An online survey by Australia’s largest distributor of products for women, The Heat Group, has found more than half (55.4%) of women believe they aren’t being paid what they’re worth because of poor negotiation skills.
While this small survey of 753 Australian women aged 16-60 is not representative of the population, it does confirm what we already know about women in the workplace. With some notable exceptions, women lack assertiveness when it comes to asking for more money.
Managing Director of The Heat Group, Gillian Franklin, believes there is a clear division between men and women during salary negotiations.
“It is frustrating when women are apologetic for their requirements and feel they have to sacrifice their salary accordingly,” said Gillian Franklin.
“It is important that women stop feeling they need to compromise to obtain flexibility, but rather focus on their outputs which is the most important KPI (Key Performance Indicator).”
Entering into salary discussions where they have to negotiate a salary based on their value to the organisation is a confronting task for most women. Gillian Franklin believes this has created a “negotiation divide” for female employees, where the salary doesn’t match the worth of the individual.
“Women need to take a headstrong and professional approach when negotiating their salary. Rather than underestimating their significance, they must be prepared to talk about the unique qualities they bring to a company,” she said.
“In order to move forward and close the negotiation divide, women need to consider the many things they can offer an employer and feel empowered to request the salary they deserve. Until we can address this, women will continue to suffer from the negotiation divide.”
The Heat Group is the exclusive Australian distributor of Max Factor, COVERGIRL, Bourjois, essence and Jeanne Arthes fragrances, the official licensee of Warner Bros. personal care, and the owner and distributor of ulta3, Billie Goat Soap and MUD.