The art of negotiation
Why is it called an “art”? Simply because negotiating your contract and salary is something you learn to master, even more, when you are an expat. Prior to your interview, make sure to gather information on the foreign company culture, its reporting relationship but also when and how to talk about your salary. It can be even more challenging for women at a time when competition with their male counterparts is encouraged. As a woman, she may be compelled to moderate her professional ambitions, especially in countries where women's rights are still ignored.
Equal work for equal pay
Working women know very well that working for free is not an option. Still, women are often not fairly remunerated. According to the World Bank, “women have less job opportunities than men”. In India, for example, being a man gives you the chance to evolve in various sectors while teaching, cleaning houses or buildings and tobacco factory workers are the primary jobs offered to women. In 2022, Japan ranked 116th out of 156 countries in the World Economic Forum (WEF) gender equality report, far from Canada (25th), Germany (10th), Rwanda (6th) and Iceland (1st).
How to discuss salary with an employer?
The Covid pandemic intensified gender gaps worldwide. Some employers even use the pandemic to justify unfair salaries, especially for women. The World Bank points out that if women earned as much as men, “global wealth could reach 172 billion dollars…”. So make sure to remind this to employers.
Should you also stress their company's forthcomings and remind them to comply with the law? The answer from expat women is clear. “Discrimination against women is already well-known. If you keep playing this card, you won't get far.” Men hardly have to renegotiate their salary because they are men (since they usually receive better offers). Women should highlight their skills, professional experience, know-how, and success in previous jobs to make the best out of the negotiation.
Your proposal should be an opportunity, a win-win situation. Show the employer that he is making a mistake by not accepting your offer. A salary review is not a gift or favor offered to the worker. It's a fair and justified proposition towards a new professional collaboration.
Dare to negotiate a salary review
There's a common perception that women don't negotiate much. Nevertheless, everything seems to be working against women regarding salary review. But this doesn't mean that men don't master the art of negotiation. Regardless of gender, the very first victory is achieved mentally. Dare to have defined goals for your career, to visualize your next company, and to ask not a favor but a legitimate right.
Reevaluate your position
Reread your work contract. Do you have more responsibilities since you signed your contract? Does your salary match the work done? Check your expat country's salary range for your actual position. For how long have you been working for the current company? What about your certificates, your geographic location, and all the other aspects that justify a salary raise (or an additional yearly bonus)? Are you earning less than you are supposed to? Work these points out before negotiation.
Study your contract and salary
From labor legislation, workers' rights, work contract to salary slip, read and examine all those documents again. Analyze your job profile: your position, tasks, remuneration, and benefits. How has it been going since day one? Scrutinize your salary slip. Study the wage policy in your current company. Compare your pay with others, men and women, whether they are expats or not. Negotiation is a power play. However, some women tend to be too modest or not daring enough to use the right weapons (it's essential to be aware of the company's wage policy).
Hammer out the deal
Be prepared for the question: “Why should we increase your salary and/or review your contract?”. Be ready for any objections. Your manager may be used to beat back workers' requests , especially those of women. Don't be scared to fight your case, even when they insist you are earning enough or talk about a financial crisis. Be convinced of your arguments. Set your boundaries and stand for your rights: some managers may use your private life (like pregnancy) to justify a low income -- this is nothing less than pure discrimination.
Is there a perfect timing?
The perfect timing is the one you choose after full preparations. A lot wait for the annual appraisal to talk about their wishes for the coming year, which is not good. Your manager will already have a head start on you. After all, the annual appraisal is a discussion of your performance, not an occasion to ask for a raise, so take the lead. After achieving something beneficial for the company (succeeding in a particular task or a negotiation with partners etc.), consider requesting a meeting. The negotiation will be smoother. Be mindful of the local way of life. Maybe you can directly ask to see the directors. Verify whether the same rules apply to both men and women.
Prepare your arguments
It's common to feel obliged to accept whatever the employer offers. It's a cliché, especially in countries where proving your professional worth prevails over satisfaction at work. However, remember that you can always negotiate about the type of contract, tasks boundaries, hours of work, workplace (remote work, office, traveling), work equipment, and benefits (bonus, insurance, etc.).
Consider professional coaching
Seeking negotiation coaching to improve your speech and build confidence is recommended. Discrimination towards women at work has existed for years, whether they are expats or not. Your employer may be supporting stereotypes without even being aware of them. Be ready to fight back. Be tough. You are not where you are inadvertently. You have already proved your worth. You don't need to compare your work to men's. Learn to recognize your work's value, and don't be afraid to ask for a raise or better conditions.
What if it's a No?
If your employer, manager, or HR manager remains intransigent, you may be more flexible and propose solutions but do not give up. For example, ask if they may consider a progressive salary raise or a contract review in a few months. If the answer is still no, stay adamant and keep being confident. Don't be disappointed, aggressive, or discouraged. Instead, keep your stand. You can ask why, but without giving credit to their answers. Schedule another meeting in a few months to show that you are not backing down. Motivation is key. Unfortunately, if there is still no positive response, assess the situation. This company doesn't deserve you, and maybe you can start considering joining another company as an expat.
