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Random Thoughts-Nice Guys Or Girls) Finish Last

I was reading the online ABA Journal (and comments) today. There was an article about salary negotiation tactics. “[the pundit quoted[ offers this example. You are talking to a human resources representative who offers you $75,000. Respond by saying, “I see. So you’re saying that the salary for this position would be $75,000.” Then pause. Sometimes the person who made the salary offer will rush to fill in the silence and offer a higher amount.” http://www.abajournal.com/news/article/to_get_a_higher_salary_try_using_hostage_negotiator_tactics/?utm_source=maestro&utm_medium=email&utm_campaign=weekly_email

This advice drew scathing scorn from the legal community. My thoughts are, I guess you could follow up with “does that include any stock options” if you think this sounded dumb and the ploy didn’t work. But should you negotiate at all?

A possibly little known fact—studies show men negotiate or a higher salary.. women don’t. “Women working full time earn about 77 percent of the salaries of men working full time, Babcock said. That figure does not take differing professions and educational levels into account, but when those and other factors are controlled for, women who work full time and have never taken time off to have children earn about 11 percent less than men with equivalent education and experience…. In one early study, Babcock brought 74 volunteers into a laboratory to play a word game called Boggle. The volunteers were told they would be paid anywhere from $3 to $10 for their time. After playing the game, each student was given $3 and asked if the sum was okay. Eight times more men than women asked for more money.” http://www.washingtonpost.com/wp-dyn/content/article/2007/07/29/AR2007072900827.html

Also, “Both men and women were more likely to subtly penalize women who asked for more — the perception was that women who asked for more were “less nice”. (supra)

So take care—negotiating may well be a bad idea.

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