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We’ve all been there. We dare not to ask for something (anything) for fear it might put someone or something out. But at work this can translate to an undervaluing of your services and very likely lower pay. Those of you who have attended our Leadership course will remember the three types of ‘empathy’ from the Communications module: compassionate, emotional, and cognitive. Well, I’m here to tell you, forget empathy entirely when entering a negotiation and stick instead to ‘discipline’ from Module 4 – The Individual. Reframe ‘discipline’ in your mind as 'being a disciple unto yourself'. This is your moment to take a view on a cornerstone of the world of commerce: the monetary value of your service. If you find it difficult to equate this with ‘status’, remember your company and many of your colleagues do not. This is to your advantage. Make sure your status is clearly explained to you. Make it clear to everyone in the room that you understand your status and confirm a universal understanding of this status with all people in the room. Be prepared to walk away. There is a minimum sum of money below which your job is not tenable. Discover this figure and be one hundred percent prepared in mind and body to leave if it is not met. A simple golden rule. Never say the first figure. No matter what happens allow your employer or potential employer to be the first to say a figure. This can be quite an amusing dance, so be prepared, and enjoy it. If you have applied for a job and there is a sliding salary scale, focus on getting more than the top figure in the sliding scale. Stand in your space. Believe they have offered you the job because you are the best candidate, not because they think you are cheaper than the second best candidate. Own and enjoy the fact that phrases such as ‘budgets being tight’, ‘money being scarce’, ‘margins being small’ simply bounce off you. Agree a time to negotiate face to face. Keep your body language open. No crossing arms. No adversarial or meek poses. Open, honest, curious, listening, smiling. Get involved. Discover what male workers of similar experience are paid for the job. Ask what your hours would be. Ask if the company insists employees take a full hour for lunch. Ask what happens if you work more than seven hours per day five days per week. Ask if you are expected to take your work home. What are you prepared to do? For what money are you prepared to do this? If they value you, they will show you, but not if you don’t value yourself. Most importantly, stand in your space and enjoy.
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