65 How to Negotiate Salary Without Feeling Pushy

How do you negotiate salary without feeling pushy, ungrateful, or "too much"? That's exactly what this episode is about. Naomi sits down with salary negotiation coach Angela Langmann to unpack why so many women avoid asking for a raise, and the simple strategy that changes it. Australia's gender pay gap currently sits at 21.1%, meaning for every dollar a man earns, a woman earns just under 79 cents. The reality is that there are many reasons for this,  one of the big challenges being the moment an offer lands on the table, or a review rolls around, one person asks for more while another says thank you and moves on. Angela is a former corporate hiring manager who spent years watching hundreds of candidates go through exactly that moment, and who now runs her own business helping women over 45 have the salary conversations.  Angela's message is simple and genuinely reframes the whole conversation: this isn't a confidence problem. It's a strategy problem. And strategy can be taught. They cover the data behind why women negotiate less often than men, the real (and often irrational) fears that stop us from asking, why our last salary anchors our next one, and Angela's own collaborative-but-assertive negotiation method which is illustrated with two real client stories, including one that turned into equity and a sign-on bonus instead of just a bigger base salary. IN THIS EPISODE YOU WILL LEARN The negotiation data: why women are significantly less likely than men to negotiate an actual offer, even when they raise expectations early in the process The real reasons women hold back from asking - fear of backlash, weaker access to salary information, and beliefs about what asking "makes you" Why your last salary becomes an anchor for your next one, and how to break that pattern What a negotiation coach actually does, and how it's different from a career coach or mentor Angela's negotiation strategy — collaborative, non-threatening, and assertive, all at once Two real case studies: one that turned a rejected request into a 16% increase, and one that resulted in equity participation and a sign-on bonus instead of just a bigger number ABOUT ANGELA LANGMANN Angela spent years in corporate as a hiring manager, sitting across the table from hundreds of candidates at the exact moment salary negotiations happened. After noticing a consistent pattern — men negotiating more often and opening higher, women far more likely to simply accept what was offered — she left corporate to build her own negotiation coaching business under her own name, working specifically with women over 45 to close that gap for themselves. You can find her at:  https://angelalangmann.com/ And LinkedIn: https://www.linkedin.com/in/angelalangmann?originalSubdomain=au SOURCES MENTIONED IN THIS EPISODE Gender pay gap (21.1%, total remuneration) — Workplace Gender Equality Agency (WGEA), 2025 data The "broken rung" (first promotion to management) — McKinsey, Women in the Workplace 2025 Negotiation rates by gender (67%/36% women, 78%/55% men at interview vs. offer stage) — Korn Ferry 60% of women have never negotiated their pay vs. 48% of men — Randstad Angela's client results (16–20% average increase) and the "15% more income" negotiation benchmark are drawn from Angela Langmann's own coaching data ⚠️ source to be confirmed with Angela before publishing CONNECT WITH US Naomi Holmes — Her Money Matters Instagram: @hermoneymatters Website: hermoneymatters.com.au Email: [email protected] ENJOYED THIS EPISODE? If this episode gave you something to think about before your next review or offer, the best thing you can do is leave a review wherever you listen. It takes less than two minutes and it helps more women find this show. And if you know a woman with a performance review coming up, or who's just received an offer — send her this episode before she walks in. DISCLAIMER This episode contains general information only and does not take into account your personal objectives, financial situation or needs. It is not financial product advice. Before acting on anything discussed, consider whether it's appropriate for your circumstances and seek advice from a qualified professional. Naomi Holmes and Her Money Matters are licensed by Alethea Partners Pty Ltd, AFSL 557729. This episode is sponsored by Global X ETFs. Sponsorship does not influence the general information shared in this episode, and nothing discussed should be taken as a recommendation of any Global X product or service.