7 Stumbling Blocks to Salary Negotiations
Interview tips September 14th, 2007Salary negotiations! The thought causes most people to cringe. To a large degree, salary dictates our lifestyle. We typically enter negotiations hoping to make as much as or more than our last position. Money is often a touchy topic because there’s a lot riding on it.
Perhaps you’ve experienced a prolonged period of unemployment and funds are low or exhausted. Perhaps you’re committed to getting out of credit card debt and need some extra income. Perhaps the future is arriving more quickly than anticipated and you need to beef up your child’s college fund or your retirement account. Perhaps you want to increase your giving to worthy causes. Perhaps it’s all of the above!
If you’re going through a job search, one of the final mile-markers is the phase of salary negotiations. You’ve probably heard lots of good advice about negotiating salary (for instance, “wait until there’s a firm offer before discussing salary” and “he who mentions a number first, loses”). But, have you ever considered some of the behind-the-scenes factors that influence your thinking about salary? … such as
1. Lack of Trust: Much of the fear and anxiety that creeps into our lives around money is rooted in a lack of trust that there will be provision for us. It’s the scarcity vs. provision mentality! For an interesting look at this topic, read “The Soul of Money” by Lynne Twist.
2. The Clutch Factor: We clutch what we think is ours (money, possessions), instead of realizing that we are simply stewards of things entrusted to us as we pass through this world.
3. Seduction: Our society and the media encourage us to buy into the lie that what we have is not enough. We think we need the newest techno gadget or brand-name shoes or late-model car to be happy.
4. Identity: We equate our identity with how much we make instead of by our innate priceless value.
5. Pride: We want to impress others. Outward appearances—the car we drive, clothes we wear, home we live in—pressure us to “keep up with the Joneses” instead of pursuing our individual course.
6. Priorities: We prioritize making money over creating relationships with people.
7. Debt: We have mismanaged our money and are now under pressure to land a high salary to pay off debt. We’ve not been disciplined in spending less than we earn.
If any of these situations ring true for you, it can color the salary negotiation process. Don’t get me wrong. Having money (and even lots of it) isn’t bad. The question is whether it is ruling you or you are ruling it.
So think about it. Where are you on the trust factor? The clutch factor? How about identity, pride, and priorities? Is debt driving your decisions? After giving it some thought, how do you want to live your life, especially as it relates to finances?
Bottom line: Overcome the stumbling blocks and make salary negotiations about the VALUE you bring to the organization.
If you are interested in salary negotiation coaching, please contact Summit View Career Coaching for a complimentary consultation.
