The best strategy for negotiating, either as a buyer or as a seller, is being willing to walk away from a deal. But being willing to walk away from a deal also means being able to walk away from a deal.
For example, if you are negotiating the purchase of a new car and are indifferent between the one about which you are negotiating and another or others, you have bargaining leverage since you can walk. If you're dead set on that car, be willing to pay a premium.
The same applies to the seller. If the seller of the car has more than one prospective buyer, she has leverage since she can walk away. If there are no other potential buyers, she better begin accepting lower offers.
In yesterday's New York Times, Jessica Bennet explains a primary reason for why women earn less than men.
For years, legislators and women’s advocates have been seeking solutions. In many ways, the wage gap is a complicated problem tied to culture, tradition and politics. But one part of it can be traced to a simple fact: many women just don’t negotiate, or are penalized if they do. In fact, they are one-quarter as likely as men to do so, according to statistics from Carnegie Mellon University. So rather than wax academic about the issue, couldn’t we simply teach women some negotiation skills?
So one remedy for the wage gap is simply to teach women how to be better negotiators.
At Mount St. Vincent, the Smart Start workshop is broken into sections: understanding the wage gap, learning one’s worth on the market, and practical negotiation, in which students use role-playing in job-offer situations.
Women learn never to name a salary figure first, and to provide a range, not a number, if they’re pressed about it. They are coached not to offer up a figure from their last job, unless explicitly asked. The use of terms like “initial offer” — it’s not final! — is pounded into them. And, perhaps most important, they learn never, ever, to say yes to an offer immediately.
“I can’t tell you how many times I hear stories of women who go into a negotiation saying, ‘Oh my gosh, thank you so much, I’ll take it!’” says Ms. Houle, noting that one student she coached even hugged her boss. “Here these women are, more educated than ever, incurring incredible debt to get that education, and they’re going to take whatever they’re offered. It’s like, ‘No, no, no!’ “
This, along with other reasons, explains much of the gender wage inequality we observe in this country. But there are still other reasons that lead to women earning less than men, none of them having anything to do with discrimination against females.
First, for women who do work—and this has increased considerably since the 1950s—they have typically been the secondary income earners for their families. This means that a wife has a more inelastic supply curve for her labor services relative to her working husband. This exacerbates the problem of women being poor negotiators. For example, a married man may seek a new job and, since moving anywhere is usually an option for him while searching, he has many companies from around the U.S., and even the world, bidding for his services. Once he chooses a job and moves his family to that location, the wife is now limited in her job search to that geographical location. She has fewer companies competing for her services relative to her husband.
Second, and very important, women are gender-typed from a young age into adopting roles and skills that are not necessarily desired in labor markets. I explain this here. It is also demonstrated in a different way by these commercials. What this does is encourage women into self-selecting careers that typically pay less than careers where risk-taking and discovery and innovation are desired.
The solution is not to impose more legislation, which simply makes it less attractive for firms to hire women, especially the least skilled women. Instead, we must do a better job of socializing females, from a very young age, into adopting roles that have high labor market potential.