Five Steps To Winning Your Salary Negotiation

When you receive the elusive job offer and your onboarding process is set to begin, it can be an exciting time. While you are eager to start, there is still one crucial step remaining: negotiation. At this point, your soon-to-be employer has revealed their hand in believing you are the most qualified and integrable candidate. By trusting in your capabilities and taking these five steps in preparation, you can feel confident landing the salary you want while maintaining your professionalism.

Know Your Worth

Showcase the numbers to prove your value. Don’t counter your first salary offer simply because you planned to counter. Your employer will only take your counter legitimately if you have the research and work expertise to support it. Through resources such as GlassDoor, LinkedIn, or Indeed, you can find averages specific to your industry, location, and position. Use these statistics as leverage to get the figure you want. When you’ve completed extensive research into your market value, you make it difficult for your employer to refute your arguments. 

If possible, reveal your specific salary range first. While some studies show value in offering a precise number because it gives the impression that you’ve completed extensive research in the market, many will contest this theory. Offering a specific range will showcase your research while leaving more room for compromise and negotiation than the outdated approach of locking in one number.

“My salary situation wasn’t right. I made five attempts to fix it, then realized I’d made the same mistake every time: I apologized for asking.” – Mika Brzezinski

Know Your Interviewer

When you are completing contract negotiations with an HR representative, your manager, or the company CEO, it is essential to do your research into the individual. Learn about their work history and how their career path led them to be in front of you. Remember, your potential new employer is not out to get you. If you’ve made it this far, it means they like you. Use preliminary conversations to engage in their interests and ask for stories about their success. In addition to furthering your understanding, you will establish trust along the way.

Remember Your Employer Is Prepared To Negotiate

Similar to how you arrive with a minimum salary expectation, your interviewer likely has a maximum offer prepared. Don’t be afraid to ask for more than the original number given, and be sure to practice having this conversation. Reach out to a mentor or friend you trust who can provide feedback and provide a feel for addressing unexpected questions. Before you even have the opportunity to negotiate a new job offer, write down explicit examples of how your skill-set and background will support your and the company’s success. Are there any relevant certifications or licenses you’ve acquired that are worth emphasizing? Be sure to include them.

Familiarize yourself with the trends. A recent Robert Half study revealed that across all industries, 28% of managers admit to increasing the figure for starting salaries since the pandemic began last March. While you can anticipate some pushback on your demands, your employer is likely anticipating pushback as well. Just remember not to drag out your negotiation if you are not receiving the words you want. If they genuinely cannot match your number, there are other alternatives you can pursue, as I will reveal at a later point.

Don’t Fear The ‘No’

Your employer already offered you the job and now expects you to negotiate, so there is nothing to fear. If you know what you are worth, don’t settle in aligning your demands with the work performance you put out. Within your negotiation, there may be a series of counters until the ultimate final number is reached. At worst, you may hear something along the lines of “I’m sorry, but this is our best and final offer.”

If you do hear a ‘no,’ it is essential to remember it is not a product of inferior job performance. No matter what the outcome may be, you must carry yourself confidently while continuing to show gratitude for the opportunity. Being arrogant or haughty in your demands can generate a sour note for your conversation and future relationship.

Going Beyond The Numbers

In some cases, you may reach a stopping point in how high your employer can offer, but there are enticing alternatives to consider. Increasing your health benefits, 401k offerings, PTO days, equity in the company, or flexible work hours are common examples across negotiation. If money is too critical of a factor, consider requesting your annual performance review and salary restructuring to be made biannual. In leveraging these features, you can find common ground in factors outside of money. If you fall into the favorable circumstance of deliberating multiple job offers, here are 10 steps you can take to manage your decision-making process effectively.

Wrap Up

If you know your value, don’t settle in receiving your demands. When you’ve made it this far, it’s clear the company wants to keep you around. Therefore, offering a few extra thousand dollars or company perks is often nothing to mule over, especially when the alternative is reopening the job search. If you know your priorities, be intentional in disclosing them during negotiation. You may not receive all of your demands, but having them laid out allows your employer to come to terms with your top two or three. In any case, staying honest in conversation is imperative for starting your relationship right while maintaining your integrity.

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Mistakes To Avoid For A Strong First Impression

Getting judged based on your appearance, mannerisms, or body language occurs in a matter of seconds, especially when sitting down with a potential employer. Giving off a strong first impression is critical in job interviews as it often sets the tone for the conversation and the direction it will take. There is no ‘second chance.’ I am sure you’ve heard the popular principles of making a strong connection, such as dressing professionally, arriving on time, and researching the company. But today, I want to take a different approach to your frequently revealed career tips.

Earlier this year, our friends at CNBC Make It revealed nine of the most commonly made mistakes people make in their first impressions, as told by various millionaires across the country. We share a few of the critical examples below and how to make the necessary adjustments:

A Poor Handshake and No Eye Contact

Investor on “Shark Tank” and Founder of The Corcoran Group, Barbara Corcoran, lists maintaining strong eye contact as one of her four major rules to making a good impression (Review her other three rules here).

“I never hire anyone I don’t trust, and I always form my first impression of someone based on their eye contact. If you want someone to trust you, you better look them straight in the eye.” – Barbara Corcoran

Additionally, it is critical to offer a good handshake, which has less to do with being the strongest and more to do with being comfortable and confident. 

Being Dismissive

Always display positivity, kindness, and a willingness to help. Comedic star Jay Leno fondly recalls individuals early in his career who ‘showed him the ropes’ and were readily available with advice, but also remembers those who were quite the opposite. Jay shared a story where a bigtime celebrity was approached for an autograph. The lack of emotion and reaction from the celebrity arguably resulted in losing a fan and negative word-of-mouth along with it. 

Not Asking Good Questions

“To build rapport and credibility quickly, ask open-ended questions.” – Marla Beck, Co-Founder & CEO of bluemercury

For example, Marla recommends discussing how your interviewer got started in their career and what led them to where they are today. You can also ask about their goals and dreams for the future. Other questions to give off a positive, lasting impression include:

 -“Have I answered all of your questions sufficiently?”
 -“What is your ideal candidate, and how do I compare?”
 -“Do you need me to clarify or elaborate on anything from my resume?”
 -“What do the career paths look like for those who have previously held this position?” (My personal favorite)

For more clever, engaging, and thought-provoking questions to ask during your interview, check out this great article from our friends at Business Insider.

Appearing Disinterested

“It’s not enough to be interesting. You have to be interested.” If you do not appear invested in the conversation and curious to learn more about them and the position, your interviewer will not view you as a qualified candidate. Save some of your pitch for a second interview and take this time to focus on them, says Cardone Ventures for Women Co-Founder Natalie Workman. 

“And don’t forget to give them your business card — ideally with your picture on it — so they have a way to follow up with you. But remember: It’s ultimately your job to follow up with them.”

Failing To Display Your Strongest Assets

“I’m enthusiastic by nature, but I used to hold back because I wanted to seem ‘cool’ — until I realized my enthusiasm is actually one of my most valuable assets.” – Alon Rajic, CEO of Finofin

Please don’t hold back when it comes to showcasing your most outstanding qualities, skills, and job experience that sets you apart. Ensure the strengths you share are unique and specific to the job, rather than general statements such as being punctual or a ‘good communicator.’

“It’s so important to identify your strongest skills and showcase them proudly. If you’re an eloquent speaker, speak often. If you’re a great listener, ask lots of questions. But you also need to avoid overemphasizing them.” 

Final Thoughts

– Stay authentic.
– Don’t force words. Speak up only when you have something valuable or insightful to say.
– Remember the ‘give-and-take’ principle still begins with giving. 

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What NOT To Do When You’re Having A Bad Day

When you feel annoyed or offended, it is customary not to act on those feelings with aggression. In relationships, it’s critical not to sever any bonds with a ‘knee-jerk’ reaction or comment in the heat of the moment. Whether it is a family member, friend, or significant other, giving yourself space, taking deep breaths, and returning to the issue at another time is always advantageous. When you have one chance at making things right, you do not want to put yourself in a position to make things worse.

Our friends at The Muse took the time to connect this sentiment to our responsibilities and tasks in the workplace. When a function needs to be taken seriously, you must illustrate the proper mindset to tackle it. When you enter a momentary rut or negative headspace, here are five things Alyse Kalish recommends you shelve for the time being:

1. Take an Important Call

If you’ve had a rough or busy morning and are dreading an upcoming phone call with a client, you are well within your rights to postpone the meeting a few hours. The key is to not cancel on them, but instead offer a ‘white lie’ to make way for more focused, productive conversation later on.

2. Have a Difficult Conversation

If you have an employee or co-worker that you need to deliver some harsh feedback to, proceeding while in a recusant state of mind will induce the individual unreceptive to your observation or criticism. It’s best to hold off on the meeting until you are mentally prepared.

3. Respond to an Email That Gets on Your Nerves

When you are not feeling like your typical self, even a subtle annoyance can send you into a tailspin. Maybe a co-worker just sent you a notice that they have not made any progress on their assignments for a big project. Perhaps it is your boss or manager responding to your question with “Figure it out.” 

When you receive an email that strikes a nerve, don’t jab back with a frustration-fueled response. If someone required an immediate reply, the message likely would’ve been delivered through a phone call or in-office meeting. Take time to unwind, collect your thoughts, and come back later with a professional response.

4. Make a Decision

If someone in your organization requires your input for a direction to take for a new project, now is not the time. Here’s why: Your ‘bad day’ may consist of feelings of recklessness or hastiness, which can lead to a bold decision that takes you off-track. While it may feel productive and as if you are removing a burden, it’s not wise to justify making that decision in an impulsive state. Instead, ensure your team you are dealing with it and offer a timeline for your answer.

5. Submit a Key Assignment

Days will come where you are not exhibiting an apt mentality to meet an approaching deadline for a research write-up, analytics spreadsheet, or outreach plan. Do not risk pitching a lackluster product when a few extra hours or days can provide a winning result. If you are comfortable requesting a deadline extension, offer a promise for desirable outcomes, set a new timetable, and ensure it won’t happen again. 

Wrap Up

Take care of your mental health. Pushing through a difficult day is never easy, notably when conditions like these occur. Still, with a little time and inward thinking, you can quickly return to the reliable professional you know yourself to be. 

For written-out examples on how to express reasons for the delay or push through when the task cannot wait, visit Alyse’s full article here.

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Finish The Year Strong With These Guiding Principles

Like many of the New Year’s resolutions set this past January, unforeseen circumstances likely made your goals much more difficult to achieve. For many, objectives were shifted around and some plans had to take a backseat. However, we do not have to allow one setback to control us. What adjustments have you made to find success in your new schedule?

Look Back on The Goals You Set in January

No one could predict the many twists and turns Covid-19 brought to workplaces across the country, but there are still measurable aspects to assess. Picture yourself at the finish line. Are you proud of the adaptability you’ve shown? Things won’t always go the way we plan, so we must be ready to adjust to maintain momentum.

When looking back, you can learn what worked best, what came short of expectations, and what adjustments can be had. If you had your goals and resolutions written down, take time to assess the significant challenges and key lessons you’ve learned. Were your goals realistic or improbable? Maybe you didn’t meet every expectation, but there are likely still reasons to celebrate.

“Every task, goal, race and year comes to an end…therefore, make it a habit to FINISH STRONG.” — Gary Ryan Blair

Don’t Delay the Future

Perseverance is one of the most common qualities exhibited by today’s top entrepreneurs. If you want to be one of the best, you must think and act like the best. Quit hitting snooze on your career objectives. There are some things you don’t have to wait until next year to get started on.

What are you putting off that you can be acting on now? Are there any tough conversations you need to have by the end of the year? Now is the time. Maybe you are running point on a new project that does not yet have a timeline. Getting started today can limit the stress ahead in the new year.

Gather Your Thoughts & Recommit

Whether the year led to you working from home or to a new job entirely, there are likely significant takeaways you can find from this past year. The massive work-from-order perhaps allowed us a ‘look’ into the future. How would you rate your productivity? No matter how your performance shakes out, you need to dedicate time to reset and recharge.

A critical first step to renewing your energy and clarity is clearing out the thoughts in the back of your mind, even if they are not career-related. Don’t allow your mind to get ‘bottled up’ with household chores, or trips to the grocery store/bank that you have to make. I have experienced this firsthand when I know there is a sink full of dishes or a hamper full of laundry. These are avoidable distractions. If you don’t check them off your list today, they will cross your mind and instill dread at the most inopportune times.

Do you have positive, uplifting individuals in your circle (people that will challenge you but also provide relevant advice)? Remove those around you that do not serve your goals. Shake off the negative thoughts and people, kick out the bad habits, and identify a clear vision.

“No matter who you are or what you do, embrace the challenge to first start with the goal to finish strong.” – Andy Andrews

Wrap Up

Prepare for the New Year, but allow your goals for this year and next year to coincide. While it’s key to focus on your tasks at hand and remain proactive in your goals, there are bound to be objectives you cannot tackle until the new year. Amidst the chaos, take time to ensure orderliness for the year ahead. Preparing now will provide peace of mind and allow you to build momentum in the new quarter quickly. Set a brainstorming session and layout a plan of action within your department.

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Facing Career Disappointment Head-On

Whether it is losing your job, failing to receive a job offer, or merely making a mistake on a new project, we all encounter disappointments in our careers. What is your experience in conquering yours? Are you aware of all the tools at your disposal? Don’t allow yourself to become a spectator of life because of one mistake. Take these three steps to renew your confidence and get back on track:

“Disappointment is the nurse of wisdom.” – Sir Boyle Roche

Accept Your Feelings & Move On

Encountering disappointment is inevitable, so we must practice accepting and choosing to view it as a form of growth.
What Not To Do:
-Do not guilt or shame yourself for feeling discouraged.
-Do not pass the blame onto someone else.
-Do not make a rash decision that you will come to regret.

The best way to cope with your feelings and get it out of your system quickly is to open up about what happened. Talk it out, write it down, and prepare to move on. Creativity expert Diana Raab, Ph.D., promotes the use of ‘free writing’ because “it can help you express concern and emotions in a non-threatening way. The journal is non-judgmental and will listen.”

If you are an active job seeker facing rejection from employers, find confidence in your resilience. The high bar you have likely set for yourself is admirable and will ultimately help you reach your full potential, but don’t stay out of the game for too long. Instead, choose to view your next opportunity as a stepping stone to something greater. If that means temporarily broadening the prerequisites of your ideal job, so be it.

Find new energy and motivation through co-workers and your friends and family. Surround yourself with those who will listen and allow you to vent or blow off a little steam. Your closest friends and family will often be there to provide the necessary encouragement and keep you from the self-criticism and negative thoughts built up in your head. However, it is important to be swift when cycling through your feelings. The longer you harp on your disappointments, the more discouraged you will feel.

Get Realistic

Our brains are naturally wired to pinpoint the negatives surrounding us, but there are still steps to overcome them. Do you have tendencies of a perfectionist, continually finding faults in your work? It’s great always to be striving to improve, but not when it comes at the cost of your happiness. Stop comparing your career ‘lows’ to other people’s career ‘highs.’ It’s not fair to others, and it’s not fair to yourself.

It is important to set lofty career goals, but it is equally important to keep your present expectations realistic. Take a step back and ask yourself if you are acting overdramatic. Ask yourself questions like, “Will this matter three years from now? Or even three weeks?” Quit perceiving disappointment as a sign of failure, but rather an opportunity to try something new. What did you learn? What steps can you take to ‘right the ship?’

“We must accept finite disappointment, but never lose infinite hope.” – Martin Luther King, Jr.

Bounce Back with a Win

How we choose to handle our disappointments will determine our eventual success. When you learn the applicable lesson from your disappointment, it’s time to get back on the winning track. It does not need to be a ‘huge win’, but establishing a little momentum is vital for career growth. Do not attempt to overcompensate with a risky move that could end up proving costly. Take small steps to get back in the game and keep moving forward.

Support from your friends and family is great, but ultimately, hard work, dedication, and passion have to come from you. Can you think of something specific to you that provides extra motivation and self-encouragement? I urge you to meditate on that thought and find a notion that will ignite a flame in you no matter what current path of life may be. When you choose to persevere through strife, your efforts will soon be rewarded.

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