Rock That Interview

Men and women interview differently. Here’s how to get paid like a man in your next job.

By Muriel Vega

It’s no secret men and women do things differently. While most of our differences serve us well, men know some secrets about interviewing that could get us closer to closing that pay gap.

Men take credit for their accomplishments and see negotiation as a sport – which tends to get them higher pay rates, says Connie Glaser, communications expert and author of Gender Talk Works: 7 Steps for Cracking the Gender Code at Work. “Women are often much more reluctant to negotiate or ask for what they deserve and are more likely to take whatever is on the table.” And by starting their careers at a lower pay level, women lower their expectations for future jobs – and future employer’s expectations of what they’ll accept. “Over a career lifespan, this can make a difference of close to half a million dollars in earnings.”

The key to getting paid like a man: Learn how to highlight yourself and stand out. “Especially during these tough economic times, it’s not enough simply to do good work. You have to sell yourself, toot your own horn and gain recognition,” says Glaser.

Here, she offers 8 strategies for success in today’s job market:

Make A Royal Entrance. “In the first 10 seconds, the interviewer will make a judgment about you,” says Glaser. Walking in with deliberate purpose makes a statement about your credibility. And avoid the urge to fiddle with a jacket or briefcase. “During a videotaped study about interviewing, women exhibited 27 movements versus men’s 12.”

Know Yourself. If the interviewer asks a dreadfully vague question (i.e., “Tell me about yourself”), use it as an opportunity to promote yourself and showcase your accomplishments. “Take credit for your accomplishments, or you discredit your strengths,” says Glaser, who suggests being prepared to tell a story that quickly illustrates your success and ability in your field. “Men will do this in a heartbeat, take credit for any success or accomplishment remotely related to them. Women, on the other hand, tend to attribute their accomplishments to external factors.”

Know The Job. When the interviewer asks if you have any questions, structure your questions to show that you’ve done research about the company and position – and highlight the skills you have in that area. “Women tend to be less strategic about this than men and they tend to have reluctance to tut their own horn.”

Watch Your Smile. Confidence is critical to establish credibility. “Limit the smiling and head bobbing. Smiling helps create a bond with the interviewer, but women tend to smile too much when they are nervous,” she warns. “It can undermine the seriousness of your message and make you appear a little girlish.”

Google Your Interviewer. Perhaps you share an alma mater or are part of a similar organization. “Use this to your advantage and to help you interact during the interview.”

Be Brief. When answering questions, get right to the point. “Successful communicators talk in short sentences and avoid verbal clutter,” she explains. “Watch the interviewer’s body language to know when it’s time to wrap up your answer.”

Dress Accordingly. Get whatever insight you can about the company’s dress code. “Look at employee pictures on the website. You want to show that you are a team player and will fit in if hired.” And when in doubt, “err on the conservative side,” advises Glaser.

Know Your Worth. Negotiate! Male Ivy League business school grads surveyed negotiated for a 4.3 percent higher salary than the original offer, versus women business school grads, who only negotiated 2.7 percent higher. “Men tend to see the negotiation process as a sport, as a game. Women tend to see negotiation as a point of conflict, something to shy away from,” she explains. Find out what others in that position are making nationwide and, if possible, specific numbers for that company. Then you’ll be more inspired to ask. “We are good at negotiating all kinds of things – with children, spouses and friends, even retail stores. Use that tough approach here too.”