By Jill Jacinto

Brit+Co —

You should always negotiate when it comes to accepting a new job.

Women, more often than men, tend to feel thankful for a job offer, overlooking the fact that they actually earned and deserved it. This outlook plays a part in why the pay gap remains so wide when it comes to men and women. According to a study from the Harvard Business Review, “Women are 11 percent less likely to enter negotiations than are men, and this gap arises despite the fact that those who enter negotiations almost always gain from doing so.”

Negotiating a salary is part of the job interview — it’s not seen as a deal breaker when it comes to getting a job or a reason for employers to rescind the job offer. Read on for six tips to help you not leave any money on the table.

(Getty Images)

1. Do your research.

Before you interview, make sure to research the company. Look on LinkedIn. Scope out the salary range and your personal market worth through a platform like Glassdoor. Learn about the company through employee reviews on FairyGodBoss. Ask questions. If you walk into a job that will pay you 30 percent less than what you are currently making, you could be wasting your time if increasing your salary is your primary goal.


2. Pick up the phone.

You might be ignoring calls from recruiters, but you shouldn’t. Recruiters can help you determine the approved salary requests their clients have allowed for specific jobs. They know what people with your skill set and experience take home since they manage the salary negotiation process. Use their experience to your advantage.


3. Hold your tongue.

Employers typically don’t name the first number; instead, they ask interviewees for a salary range or even their current salary. This strategy sets them up to have the upper hand — without a frame of reference of what’s actually possible, you’ll likely go too high, or worse, too low on your number. If possible, avoid naming an amount and redirect for more questions about the position. If they push, say, ” I value this role and this company and am open to negotiating.” Only negotiate when a job offer is extended to you (and use all that research you did earlier to help!).


4. Ask for it.

In the Harvard Business Review study, researchers found that when women did negotiate their salary, they tended to end up with a better offer. So it’s not that women aren’t able to negotiate for more money; it’s just that they are choosing to do so less frequently than men. Try to get over any personal perceptions that you will “sound greedy.” Ask for more than you expect (knowing the company will negotiate on their end as well), and do it in a polite and respectful way. Don’t just assume you don’t deserve more money — make the case for why you do, using data and your past performance. You’ll never get what you don’t ask for.


5. Give a range.

Another thing to consider is the range you state. You’ve already done your homework and can see what former employees have listed as a comparable salary range. Make sure when you tee up to negotiate, you offer a range with a $5K difference. If you give a $15K spread, chances are your interviewer will always go for the lower end of the range. Why wouldn’t they go lower if you’ve given them the opportunity? A smaller range will shift you to a higher salary goal.


6. Spread your insight.

Share your stories with your friends and network. Encourage them to negotiate when they are up for a new job, and provide them the tools they need to achieve. Don’t be afraid to talk about salaries and market values with other people. The only way we can shrink the pay gap is through educating women on the power of negotiation.

This article originally appeared on Brit+Co April 3, 2017.