This year, we were happy to partner with AAUW for a third time to present their well known Work Smart salary negotiation workshop.

American Association of University Women has advocated for women’s rights, equity in the workplace, education, public policy and research on gender equity since 1881.

With a focus on empowering individuals to successfully and confidently negotiate for fair and equitable pay and benefits, AAUW’s Program Manager, Deborah McCall offered these steps to tackling salary negotiation.

Step 1: Know Your Value

Confidently understand the value that you bring to your position and prepare to communicate it in a way that resonates with an employer.

Regularly log your achievements and anything you are proud of, so that you can use this information during your negotiation process. Be sure to log data that explains your impact on the company.                                                                                          

A value statement allows you to succinctly articulate your skills and accomplishments in an objective data driven way, tailored for the specific position. Review Dr. Marcia's F. Robinson's  Outstanding Observable Outcomes in order to help you write your value statement.

Step 2: Know Your Target Salary

Use objective market-based research to understand how the market values the position you are seeking. Salary.com and Payscale.com are great resources. Establish a target salary that is within your market’s range.

Determine your walk away point: What is the lowest salary you are willing to accept?

Step 3: Know Your Strategy

Asking for a raise or promotion requires preparation.

Determine a strategic time to ask for a raise. For example, it could be after your normal salary review process or after a project where you bring on a big client.

Bring your notes of accomplishments into your negotiation (i.e. stories that articulate your value and research about the market). Affirm your enthusiasm with evidence.   

Prepare a pitch to sell your skills and bring 2 to 3 value statements to the table that make your case.  Leverage your objective market research and remember to remain positive and flexible.

Finally, anticipate 3-5 ways an HR representative might respond to your request. Prepare ways to overcome objections. For example, if the manager says, "We don't have the budget for a salary," you might respond with: "Would you be open to discussing an increase in salary next year?" 

Step 4: Be sure to practice your pitch! This will help you tremendously when the time comes to negotiate your salary.

To go deeper into AAUW’s salary negotiation method, visit the AAUW's Work Smart and Start Smart: Salary Negotiation online workshop. 

Want to stay in the loop about future workshops at The HBCU Career Center? Create an account on The HBCU Career Center’s job board to be notified when we have professional development events coming up.