You are 96 percent sure that you are ready to make an appointment with your boss for salary negotiations. Or maybe you are currently in the middle of the application process, and a proposal for this for the boss is in sight. But maybe you are the same as me and know how to say the wrong word at the wrong time.
No matter how many times you have practiced what to say to the boss, there is still a risk that you will run across misunderstanding and anger. But this is not a reason for panic, but an additional motivation for proper preparation.
Good communication when applying
To get helpful tips on applying for a salary, we talked to Josh Dudi, the author of Fearless Salary Negotiation.
“Salary negotiations are a collaboration. And an important element of successful collaboration is good communication, ”Dudi explained. “It is important to communicate very clearly and clearly in order to avoid ambiguity and misinterpretations that complicate the situation and slow down negotiations.”
Instead of giving advice on what you should say, Dudi warns you of certain words that you should avoid by requiring the salary you deserve. In this article we will talk about these words.
"I just deserve ..."
Frequently asked question for applicants: "How much do you currently earn and what do you expect from a salary if you join us?" Do not get fooled by this.
“I call this a terrible salary issue. This is difficult because it is usually done relatively early in the application process, and most candidates do not even consider this as part of the salary negotiations, even if it is, ”Dudi explained. - Answering this question, revealing the numbers, it will be more difficult for you to agree on payment later. As soon as you mention your current salary or your desired salary, you will be nailed to these numbers and receive an appropriate offer. It can cost you dearly, because a company could give a much higher salary than the one you mentioned. ”
"My desired salary ..."
Do not talk about your current salary, nor about what you want!
“Recovering from this error can be difficult, and each situation is different. One way to get away from these numbers is to look at the benefits, recommends Dudi. “If health insurance, paid leave, a targeted bonus, or other aspects are inconclusive, you can call them reasons for a higher salary.”
You can also answer in a similar way:
“I’m not comfortable revealing my current salary. I would rather focus on how I can contribute to the success of this company, rather than on my salary at my current job. I do not have a specific opinion about the desired salary, and you know better than me how my skills and experience can contribute to the success of your business. I hope this change is a big step forward for me both in terms of responsibility and in terms of wages. ”
"Excuse me"
Negotiations are unpleasant. According to Dudi, it is necessary to smooth out sharp corners while talking about salaries. But you must understand that on the issue of the application itself and its approval, you should not apologize. You can apologize for the inability to do something, say, a project, but your intention is not worth it.
No and other negative words
“You want to continue to improve the situation during the wage negotiations.You can do this by avoiding negative expressions and focusing on positive words, ”Dudi explains. - Instead of saying “No, I do not agree” (two negative words), you could, for example, say: “I would feel better with ...” (positive words). Negative words slow things down and can create invisible walls between you and the boss, making collaboration difficult. At first, using positive words can be difficult, but with practice you will become better and better in this regard. ”
"Yes"
It sounds like the exact word you have to say in the application process. Dudi, however, insists on using the word wisely:
“You often get a job offer that looks very attractive. It is much more than you expected. Your instinct in this case may prompt you to accept a job offer, because it is so good. ”
But is it?
“Perhaps you underestimated your significance in this situation. Instead of “yes,” you can call a counter offer to find out how much you can increase it. The process should end with the company saying yes to you. As soon as she says “yes” or you have no more complaints, the process will end, ”the man explains.
"Later"
For all those who prefer to put off everything: this item is for you.
“Sometimes it’s easier to avoid the unpleasant parts of the conversation, postponing it for later, after you are already hired. This can be a costly mistake, because after starting work you will not have the same opportunity to negotiate. Overcome your discomfort and now try to get the most out of salary negotiations, ”says Dooley.
The word "try"
Someone can easily say "we can try ..." - honestly, he says or not, he makes it clear right away that nothing will come of it. This phrase should be avoided because it will show your insecurity and fear. Instead, use more positive and clear words, such as "I would feel better with ...".
"More"
It is difficult to avoid this phrase, because, in the end, we want to demand more in wage negotiations. But, according to Dudi, the word is too general to negotiate successfully. Instead of asking for “more” salaries or “more” vacations, you should be more specific.
“Do not leave anything to chance when you are negotiating. Instead of asking if you can get more salary, you should say: "I would feel more comfortable with a salary of ... rubles."
"I want to"
Let's move on to the last word: “I want to.” This word can ruin salary negotiations, because it violates your application and all the arguments that you used to substantiate your requirements from the very beginning. Based on your abilities, you deserve to get a bigger salary.
Go with salary facts and figures. Find out what level is the norm in your industry.
“You can talk about how much money you want. You can also talk about what the company wants. But this is less effective than talking about what the company needs. This is the most important thing, ”Dudi explained. “Focus on the needs of the company and how you can meet these needs so that they recognize your value and pay you accordingly.”