people are constantly trained in," she says in the article "A Woman's Most Powerful Negotiation Tool? Silence."
"You need to stop selling against yourself. That's what happens when you keep talking. You need to ask a question, then shut up and give the other person a chance to respond."
Donovan says it helps to ask questions and listen, give prospective employers a chance to wonder where your head is at and yourself a chance to evaluate if this is the place you really want to be.
She also suggests thinking of negotiations as more than what your direct deposit is going to look like. Perks are just as important as pay. Maybe the organization genuinely just doesn't have the money to give, but take into consideration things like a company car, working from home or having a flexible schedule. These things can be negotiated as well. Donovan also warns women to not be blinded by the B.S. “Employers have many savvy ways to convince you not to negotiate. Sometimes, it will come across as flattery: 'You're such a great candidate that I didn't want to bother with negotiating—so I went to bat and got you the highest salary you could possibly start with.'"
She warns you to do your research. Search what professionals in your area are making in their positions with sites like Salary.com. Be ready to present why your background is worth what you're asking and role-play situations until negotiating doesn't seem so foreign.
What I learned most from researching the art of negotiation is how different men are socialized from women. Boys are often raised to be confident and to question authority when they feel taken advantage of, while girls are often raised to be respectful and follow the rules.
Unfortunately, this is hurting us where it literally counts the most: our pockets.
I'm still working on the confidence to counter-offer, and now that I think of it, a dress code that includes graphic tee Tuesdays would be pretty dope too, but one thing is for sure: my well-being at work is something I refuse to ever compromise on again.
Have you ever negotiated a good deal or were you and your demands shown to the door?
Originally published May 8, 2017
Featured image by Getty Images
Writer, sexual health superhero, and #BlackGirlMagic and #BlackBoy curator regularly featured on @Madamenoire. Toya can usually be found in between her earbuds, listening to trap music and refreshing her browser for concert tickets. Tweet her @thetruetsharee.
Chief Mom Officer: 23 Quotes From Working Moms Finding Their Balance
The truth is, Black moms create magic every single day. Whether we're juggling motherhood with a busy 9-5, a thriving business, or staying at home to run a household, no day is short of amazing when you're managing life as a mommy. This Mother's Day, xoNecole is giving flowers to CMOs (Chief Mom Officers) in business who exemplify the strength it takes to balance work with motherhood.
We've commissioned these ladies, who are pillars in their respective industries, for tidbits of advice to get you through the best and worst days of mothering. Here, they share their "secret sauce" and advice for other moms trying to find their rhythm.
Emmelie De La Cruz, Chief Strategist at One Day CMO
"My mom friends and I all laugh and agree: Motherhood is the ghettoest thing you will ever do. It's beautiful and hard all at the same time, but one day you will wake up and feel like 'I got this' and you will get the hang of it. After 4 months, I finally felt like I found my footing to keep my kid and myself alive, but it took vulnerability to take off the cape and be honest about the areas that I didn't have it all together. The healing (physically and emotionally) truly does happen in community - whatever and whoever that looks like for you."
Alizè V. Garcia, Director Of Social & Community Impact at Nike
"I would tell a new mom or a prospective mother that they must give themselves grace, understand and remember there is no right way to do this thing and have fun! When I had my daughter three and a half years ago, I was petrified! I truly had no clue about what to do and how I was going to do it. But with time, my confidence grew and I realized quickly that I have all the tools I need to be the mother I want to be."
Nikki Osei-Barrett, Publicist + Co-Founder of The Momference
"There's no balance. I'm dropping sh*t everywhere! However, my secret sauce is pursuing interests and hobbies outside of what's required of me and finding time to workout. Stronger body equals = stronger mind."
Lauren Grove, Chief Experience Architect, The Grant Access, LLC
"I try to give myself grace. That’s my mantra for this phase of motherhood…grace. I won’t be able to get everything done. To have a spotless house. To not lose my cool after an exhausting day. Those things can’t happen all of the time. But I can take a deep breath and know tomorrow is another day and my blessings are more plentiful than my pitfalls."
Rachel Nicks, Founder & CEO of Birth Queen
"You have the answers within you. Don’t compare yourself to others. Curate your life to work for you. Ask for help."
Tanisha Colon-Bibb, Founder + CEO Rebelle Agency + Rebelle Management
"I know love doesn't pay bills but when I am overwhelmed with work or client demands I take a moment to play with my baby and be reminded of the love, energy, science, and Godliness that went into his birth. I am brightened by his smile and laugh. I remember I am someone's parent and not just a work horse. That at the end of the day everything will work out for the good of my sanity and the love within my life."
Christina Brown, Founder of LoveBrownSugar & BabyBrownSugar
"Learning your rhythm as a mom takes time and can be uncomfortable when you’re in a season of overwhelm. Constantly check in with yourself and assess what’s working and what’s not. Get the help you need without feeling guilty or ashamed of needing it."
Mecca Tartt, Executive Director of Startup Runway Foundation
"I want to be the best for myself, my husband, children and company. However, the reality is you can have it all but not at the same time. My secret sauce is outsourcing and realizing that it’s okay to have help in order for me to perform at the highest level."
Jen Hayes Lee, Head Of Marketing at The Bump (The Knot Worldwide)
"My secret sauce is being direct and honest with everyone around me about what I need to be successful in all of my various "jobs". Setting boundaries is one thing, but if you're the only one who knows they exist, your partners at home and on the job can't help you maintain them. I also talk to my kids like adults and let them know why mommy needs to go to this conference or get this massage...they need to build an appreciation for my needs too!"
Whitney Gayle-Benta, Chief Music Officer JKBX
"What helps me push through each day is the motivation to continue by thinking about my son. All my efforts, though exhausting, are to create a wonderful life for him."
Ezinne Okoro, Global Chief Inclusion, Equity, & Diversity Officer at Wunderman Thompson,
"The advice I received that I’ll pass on is, you will continue to figure it out and find your rhythm as your child grows into new stages. Trust your nurturing intuition, parent on your terms, and listen to your child."
Jovian Zayne, CEO of The OnPurpose Movement
"I live by the personal mantra: 'You can’t be your best self by yourself.' My life feels more balanced when I offer the help I can give and ask for the help I need. This might mean outsourcing housecleaning for my home, or hiring additional project management support for my business."
Simona Noce Wright, Co-Founder of District Motherhued and The Momference
"Each season of motherhood (depending on age, grade, workload) requires a different rhythm. With that said, be open to learning, to change, and understand that what worked for one season may not work the other...and that's okay."
Janaye Ingram, Director of Community Partner Programs and Engagement at Airbnb
"My daughter's smile and sweet spirit help me to feel gratitude when I'm overwhelmed. I want her to see a woman who doesn't quit when things get hard."
Codie Elaine Oliver, CEO & Founder of Black Love
"I try to listen to my body and simply take a break. With 3 kids and a business with 10+ team members, I often feel overwhelmed. I remind myself that I deserve grace for everything I'm juggling, I take a walk or have a snack or even head home to see my kids, and then I get back to whatever I need to get done."
Jewel Burks Solomon, Managing Partner at Collab Capital
"Get comfortable with the word ‘no’. Be very clear about your non-negotiables and communicate them to those around you."
Julee Wilson, Executive Director at BeautyUnited and Beauty Editor-at-Large at Cosmopolitan
"Understand you can’t do it alone — and that’s ok. Relinquish the need to control everything. Create a village and lean on them."
Salwa Benyaich, Director Of Pricing and Planning at Premion
"Most days I really try to shut my computer off by 6 pm; there are always exceptions of course when it comes to big deals or larger projects but having this as a baseline allows me to be much more present with my kids. I love the fact that I can either help with homework or be the designated driver to at least one afterschool activity. Work can be draining but there is nothing more emotionally draining than when you feel as though you are missing out on moments with your kids."
Brooke Ellis, Head of Global Marketing & Product Launches at Amazon Music
My calendar, prayer, pilates class at Forma, a good playlist, and oatmilk lattes all help get me through any day.
Courtney Beauzile, Global Director of Client and Business Development at Shearman & Sterling
My husband is a partner who steps in when I just can’t. My mom and my MIL come through whenever and however I need. My kids have many uncles and aunts and they will lend an ear, go over homework, teach life lessons, be a presence or a prayer warrior depending on the day.
Robin Snipes, Chief of Staff at Meta
"Enjoy the time you have to yourself because once kids come those times will be few and far between."
Monique Bivens, CEO & Founder at Brazilian Babes LLC.
"For new moms, it is very important that you get back into a habit or routine of something you use to do before you were pregnant. Consider the actives and things that give you the most joy and make the time to do them."
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Tracee Ellis Ross On Why She Declined The Idea Of Someone Else Running Her Hair Company
Actress and entrepreneur Tracee Ellis Ross recently revealed the driving force behind her desire to become the owner of her haircare brand, Pattern.
According to its site, Pattern is a haircare company that provides a wide range of products, from shampoos, conditioners, oils, creams, and many more to individuals with curls, coils, and tight hair textures. Although Pattern would launch in 2019, the idea for the company first came to Ross a decade before --in 2008, when her hit show Girlfriends wrapped-- following a brief encounter at a beauty supply store and many wanting to recreate her past looks.
At the time, those individuals couldn't achieve the exact results because limited natural hair products were offered to the public. That instance became a pivotal moment in the star's life because she spent eleven years experimenting with professionals to create products that best suit those within the natural hair community.
In a May conference with Fortune's MPW Next Gen, Ross opened up about the struggles she faced early on as an entrepreneur trying to get Pattern off the ground and why she declined the offer to have the company be run by someone else.
Tracee On Past Struggles And Why She Chose To Run Her Company
During the discussion, the 50-year-old revealed that she is Pattern's "majority owner" because the company's overall mission to cater to those in the natural hair community was built from her "experiential knowledge."
"I'm a majority owner of my company. [Other celebrities with brands] aren't the founders of the company. Often, they join a company that exists," she said. "The mission [at Pattern] is born out of my experience. It's born out of my own experiential knowledge."
Further in the interview, Ross would add that she avoided partnering with an expert for Pattern because she felt she had gained enough knowledge experimenting with products in her bathroom.
"I didn't want to partner with an expert or a 'professional' because I felt—like so many—I had become my own best expert in my bathroom because the beauty industry was not catering to us," she stated.
Despite refusing to have a partner within her company, Ross found creative ways to build it. It includes paying a chemist with her own money to bring her visions of various products to life, and sending those samples to retail stores, ultimately leading to partnerships.
The final piece that helped Ross during her journey was receiving advice from business partners on ways to improve the brand, one of which came from Ulta Beauty CEO and Footlocker CEO Mary Dillon.
The black-ish star claimed that Dillon helped her realize how she could use her celebrity status and journey to promote Pattern, which she did. Because of that, Patten has now become a favorable haircare brand among many.
Tracee On How She Plans To Use Her Company To Create Opportunities For Others
Toward the end of the discussion, Ross disclosed how she plans to use the power of being Pattern's CEO to help others.
The High Note star explained that being an owner of a company has given her access to be around other CEOs interested in what appears to be becoming more profitable, and with that, she wants to expand that access to other people.
"I know that I have access to sit at a table with a CEO in a way that perhaps another founder doesn't. And when I do that, I make sure that those conversations are not only centered around Pattern," she said. "They're centered around creating and expanding the access for all of us."
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