The Million-Dollar Decision: Why Women Must Negotiate During Career Transitions

For many women, self-advocacy remains a significant hurdle. Research shows that women are 30% less likely than men to negotiate their salary during initial job offers, with only 34% of women attempting to negotiate compared to 46% of men.¹

The good news: Negotiation is a skill that can be learned, not an innate talent. In fact, my clients have seen a 200% increase in negotiation skills. The first step is understanding why it matters; here’s three compelling reasons why women must negotiate:

Reason #1: Settling Could Cost You $1 Million

Research shows that failing to negotiate at key career transition points can cost women between $650,000 and $1 million over a lifetime.² Consider what that extra income could mean for you and your loved ones, such as:

• Funding children's college education

• Retiring a decade earlier

• Pursuing entrepreneurial dreams without financial stress

• Eliminating decades of mortgage payments

• Caring for aging parents without financial strain

These financial implications alone make negotiation critical. But while the monetary motivation garners attention, negotiation's benefits extend far beyond just your bank account.

Reason #2: Negotiation Secures More Than Just Money

While the financial impact of negotiation is significant, the process isn't just about money. Career transitions offer a unique opportunity to negotiate for conditions that support authentic success:

• Flexible work arrangements that support work-life integration

• Professional development opportunities to grow in your new role

• Meaningful projects that align with your values and goals

• Mentorship opportunities that help you navigate the new environment

• Healthcare and wellness benefits that support your physical and mental wellbeing

These elements often contribute as much to job satisfaction and long-term success as compensation does—and many employers are willing to accommodate these requests even when budget constraints limit salary options.

Reason #3: Negotiation Communicates Your True Professional Value

When you accept an initial offer without negotiation, you send an unintended signal about how you value yourself. Research suggests that employers often expect negotiation, and when women don't negotiate, it can inadvertently communicate that they:⁴

• Don't fully recognize their own value

• Are less confident in their abilities than other candidates

• Might settle for less in other professional contexts

As discouraging as this may sound, understanding this perception can be empowering, allowing women to reframe negotiation as a necessary expression of professional self-worth rather than an uncomfortable confrontation.

Knowing Your Worth

Researcher Linda Babcock found that women frequently underestimate their market value when changing fields or functions,³ leaving significant opportunity on the table. But in reality, your value is AMPLIFIED by everything you've gained along the way! Like a tree with deep, extensive roots and strong branches, you've developed a rich ecosystem of skills, insights, contacts, and intellectual capital that makes you more valuable than ever before.

Your education combined with years of application has created a unique blend of knowledge and wisdom. Each professional challenge you've navigated, complex problem you've solved, and stakeholder relationship you've managed has refined your expertise. And, your personal experiences have developed transferable skills—strategic thinking, diplomatic communication, resource optimization—that enhance your professional capabilities.

Preparing for Your Next Career Move

As you consider your next career transition, whether expanding in your current field or completely transforming your professional identity, remember that advocating for your worth isn't optional—it's essential for authentic success.

The first step is understanding where you are in your career journey and how ready you are for transition. This clarity builds the confidence needed to advocate effectively when opportunities arise.  Always remember, timing is everything! To maximize your leverage, understand these critical aspects of career transitions:

1. You're establishing a new baseline. The package you negotiate now becomes the foundation for all future increases and opportunities.

2. You're defining your value in a new context. The way you present your worth at the beginning shapes perceptions long-term.

3. You have peak leverage before accepting. The moment between receiving an offer and accepting it is when your negotiating power is at its absolute highest.

Career transitions present unique growth opportunities. By understanding what you bring to the table and strategically timing your negotiation, you position yourself not just for better compensation, but for a more fulfilling professional experience that honors your true worth.

Let's keep growing! 🌱

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About the Author

Dr. Erica Walls is a Women's Leadership & Career Strategist who helps professional women over 40 achieve authentic success—alignment between who you are, the work you do, and how you show up. Ready to advance your career? Explore coaching programs | Book a consultation | Connect on LinkedIn

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¹ PayScale. (2023). The State of the Gender Pay Gap Report. Retrieved from https://www.payscale.com/

² McKinsey & Company and LeanIn.Org. (2023). Women in the Workplace 2023. Retrieved from https://womenintheworkplace.com/

³ Exley, C. L., Niederle, M., & Vesterlund, L. (2020). Gender and negotiation: What have we learned? In Negotiation and Gender (pp. 573-590). Palgrave Macmillan.

⁴ Biswas, J., Boyle, E. H., & Banik, R. (2021). Negotiating for themselves: Division of labor and women's economic bargaining power in dual-earner marriages. Social Science Research, 98, 102582.