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COMMUNICATION AND NEGOTIATING SKILLS FOR
LEADERSHIP IN WOMEN
Mary Hooks, MDVanderbilt University
Danielle S. Walsh, MDEast Carolina University
United States of America
Equal Work for Equal Pay
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Pay EquityWARNING: What you are about to see may make you very angry
Hopefully just enough to do something and not enough to make you want to give up…
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Stating the Problem: Two Key Issues
The Pay Gap Equal pay for equal work – Not yet
The Leadership DilemmaSome attribute the pay gap to differences in
positions of authority or leadership BOTH are problems
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Related Global & Domestic Issues
Health and survival: 96% of gap closed Education attainment: As above Political empowerment: Very large gap Child care Distribution of labor at home
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Global Gender Gap Index 2010 Top 20
Four pillars: Economic participation & opportunity; Educational attainment; Health & survival; Political
empowerment Iceland: 0.86 Finland: 0.85 Norway: 0.84 Sweden: 0.84 Ireland: 0.78 New Zealand: 0.78 Denmark: 0.78 Philippines: 0.78 Nicaragua: 0.77 Switzerland:0.77
Netherlands: 0.77 Belgium: 0.77 Germany: 0.76 Lesotho: 0.76 Latvia: 0.76 S. Africa: 0.75 Luxembourg: 0.74 UK: 0.74 Cuba:0.74 Austria: 0.74
**Canada # 21; US #22
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Trends & OutliersThe Bottom Ten:
Overall Economic ParticipationMali 0.58 0.57Morocco 0.58 0.41Cote d’Ivoire 0.58 0.55Saudi Arabia 0.57 0.34Syria 0.56 0.27Chad 0.56 0.68Pakistan 0.54 0.31Yemen 0.50 0.34
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Trends & Outliers “Top Ten”:
Four Nordic countries have consistently held the top positions
Iceland, Finland, Norway & Sweden
From 2006-2012 Gap decreasing in 88% Gap INCREASING in 12%
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Consistent Patterns of “Narrow Gap” Countries High literacy High labor force participation Low salary gaps Opportunities for leadership More shared participation in childcare More equitable distribution of labor at home Mandatory maternal AND paternal leave
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Special Report: Women and Work, Economist, Nov. 26, 2011
Organization of Economic Cooperation & Development
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Special Report: Women and Work, Economist, Nov. 26, 2011
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Special Report: Women and Work, Economist, Nov. 26, 2011
Leadership Gap
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Equal Pay for Equal Work
In U.S.:Women are still paid only 0.75-0.80/$1 of male
colleaguesMinority women:
○ African American: 0.64-0.71/$1○ Latina: 0.55-0.62/$1
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Average monthly salaries in medicine for men and women
Male Female Pay GapUK Surgery £7686 £6123 20%Finland MD 5,107e 4347e 15%Thailand MD 41,358b 25,130b 39%US Surgery $290,000 $225,000 22%
WorldSalaries.org, Medscape.com
Repeatedly, differences persist even when correcting for hours work, years of experience, and specialty choice.
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Academic Medicine:Faculty Rank & Per Cent Women
Instructor AssistantProfessor
Associate Professor
Full Professor
Total
Surgery 43% 25% 17% 9% 21%
21% of all surgery faculty are women
AAMC 2012
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AAMC 2012
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Factors Attributed to Differences Family responsibilities
Fewer hours worked/part-time statusSpecialty selection based on familyGeographical limitations due to family
Hostile work cultures Failure to negotiate compensation
Connally & Holdcraft 2009
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What To Do We could all stay in Finland or another Nordic country Go home and work to close the gap Holding institutions and governments
responsible for reviewing salaries and closing the gaps by policy
Childcare programs, Maternity AND Paternity leave
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What To Do Build programs that support women’s
career successIndividually, institutionally, and professionally
Negotiate for the Opportunities/PositionsPayResourcesSupport & Information
Negotiate at home
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It Starts with You… Did you negotiate when you took your current
job, or were you just grateful/excited to get it?
Did you take the salary/benefits as offered or negotiate for something higher?
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Her Place at the Table
Ruling out differences in age, education level, and work experience, men use negotiation to promote their own interests far more often than women do.
Left unchecked, disparities in negotiation quickly transform into pay and promotion inequalities
Kolb. Et al, 2010
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Why don’t we ask? We are “trained” not to from an early age Taught to be “communal,” make
relationships a priority, and focus on the needs of others, not themselves. Chores - babysitting Toys - baby dolls and play kitchensAvoid conflict – keep fair/evenMimic behavior of older children and adults
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These internalized traits lead us to Put needs of others above advancing career Fail to recognize opportunities for advancement Perceive negotiation as “conflict” – something to
be avoided and producing anxiety. Trained to placate rather than antagonize Prize interpersonal peace over personal gain
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Not just the money Man negotiates for a high priority project
in the organization. Direct contact with leaders and key
personnelAdvantage to him next time a project or
promotion comes aroundOver time, the gap in advancement grows
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In the employer’s best interest… Woman fails to advance - doesn’t ask Job is no longer challenging/satisfying She leaves Cost of replacement is significant –
150% of annual pay for professionals It is in the company’s best interest to
develop and promote women
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Ideal Worker Person willing to put work before all else
Ability to manage crisis
Time to spend at work is unlimitedUnbounded meeting times and places
Demands of family, community, and personal life are secondary or at least rendered invisible in the workplace
1990 – Joan Acker
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Two Generations of DiscriminationFirst Generation Clear-cut acts of
bias Blatant
discrimination Fewer resources Harassment
Second Generation Workplace culture Promotion policies Lack of
networks/mentors Hyper-scrutiny
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How Can I Do It? Assume that everything about your working
life is negotiable. -Salary -Support staff-Schedules -Responsibilities
Point out to the supervisor that your success will be their successKnow in advance what motivates the boss, where
his/her needs are, and how you can help ensure you benefit each other
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Choosing Projects Wisely Interest you Important to the department In line with your professional goals Avoid “invisible” work – lots of effort, little
credit Chief of Staff, 2nd in commandRepresent diversity on a committee Counseling too many students/junior facultyFixing problems for others before they happen
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Choosing Projects - Watch For Appointments at a time of decline or problems “Interim or Acting” – might not get credit or
compensation
If say no, risk damaging political capital. Solution – negotiate the role – define it, how
rewarded, how assessed, duration, and what follows from it
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Inherent Bias Entrepreneur applying for a job position Evaluate style, likability and competence Same resume - ½ “Heidi” and ½ “Howard”
Howard – genuine, likable, and more likely to be hired
Heidi - self-promoting, power hungry, and aggressive
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Backlash Too aggressive – disliked, ostracized, and
unable to get what they want anyway. Women who negotiated for more salary were
viewed more negatively than men who did the same.
When women are seen as competent leaders, they are not liked; when they are liked, they are not respected.
How do you avoid this?
Heilman M, et al. Penalties for Success, 2004.
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Avoidance is not the answer… Think not only of how you look when
you negotiate (aggressive), but how you look when you do not negotiate (passive).
Think of negotiation as a conversation leading to agreement!
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Make It about collaboration
Appreciate the other side’s interests Joint problem solving Influence rather than coerce or demand Bring data when possible Use positive terms Say it with a smile!
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Make it About the Institution Identifying pressing concerns or needs Lobby for responsibility to fix them
Negotiate the time, resources, and support to succeed
Turn “small wins” in to positive attention Make it about the good of the organization
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The End Goal“At a completely fundamental level, power is the ability to change what it is people should even be thinking about or asking for. That is a level at which, if women actually attain power, then these struggles of getting an extra $10,000 in salary are going to be obsolete.”
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JUST DO IT! Do it for yourself – because you deserve it Do it for future generations
The more we accomplish now, the easier it will be for them
Do it for your BOTH daughters & sons
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Useful References “Special Report: Women & Work Closing the Gap
”, Economist; Nov. 26, 2011 or http://www.economist.com/node/21539928
AFL-CIO Dept. of Professional Employees, Fact Sheet 2010, Professional Women Vital Statistics, http://www.pay-equity.org/PDFs/ProfWomen.pdf
Global Gender Gap Indexhttp://www3.weforum.org/docs/WEF_GenderGap_Rep
ort_2012.pdf AAMC Data Book Tables,
https://www.aamc.org/data/databook/tables/