The 7 Steps to Successful Salary & Contract Negotiation or Re-Negotiation

Many women and men alike struggle with negotiating their employment contracts and salary packages.  From graduates to executives most of us find it uncomfortable to negotiate for ourselves at work, even those whose roles require a high level of negotiation expertise. The reality is that emotionally and psychologically it is very different negotiating a business deal versus your own salary package. 

With so much movement in the job market now, it is a great time to become familiar with salary package negotiation techniques and to do some reflection on the value you bring. Whether you are looking to stay and re-negotiate your contract or embark on a new career with another employer, investing in yourself, your career and salary negotiation skills is important.

If you find you avoid salary negotiation or are not very good at it, take a moment to read below.

  • Prepare the meeting agenda (keep it brief).
    • A clear road map of what is to be discussed will keep you on track and provides a more professional edge to the discussion.
  • Research the job market for current salary data & document what you are seeking.
    • There is an abundance of free information available online for salary data such as pay scale, also through personal networks, HR, Industry Associations and Recruitment Firms you can find out where to pitch yourself.
  • Prepare the business case (keep it factual and concise).
    • It is less about your needs (i.e. tenure or having a big mortgage to pay) and more about you selling your past value and achievements and your future potential and benefits to your employer.
  • List your alternatives & what items you would be prepared to negotiate.
    • You must have clarity around what items you are looking to negotiate, such as base salary, flexible work hours and a car park (avoiding a shopping list of requests, instead package it up). No more than 3 items!
  • Anticipate potential objections & prepare responses.
    • Entering into any sort of negotiation is more likely than not to be met with objections. Ensuring you prepare for these is very important so you don’t get put off. The most common objection provided is variations around the company and/or division not having the budget or funds to provide any increases. Very rarely is this the case, as they can and will always find the funds if they believe you to be an asset to the business.
  • Book a meeting with the decision maker/s on neutral territory.
    • Wherever possible conduct the negotiation meeting face to face and on neutral territory. This ensures that you are is not disadvantaged.
  • Role play and practice of negotiation meeting. 
    • The avoidance to negotiate is largely due to people not have the training or experience in negotiating. Without seeking out opportunities to practice negotiating (around anything, even a coffee) and role playing you are unlikely to gain the confidence you need to be successful. Research suggests that if you don’t act on the decision to do something out of your normal routine within 5 seconds, chances are you won’t act. So there is only a small window of opportunity each time to convince yourself to move out of our comfort zone.

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 (  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. 

Salary Package & Job Flexibility Negotiation Tips for Professionals & Executives

“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 (  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. 

Grow Your Mental Fitness & Reduce Your Stress & Anxiety – 6 Week Positive Intelligence Program

What participants have said about the program…

“I have found the program helpful in improving relationships, working with difficult people, minimising stress, self-actualisation and being empathetic towards myself. I’m looking forward to continuing using the PQ app and re-engaging with the material.” Donna, Executive

“I recently participated in the PQ Program facilitated by Kelly. I was really surprised by how much it gave me and how much it is still giving to me even after it has finished. I learned a lot about myself and others, how to deal with certain aspects of my personality that sabotage my ability to move forward on things. At times there were ‘triggers’ but that was a great part of the process and moving forward for sure – being aware and knowing the tools to handle these ‘saboteurs’ as they crop up in your day to day. The great aspect of this program is the support Pod and the app which is a wonderful and easy to use tool – I keep referring to it now and it gives me the ‘kick’ I need with daily reminders too. Highly recommend this course to anyone who is open to learning more about themselves.” Nicole, Professional

“The PQ program has helped me to deal with challenging situations with a positive mindset. The program fast tracked new practices into my daily life and has improved my mindset during challenging times.” Rosemary, Manager

The past 2 years has proven mentally exhausting for even the most robust of us.

Like my clients, I am somewhat of a high achiever who likes to keep moving forward and to work and live with positivity and purpose. That is not always easy, particularly in a pandemic. Those negative thoughts, voices and the internal critic have been playing too loudly for many of us as work and life becomes more challenging with less certainty, more self- doubt and greater strains placed on our relationships at work and home.

How the Program Works

If you would like to join me as your Coach & Pod Leader, (for the pod of 5) for the 6 week Positive Intelligence Program in February 2022 all you need is a mobile phone to download the positive intelligence app and 15 minutes a day to do the exercises. Plus 1 hour a week to watch the videos and 1 hour to join the pod for a weekly Zoom Group Coaching Session. Note: Group coaching session is optional. However, to get the value from the program you need to get the app, do the daily exercises and watch a weekly video. Plus you can have access to the positive intelligence app for free for 12 months.

To learn more or sign up visit

The Positive Intelligence (mental fitness) program is created by Shirzard Chamine This program is used by companies such as Google, Stanford University, Amazon, PayPal. You will thank yourself for investing in your mental fitness as you experience the positive changes you see in yourself & your relationships. Join the information session Monday 7th February, 8pm. Join via Zoom Meeting ID: 872 6642 5314

To learn more or sign up visit Or reach out to learn more

Myers-Briggs Personality Type (MBTI) Team Building Workshops

We don’t see things as they are; we see them as we are.” Anaïs Nin

Are you looking to start 2022 with training that will engage and motivate your team? 

As accredited Myers-Briggs Personality Type (MBTI) Trainers (Step 1 & 2) we facilitate interactive and engaging workshops for teams, managers and executives. Workshops can be run virtually or on site.

The Myers-Briggs Personality Type (MBTI) workshops:

  1. The Myers-Briggs Personality Type Tool & Your Type Preference  (step 1)
  2. MBTI Training for Team Building & Clearer Communication (MBTI step 1)
  3. Building Your Teams EQ, Self Awareness & Resilience (MBTI step 1)
  4. Strategies to Manage Conflict & Communication Under Stress (MBTI Step 1)
  5. Mastering Challenging Conversations for Professionals & Executives (MBTI step 2)

* Type training is one of the wonderful professional development programs that employees truly value and apply to their work life years after the training.  

To learn more about our training workshops or to discuss having a workshop designed for y our team visit our Diversitas MBTI Personality Type Training information page or contact Kelly Magowan –

A New Perspective on Professional Styling, Fashion & Corporate Careers  

“We don’t see things as they are, we see them as we are” Anais Nin

Image Source Instagram @graffiterati

This quote rang very true for me this week. After many lockdowns in Victoria, I finally managed to progress with a booking to see Professional Styling expert Samantha La Porte from Style Union   some time back. While I was reluctant to move forward with it, given like many I am in recovery mode, my initial commitment to the stylist and a desire to support small businesses kicked in.  I found the courage to invest some energy and time in pursuing an uncomfortable area for me being fashion.

How profound an experience it was to have someone who is an expert in their field, feed back to me what my image says about my professional image. To challenge me on how I dress and why, and to provide other fashion perspectives that may be more relevant for me where I am at in my career right now.  So many aspects of our lives are driven by habit, some conscious some unconscious. For me fashion has been one of those. While I like to look neat and professional, I have a somewhat utilitarian view to clothing. Since being a small child, I have had a love of boots and clothing with pockets!  

On the career front I have been privileged to have worked successfully for many years as a coach helping my clients develop their personal brand from an employment perspective, capturing their career stories, their unique value proposition, their career purpose, and goals. My work with clients is often at an intellectual and emotional level.  Not so much on a physical image level.

It was a powerful experience to be on the other end as a client going through effectively an image and emotional coaching experience.  To learn so much about how I approach my clothing choices based on largely unconscious influences and behaviours from my past.  While some have served me well, others not so greatly.

The value of having someone who is an expert in their field, provide an honest and insightful perspective of how they see me visually and the messages this sends to them about my personal brand was confronting. It was uncomfortable however also hugely useful, to help me move out of my comfort zone and challenge some of my thoughts about my image and brand.

I will admit I felt very vulnerable through the experience, and it also seemed somewhat decadent to be spending money on such a service. However, I could also see what a worthwhile time and financial investment I was making in myself and my career.  As someone more analytical and less visual I had glossed over this aspect of personal branding to my own detriment for too long! Not since my twenties have I dedicated such time to the pursuit of fashion and image.   I now have a style summary and know what to look for when I do go shopping, which will ultimately save me time and money. I have cleared out the clothes and shoes no longer serving me, or my brand (with the help of my stylist doing a wardrobe consult) and I do overall feel clearer and more positive about my personal brand going into 2022.

Having had the professional styling experience with Samantha, I do honestly feel better about myself and my visual image. There is a renewed positivity towards clothing, and I am looking forward to taking on the advice and applying it more frequently to my clothing choices and checking in more frequently with how others see and experience my brand on a visual level, not just a technical and emotional level.

Should you wish to explore engaging a Professional Stylist you can find Samantha’s details below. Samantha La Porte , Founder | Style Union Email: Instagram: style.union

Ikigai, Your Life’s Purpose & Career Happiness

What is my life’s purpose? This is a question we often explore with our coaching clients when they are stuck or have no ‘conscious’ goal in life at that point in time. Most people may not know how to easily define their life’s purpose which is understandable, it is a big question. The problem is often not knowing how to go about defining their life’s purpose and then being motivated to take the actions make it happen.

To learn more, Get Your Complimentary ‘Ikigai’ Life Purpose Resource

Some people may also feel that they cannot have what they want, or the answer is too complex. Others tend to focus on what is available, rather than what they want. A more empowering and successful approach is saying, “This is who I am and what is important to me; this is the value I bring and problems I can solve. Who is looking for people like me?” This shift in mind set opens a whole range of career possibilities and creates an increased level of confidence and focus. In essence, getting ‘on track’ in life requires several factors to be working together and a positive mindset to make it happen!

Essentially, your life’s purpose is a key driver to career success as it acts as a guide to your career choices. It is really the basis of what you are interested in your career. It may change over time too.

The image summarises the core ingredients to finding your life purpose and how they are interrelated and how they combine to reach your Ikigai. The concept of Ikigai (pronounced ee-key-guy) was developed by clinical psychologist, Akihiro Hasegama based on Japanese life philosophy. It roughly translates into English as ‘your purpose in life’ or ‘your reason for being’.

Are you ready to start defining your life’s purpose & be motivated to make positive changes?

To learn more, Get Your Complimentary ‘Ikigai’ Life Purpose Resource

Interested in exploring working with a career strategist & coach?

If you are interested to explore working with a career strategist and coach on your Ikigai, you may like to book a complimentary 30 minute coaching session with one of our coaches via calendly.

Simple Weekly Reflections to Refocus Your Career, Energy & Mindset

Reflection involves serious thought or consideration being given to experiences, which can be difficult to do given the busy lives we all lead. Many of us are stuck in a cycle of action &/or re-action with little time for reflection.  For more information see The Triangle of Responding to Change & Stress!  

Reflecting on our experiences is a way to understand and know ourselves better. While thinking is a cognitive activity, reflection involves the emotional and physical dimension which can be lost, particularly in our work. Exploring with curiosity issues from a different perspective can help challenge our assumptions and preconceptions, while encouraging the growth of new ideas and opinions.

*Give yourself permission to spend 10-15 minutes at the end of each work week to capture in a notebook your reflections.
Below are some grouped reflection prompter questions to start with. Focus on up to four questions each sitting.

How was my work week?

– Have I experienced any internal resistance at work?  What did it feel like?

How did I overcome this resistance?

– What strategies are working for me now at work?

For more reflection prompters download the attached document.

Join Me as Your Coach for This Amazing 6 Week Mental Fitness Program in 2022!

This 6-week program takes you through your top saboteurs & provides, mental fitness training, strategies and coaching to reduce them. The Positive Intelligence (mental fitness) program is created by Shirzard Chamine Home | Positive Intelligence

To find out more about the program reach out or visit the information page HERE

Looking to Create More Clarity & Purpose in Your Worklife?

Looking to Create More Clarity & Purpose in Your Worklife?

Chances are you are not alone with various Australian and global reports citing around 2/3 of the working population is not engaged or happy in their work.

In the ‘2016 Snapshot of the Australian Workforce’ report, they cite that 72% of employees are searching for purpose and meaning through their work.

This is not surprising, if you consider that 1/3 of human life is spent working. Another 1/3 is spent sleeping and the other 1/3 for family, friends, leisure.

If you are ready to start making some positive changes to your work, take a moment to download this complimentary ‘Worklife Wheel’ exercise. Then find a quiet place, a drink and a pen and paper to start asking yourself some of the curly questions about who you are (your authentic self) what you are/were passionate about, what gives you a sense of purpose and to consider different ways you can bring more clarity, passion, and purpose into your work.

You will find this process both challenging and motivating. A wonderful first step that costs you nothing but your time. How will you measure your life? HBR

‘Saboteurs’ – Also Known as ‘Our Internal Critic’ or ‘Negative Self Talk’

Grow your mental fitness & tame your internal critic

The Avoider Saboteur, Positive Intelligence

Our mindset influences our behaviours. Saboteurs are the negative thoughts that become habitual and work against our best interests, particularly in challenging situations. They are often developed from childhood and can create stress, anxiety, and roadblocks in our lives if you listen to them too much.

Whilst external factors may challenge us, how we react to our saboteurs can cause self-sabotage. One example is the voice in your head that may say ‘I am not good at this, don’t do it’ when you are asked to present to an audience on your expertise.  The sage mindset is coming from wisdom, experience, and insight on how to manage challenging situations. The sage mindset might say, ‘Remember you know more than the audience on this topic’.

Positive Intelligence is a way of measuring or assessing how much you are mastering your own mind or another way to look at it is your level of mental fitness!

The Positive Intelligence indicator (PQ) has been developed by Shirzad Chamine, Home | Positive Intelligence based on his extensive coaching and research on how people’s mindset affects their success to overcome challenges.

The assessment looks at your Top Saboteurs! We all have them. Think about that internal voice that leads you to avoid situations or people, or when you play the role of Victim, or perhaps when you display those A -type Hyper Achiever traits, or are constantly making Judgements about yourself or others, or maybe you are a people Pleaser! There are 10 core Saboteurs and most of us have a couple that are big and can cause us a lot of stress and anxiety

This exercise will help you to identify your top saboteurs and watch out for situations that may trigger these negative thoughts. Then develop strategies to manage a positive mindset and flip into your sage mindset before acting on your saboteurs.  Completing this exercise will also help you to understand other people’s saboteurs too.  Download the exercise below.

Ted Talk

Before completing the exercise and taking the assessment you may like to watch the 20 minute Ted Talk by Shirzard Chamine Know your inner saboteurs: Shirzad Chamine at TEDxStanford – Bing video

If you are experiencing stress, anxiety and don’t feel that your mentally as strong as you would like to be, this is the perfect first step to start making some positive changes to your mental fitness and wellbeing.

Click here learn more about the Positive Intelligence Mental Fitness Program with Diversitas Coaching.

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