It appears that your attitude about what’s possible can make or break any opportunity for a higher salary.
Research shows that if you feel in control of your life and believe you can make things happen, as opposed to believing that others control your circumstances, you are more likely to ask for what you want, and, therefore, influence the outcome.
However, if you believe your fate is in someone else’s hands, you may not even imagine there are options other than those presented to you. This difference in attitude around what’s possible is largely shaped by gender roles and learned behavior, according to the book Women Don’t Ask, by Linda Babcock and Sara Laschever. In their book, the authors present many impressive examples of women at all stages of their careers, being passed over for promotions, new jobs and salary increases simply because they did not ask for what they wanted.
Of course, men too, can learn from this limiting mindset and avoid being among the sixty percent of job applicants who do not attempt to negotiate better terms. This statistic is striking in light of the fact that eighty nine percent of employers expect that applicants will, in fact, ask for a better starting salary or increased benefits of some kind.
Follow these tips to get that raise or negotiate the compensation you deserve.
- Think about what you really want and believe you deserve, not just what you assume is possible.
- Be able to articulate the value you have or might add to the opportunity at hand as a rationale for your request.
- Know what the marketplace pays for your position by doing research online and locally (salary.com, indeed.com, rileyguide.com) as further justification for any increase.
- Request a meeting to review your job offer. Express appreciation for and interest in the offer before you present your counter-offer. Keep in mind that vacation time, a flexible work schedule, additional time without pay, and other benefits, can all be part of your negotiation.