Strategies for Salary Negotiation: A Webinar Hosted by WEPAN

April 24, 2013


An archived version is now available on Vimeo.

Cost: FREE

April 9 was Equal Pay Day, the symbolic date when women’s wages catch up to what men were paid the year before. 

The reality is that the pay gap starts for women just one year out of college. One action you can take to reduce the gap is learning negotiation. Since 2007, AAUW has partnered with the WAGE Project to bring $tart $mart salary negotiation workshops to more than 125 campuses. Kate Farrar, director of AAUW’s campus leadership programs, will present

  • Salary negotiation research and techniques specific to women
  • Tips to prepare the next generation of women to negotiate
  • Next steps for participants  
  • Ways to empower others to ask for more

Watch the 2013 Webinar
Download the PowerPoint presentation used in this webinar.

Snapshot: Preparing for Negotiation

Take some time to understand the pay gap. Over a lifetime, the gender pay gap that begins just out of college can add up to a half-million dollars in lost potential income. Learn more about the pay gap and its consequences so that you don’t let this money fall through your fingers.

Establish a target salary.
A target salary is one that you calculate based on research about the job, the sector, and the marketplace.

Create a basic budget.
Even though you have a target salary, you need a basic budget to ensure that you know your bottom limit.

The key to successful negotiation is practice.
Grow your confidence by practicing with a friend, colleague, or family member.

Snapshot: Managing Your Tone

Stay positive.
Salary negotiation is a discussion. It’s not an environment in which you want to shut down or become defensive.

Be persuasive.
Present your research as objective criteria demonstrating that you are the right fit. Plus your analysis will further show your interest in the position.

Be flexible.
You know your target salary and basic budget, but you need to listen to what your employer needs.

Snapshot: Using the Right Tactics

Don’t be the first to name a salary figure.
You want to demonstrate that you’re interested in the job, your salary is negotiable, and you expect to earn market value for someone in your field.

Aim high, but be realistic.
This is why you do your research around the target salary. There needs to be a correlation between what you’re aspiring to and what’s truly a negotiable range.

Anticipate the employer’s needs.
Determine your value to the prospective employer and articulate how you’re specifically contributing to the organization’s goals.

Snapshot: Some Insider Tips

Constantly sell yourself.
You remain your best advocate. Even if you’ve gotten this far in the interview and the negotiation process, don’t expect that your employer has memorized your résumé.

Anticipate objection.
This is why negotiation practice is so important. You want that role play to really bring out the objections you could hear from an employer.

Don’t get personal.
An employer doesn’t care about why you personally need extra money. The salary that you will be getting is based on that employer’s assessment of your ability to get the job done, the organization’s budget, and what’s going on in the market. Focus on those things.



$tart $mart Salary Negotiation Workshop

$tart $mart salary negotiation workshops provide college women the knowledge and skills they need to negotiate salaries and benefits.


The Simple Truth about The Simple Truth

For a century, AAUW has advocated for legislation and policies that encourage and enforce fair pay in the workplace.

Man and Woman Sit Next to each Other With a Pile of Money in Front of Them, Woman Looking Jealous at Man's Pile

Don’t Tell Women to Stop Negotiating

There are many things we can do to fight the wage gap. But telling women to give in to the realities of sexism and give up negotiating shouldn’t be one of them.