From a shotgun house in New Orleans to owner of a $16 million business, best-selling author Vickie L. Milazzo, RN, MSN, JD shares innovative success strategies in her new book, “Wicked Success is Inside Every Woman.”

Milazzo is a Houstonian and the owner of Vickie Milazzo Institute, an education company she founded in 1982. Recognized as the pioneer of a new profession, she built a professional association of approximately 5,000 members.

HW: Despite status quo statistic — women early 75 percent of what men earn and hold only 15 percent of the C-level positions — you believe there is an opportunity-filled future for women. Why?

MILAZZO: Because the qualities that are valued in today’s socially driven culture — participation, engagement, collaboration, relationship-building, and appreci- ation for the greater good — come naturally to most women. Women simply need to be willing to reach out and grab the coming opportunities.

HW: It sounds like you believe women in the workplace have the advantage over men right now. 

MILAZZO: Men certainly exhibit many of these qualities, but women synthesize these strengths into a potent energy that is distinctively female. We should not be afraid to express them. Women do have every advantage right now. We’ve never been better-positioned to make our mark.”

HW: In your book, you tell women to “negotiate like you mean it.” Why do you think some women need help when it comes to negotiating?

MILAZZO: Many women aren’t comfortable dealing with negotiations, even when something they really want (and deserve) is on the line.Some think, “The economy still isn’t great so I’d better lie low. No, it’s not what I was hoping for, but if I get too pushy I’m sure they’ll pass me over for one of the other candidates. I should just be grateful to have made the cut.”This might seem like common sense, but settling for less than you’re worth is a big mistake — even in the wake of the Great Recession. In fact, it might even cost you the job.

HW: How could “settling for less” cost someone a job?

MILAZZO: When I’m hiring, I actually weed out candidates who underprice themselves; I assume they won’t perform at the level I expect. In my eyes and in the eyes of many other CEOs, job candidates actually lose credibility when they underprice themselves. 

HW: A recent article in The New Yorker, might prove your theory right. It found that only seven percent of women negotiate their salaries up-front when entering a new position…compared to 57 percent of men.

MILAZZO: Those statistics are pretty telling, and I want them to change. Women can and do negotiate all the time outside the workplace — with spouses, with kids, with teachers, with friends — and we can do it in a professional setting, too. It’s just a matter of changing the way you think about asking for money.”

HW: In your book, you give women nine tips to help them ask for the money. First, you say, “never let them see you as a commodity.” What do you mean by that?

MILAZZO: Commodities are easy to obtain and easy to replace. And, that’s certainly not how you want to be perceived at your job. I tell women to do what they need to do to stand out. Get in the middle of everything and bring new ideas to the table. Build relationships throughout the company. If you’re able to make yourself invaluable and leverage the things that make you unique, you’ll also make yourself impossible to replace.

HW: You also tell women to “distinguish ambition from greed.” Would you elaborate on that idea?

MILAZZO: Prior to launching yourself into a negotiation, it’s a good idea to take a step back and ask yourself why you’re working toward this particular goal. For example, you’ve been in your current position for two and a half years without a significant raise, and you think your skills are worth much more. Before you march into your boss’s office, ask yourself: Why do I want a raise? Do I just want more money, or am I honestly interested in advancing in this company?

HW: You also tell women to “be your own number one fan.” Do you mean it’s okay to toot your own horn?

MILAZZO: To a certain extent, we’re actually wired to nurture and care for others and to put the good of the whole over our own personal interests. While these impulses aren’t inherently bad, it’s time for a news flash: if you don’t announce your own achievements, you can bet that no one else is going to do it for you. With humility, make sure you’re keeping your name, your accomplishments, and your skill set in front of everyone.

HW: Another tip of yours is to “ask for everything at the beginning of the negotiation.” I can just learn some of our readers saying, “But, that would be coming on too strong!”

MILAZZO: This can also be a difficult strategy for women to adopt. We don’t want to appear overly aggressive, so we don’t put all of our cards on the table at the beginning of negotiations. We think we’ll get the other person used to the idea gradually. But especially in business, adding on as you go along generally isn’t a good idea; it makes you appear unfair.

HW: You also tell women to “ask for more than you think you can get.” But, isn’t that being greedy?

MILAZZO: Remember the old adage: Nothing risked, nothing gained. Don’t jump too fast to say “yes” to the first offer, even if you think it’s fair. It's always smart to assess the situation, the person making the offer and how far you might be able to go before signing your name on the dotted line. Chances are, if your request for more is denied, you’ll still be left with the initial offer.

Editor’s Note: “Wicked Success is Inside Every Woman” is available now at bookstores nationwide and from major online booksellers. To learn more, visit www.wickedsuccess.com.