You’re Worth It: Overcoming the Negotiation Gap

Women have grown to occupy more space in the professional world, and dentistry is no exception. Today, 37.7% of working dentists in the U.S. are female (Health Policy Institute, 2024). While this may seem small, it represents a significant increase from 24.1% in 2010 (HPI: Women Make up Growing Percentage of Dental Workforce, 2021).

Yet despite these gains and the progress of women’s movements, the pay gap remains persistent. In 1990, a female dentist earned approximately $66,000, compared to her male counterpart who earned nearly $144,000. By 2010, the gap persisted: female dentists earned about $120,000 while male dentists earned $185,000 (Now, 2018).

Today, a 22% pay gap still exists (Gundavarapu et al., 2023). I know because I have experienced it firsthand. Recently, I attended a work interview and had negotiated a daily rate of $700—an amount I was comfortable with. On the interview day, I learned that a male colleague with only six months of experience was offered $750 per day. I had two years of experience, and I was open to performing all types of procedures, including root canals, while he was not. Objectively, his clinical limitations reduced his potential production, yet he still earned more than me. This experience made me question whether the fear of negotiating is a personal weakness or a broader issue affecting women.

One might assume that the growing presence of women in dentistry would encourage others to advocate for themselves, but in reality, many female dentists struggle to do so, resulting in financial and professional losses.

According to the Harvard Business Review (2021), 20% of women fail to negotiate their first salary. By avoiding salary discussions, they can lose approximately $7,000 in their first year, and over a 45-year career, this amount can exceed $1 million.

Why Women Often Give Up Their Earnings

Several factors contribute, but three common reasons stand out:

1. Undervaluing their work – Women often underestimate their contributions and impact, influenced by biological and social conditioning.
2. Gratitude for opportunities – Social constructs can make women more inclined to accept offers without negotiation.
3. Fear of backlash – Concerns about appearing bossy or unfeminine can discourage women from asserting their worth.

Strategies to Win a Seat at the Table

Female dentists can take actionable steps to close the negotiation gap:

1. Recognize your value – Your skills, credentials, and contributions are equal to your male colleagues.
2. Prepare thoroughly – Understand your desired compensation and areas for compromise to approach discussions confidently.
3. Balance assertiveness with empathy – Use inclusive language such as “we” and “team” to demonstrate that your negotiation benefits the practice as a whole.
4. Establish a position of power – Own your space; confidence influences perception.
5. Practice negotiating – Experience builds comfort and skill in handling challenging conversations.

Women have already proven their capabilities, earning the same titles and leadership positions as men. Now it’s time to believe it, claim your worth, and negotiate confidently—because you’re worth it.

References

1. De Janasz, S. (2021, November 30). How women can get what they want in a negotiation. Harvard Business Review. Link
2. Gundavarapu, S. S., Surdu, S., & Langelier, M. (2023). Exploring the impact of household, personal, and employment characteristics on dentistry’s income gap between men and women. Journal of the American Dental Association, 154(2), 159–170.e3. DOI
3. Health Policy Institute. (2024). Supply of dentists in the U.S.: 2001–2023. American Dental Association. Link
4. HPI: Women make up growing percentage of dental workforce. (2021). American Dental Association. Link
5. Now, N. D. (2018, May 31). Women dentists reflect on gender gap in earnings. New Dentist Blog. Link
6. Professional & Executive Development | Harvard DCE. (2024). Women negotiation skills: How women can get what they want in a negotiation. Link