
Listen, sis โ we need to talk about money.
Specifically, we need to have an honest conversation about why so many of us are leaving money on the table during salary negotiations. According to the National Womenโs Law Center, Black women earn just 63 cents for every dollar earned by white, non-Hispanic men. And while systemic racism and gender discrimination play significant roles in this disparity, thereโs another factor we need to address: our tendency to undervalue ourselves.
The numbers paint a stark picture. The National Center For Education Statistics reports that Black women are among the most educated demographics in America, with enrollment in college increasing by 34% between 2009 and 2019. Yet, despite our educational achievements, the wage gap persists. Additionally, this gap costs Black women approximately $946,120 over a 40-year career.
This isnโt just about external barriers โ itโs about the internal ones too. Many of us have internalized the pressure to be grateful for opportunities, to work twice as hard, and to avoid appearing โtoo demanding.โ Weโve been conditioned to minimize our achievements and question our worth.
But hereโs the truth: advocating for your worth isnโt demanding โ itโs necessary.
Do your research.
The path to securing our worth starts with understanding our value. Before walking into any negotiation, arm yourself with knowledge. Research industry standards for your role and experience level. Know the going rates. Understand that the first number you put on the table sets the tone for the entire negotiation.
Donโt just rely on general salary websites. Tap into your network of professional Black women, especially those a few steps ahead of you in your industry. Join industry-specific groups on LinkedIn and professional organizations where salary discussions are encouraged. The real gold isnโt just in the numbers โ itโs in understanding the full scope of whatโs negotiable, from signing bonuses to equity, from professional development budgets to flexible work arrangements.
Track your wins.
When it comes to the actual negotiation, preparation is power. Create what I call a โbrag bookโ โ a running document of your achievements, completed projects, and positive feedback. Every time you exceed a goal, solve a problem, or receive praise from colleagues or clients, add it to your collection. These arenโt just feel-good moments; theyโre evidence of your value.
Turn these wins into concrete negotiation points by quantifying your impact wherever possible. Did you increase efficiency? By what percentage? Did you bring in new clients? What was their value? Did you mentor junior team members who went on to advance? These numbers and narratives arenโt just proof of your past performance โ theyโre predictors of your future value, and they justify every dollar youโre asking for.
Master the strategic pause.
Consider the negotiation itself as a strategic conversation, not a confrontation. Start high โ significantly higher than your target number โ because employers typically expect negotiation and often have room in their budgets. Lead with data about market rates and your specific achievements. When presented with an offer, resist the urge to respond immediately.
Instead, embrace the power of the pause. Take time to review the full package thoughtfully. Ask detailed questions about bonus structures, review cycles, and advancement opportunities. This isnโt playing hard to get โ itโs practicing due diligence. A well-timed โIโll need to review the detailsโ communicates professionalism and reminds them that youโre a valuable asset making an informed business decision. Remember, your careful consideration of their offer demonstrates your value as someone who makes thoughtful, strategic decisions.
Hereโs whatโs really at stake: every time we accept less than weโre worth, weโre not just shortchanging ourselves โ weโre impacting the Black women who come after us. Your salary negotiations create benchmarks for future Black female employees. When you advocate for your worth, youโre advocating for all of us.
The reality is that confidence isnโt just about how you feel; itโs about what you do. Start treating your career like the investment it is, and negotiate accordingly. The next time youโre tempted to accept the first offer or hesitate to counter, remember this: youโre not just negotiating for yourself. Youโre negotiating for every Black girl who dreams of following in your footsteps.