Know your price: How black women can stop selling themselves short in negotiations – Essence

Listen, sister – we want to discuss money.

In particular, we want to have an honest conversation about why so a lot of us leave money on the table during salary negotiations. According to the National Women’s Law Center, Black women earn just 63 cents for each dollar earned by non-Hispanic white men. And while systemic racism and gender discrimination play a major role in this disparity, there may be one other factor we must address: our tendency to underestimate ourselves.

The numbers paint a stark picture. The National Center for Education Statistics reports that Black women are amongst essentially the most educated demographic in America, with college enrollment increasing by 34% between 2009 and 2019. Yet despite our academic achievements, the pay gap persists. Additionally, this gap is costing black women roughly $946,120 over a 40-12 months profession.

It’s not nearly external barriers – it is also about internal barriers. Many of us have internalized the pressure to be glad about opportunities, work twice as hard, and avoid appearing “too demanding.” We have been conditioned to attenuate our achievements and query our price.

But the reality is: standing up for your price is not demanding – it’s crucial.

Do your research.

The path to securing our worth begins with understanding our worth. Before you enter into any negotiations, arm yourself with knowledge. Research industry standards for your role and experience level. Find out in regards to the applicable rates. Understand that the primary number you set on the table sets the tone for your entire negotiation.

Don’t just depend on general salary web sites. Leverage your network of skilled Black women, especially those that are several steps ahead of you in your industry. Join industry groups on LinkedIn and skilled organizations where discussions about compensation are encouraged. The real gold is not in the numbers – it’s in understanding the total scope of what is negotiable, from signing bonuses to equity, from skilled development budgets to flexible working arrangements.

Track your victories.

When it involves actual negotiations, preparation is strength. Create what I call a “brag book” – a running document of your achievements, accomplished projects, and positive feedback. Every time you exceed a goal, solve an issue, or receive praise from colleagues or customers, add it to your collection. These aren’t just feel-good moments; they’re proof of your price.

Turn these wins into tangible negotiating points, quantifying your impact when possible. Have you increased your efficiency? By what percentage? Have you acquired recent customers? What was their value? Have you mentored younger team members as they’ve moved up? These numbers and narratives aren’t just proof of your past performance – they’re predictors of your future value and justify every penny you ask for.

Master the strategic pause.

Treat the negotiation itself as a strategic conversation, not a confrontation. Start with a high amount – much higher than the goal number – because employers often expect negotiations and infrequently have room in their budgets. Guide you with data about market rates and your specific achievements. When you receive a proposal, refrain from responding immediately.

Instead, harness the facility of pause. Please take the time to fastidiously review your entire package. Ask detailed questions on bonus structures, review cycles and advancement opportunities. This is not pretending it’s hard to attain – it’s an exercise in due diligence. A well-timed “I need to review the details” conveys professionalism and reminds them that you just are a beneficial asset making an informed business decision. Remember that fastidiously considering their offer demonstrates your value as a thoughtful and strategic decision maker.

Here’s what it’s really about: each time we accept lower than we’re price, we not only change ourselves – we affect the Black women who come after us. Your salary negotiations create benchmarks for future Black women employees. By defending your price, you defend all of us.

The reality is that self-confidence is not just about how you are feeling; it’s about what you do. Start treating your profession like an investment and negotiate accordingly. The next time you are tempted to simply accept the primary offer or hesitate to counter, remember this: you are not negotiating only for yourself. You negotiate on behalf of each black girl who dreams of following in your footsteps.