“Every desire that demands satisfaction – and every need to be met – is at least potentially an occasion for people to initiate the negotiation process.” Gerard I.Nierenbergy
As a professional or executive, you are likely to be no stranger to negotiating in business or in your general daily lives.
Like all children, you no doubt started off your life as a brilliant negotiator! Yet as time went on, like so many (particularly women) your amazing negotiation super-powers perhaps started to become a little rusty. Which is why it’s so important to re-discover and apply these skills throughout your career.
We need to negotiate our salaries when we acknowledge our personal and contractual needs are not being met at work. For many the past couple of years have led to much reflection about what is and is not working on the career and life front, and to seek a better career and life fit. A part of this may be exploring other opportunities or assessing and re-negotiating both the ‘psychological contract’ and the job and employment contract with your current employer. It is our responsibility to prepare for, initiate and execute a well- planned salary package or job flexibility negotiation discussion with our current or potential employer. The time has never been better to do so for employees, given the talent shortage that is being experienced in Australia right now. Employees have more leverage than ever before.
When it comes to salary package negotiations, some avoid negotiations completely, while others go in ill prepared and leave disappointed. Others initiate the discussion, prepare effectively and conduct the negotiation with finesse – achieving a win / win outcome.
One the key ingredients that successful negotiators possess is a good understanding of humour behaviour. They can look beyond simply satisfying their own needs, through factoring in and making assumptions about the needs (direct & indirect) of the other party with whom they are negotiating. Considering the assumptions and needs of the other party increases your chances of a positive outcome. Particularly, understanding that when you are negotiating your salary with the decision maker, you are factoring in that they are representing two parties and two different sets of needs – their own personal needs and that of the organisation.
If you are interested to learn more, I will be speaking on this and similar topics on Broad Radio Live-Streamed Radio Show for Women | Broad Radio on 1st February. Alternatively, you can book a complimentary 30-minute call with me via this link Coaching Services (diversitas.com.au) or book in for a one-to-one virtual Salary Negotiation focused Coaching Session to prepare you for your next salary package or job flexibility discussion with your current or potential new employer.
Kelly Magowan is the author of ‘The Busy Women’s Guide to… Salary Negotiation’ and has been successfully coaching clients and running salary negotiation workshops for over 15 year for organisations such a Women in Banking & Finance, Business Professional Women (BPW), Melbourne Business School – University of Melbourne, La Trobe University and many more.