When We Expect More, We Receive More!

by Mikelann Valterra, MA

Contemplate this — are you satisfied with less money? Even though women know that most women earn less money than the men around them, women on the whole report higher earning satisfaction then men do! What’s going on here? My current favorite book Women Don’t Ask (Linda Babcock and Sara Laschever) explores this very issue. What about you — do you expect less?

In a fascinating study, these authors reported on a survey done of recent college graduates. The graduates were asked to indicate their salary expectations upon graduation as well as at their “career peak” — how much they expected to earn the year they earned the most money. The men reported that they expected to earn about 13 percent more than women during their first year of working full time, and expected to earn 32 percent more at their career peaks! (This study was done on graduates with similar training for similar work and with similar qualifications.)

This study begs the question: why do women expect less from the beginning? One theory says that women keep their expectations low in order not to be disappointed. And not expecting more also means that women don’t have to negotiate for more. The thought of negotiation is almost intolerable to many women (and some men). So if you don’t expect a lot, you won’t be disappointed, and you won’t have to go through the discomfort of asking for more.

Women also report that it’s enough to have their needs covered. It would be greedy to ask for more than that! And besides, sometimes women feel that money is somehow limited, and if they receive more money, others will have less.  Not wanting to “rock the boat” and appear greedy keeps many women from charging ahead in their careers. And the desire to not harm work relationships keeps many women from advocating on their own behalf.

Obviously, this is a complicated issue. But what does it mean for you personally? There is a direct correlation between having higher expectations, and making more money. Isn’t it time to stop being satisfied with merely having your needs covered? Stop being satisfied with where you are, if moving on and moving up could prove to be of great benefit to your life.

It’s important to be focused on your value in the workplace, not on just covering your personal needs. Start thinking in terms of what your contribution is worth. You are no doubt giving your employer/clients your best work. Research what other similar positions pay. Here’s a challenge: Find out what three men make who do work similar to what you do. Your eyes may be opened to what you can command. Often times, knowing the possibilities is enough to raise our expectations. And when we expect more, we receive more.

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Copyright © 2005 Mikelann Valterra, The Valterra Company, Seattle, WA. USA
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