Join LinkedIn Learning Instructors for an in-depth discussion in this video Avoid Negotiating Against Yourself, part of 2-Minute Tips for Senior Leaders.
- Have you ever been in the middle of a salary negotiation where you've landed your number, your boss is quiet, and looks a little uncomfortable? The silence is killing you, so you say, "Of course, I'm flexible, "I'm willing to adjust downward, if I have to." And there you are, negotiating against yourself. Hi, I'm Lisa Gates, negotiation consultant and executive coach. In our rush to be adaptable and likable and save ourselves from being perceived as greedy, we can be our own worst enemy in salary negotiations.
So, I want to give you two subtle little strategies to help you avoid negotiating against yourself. First, frame your request in a way that maps to the goals of your team or organization. Like so, I've increased my win rating sales presentations by 150% last year, representing about 2,000,000 in revenue. We're already on track to double that this year. So, I'd love to continue exceeding targets and share in some of that revenue with a salary increase of 20%.
Now, next, add an open-ended question at the end of your ask, like this: how can you work with me to make that happen? Asking an open-ended question at the end of your ask will, most often, lead to conversation, some brainstorming, and even if you hit some turbulence, like, I don't think 20% increase is possible, ask another open-ended question before you make any concessions. Like, what do you think is a fair raise, given my contributions and future potential? So, make your pitch followed by an open-ended question, and don't fill the silence.
That way, you'll avoid leaving money on the table.