By Stephanie Bickel, Betsy Allen, and Jax Harrison
Negotiation is an essential skill in career advancement, whether negotiating a new role, securing a salary increase, or navigating a job offer. Understanding how to position yourself effectively can make all the difference. In a recent discussion, seasoned HR professionals shared invaluable insights on what makes a successful negotiation and common pitfalls to avoid. Their expertise provides a roadmap for professionals looking to strengthen their negotiating skills and elevate their careers.
Successful Negotiation Strategies
Becoming the Obvious Choice
One of the most successful negotiation strategies involves positioning oneself as the obvious choice. This can be achieved by focusing on:
Strategy: Understanding what the organization values and aligning skills accordingly.
Structure: Positioning as a top candidate through strong personal branding.
Style: Engaging in a confident, yet approachable manner.
If you are settling lower in the expected range, you may negotiate additional benefits, such as investment in professional development and guaranteed bonus progression.
The key takeaway: “Think beyond base salary. Ask for what adds real value to you.”
Doing Your Research
A data-driven approach to negotiation can significantly strengthen one's case. Effective strategies include:
Documenting the value created for the company over time.
Researching market trends to provide evidence that current compensation aligns with industry standards.
Maintaining an ongoing conversation with supervisors to ensure discussions around salary increases or new roles feel natural rather than confrontational.
A key takeaway from this approach: “Negotiation isn’t just about asking—it’s about proving worth with data and demonstrating alignment with the company’s strategic goals.”
Common Negotiation Mistakes to Avoid
1. Leading with Entitlement
Statements like “I’ve been here for seven years, so I deserve a raise” or “I have a master’s degree now, so I should be paid more” are not persuasive. Compensation decisions are based on value creation, not tenure or educational credentials alone. Instead, focus on contributions that have positively impacted the company.
2. Using Peers’ Salaries as Justification
Approaching negotiations with “I found out my colleague makes more than I do” can backfire. A better approach is to seek understanding: “I’d like to understand how compensation decisions are made and where I stand in terms of market value.”
3. Poor Timing and Tone
Understanding the organization’s financial landscape is crucial. If a company is facing budget constraints, it may not be the best time to push for a salary increase. Additionally, keeping a neutral and professional tone prevents discussions from becoming adversarial.
Negotiating a New Role or Salary Increase as a Senior Leader
At the executive level, negotiation takes on additional complexity. Here are key dos and don’ts for senior professionals:
What Works:
Clarity on Priorities: Clearly stating what matters most (e.g., equity, flexibility, development opportunities) helps HR leaders advocate on behalf of the employee.
Commitment to the Organization: Demonstrating excitement for the role and talking about the first 90 days can strengthen the position.
Professionalism in Requests: Seeking pre-read materials and company insights before starting the job shows initiative, but excessive demands can create friction.
What Hurts Your Chances:
Unrealistic Expectations: Requesting outdated benefits, such as full relocation packages, can signal a lack of industry awareness.
Over-Negotiation: Pushing back on every aspect of an offer may cause hesitation from the employer.
Long Delays in Acceptance: Drawing out the process or setting a far-off start date can raise concerns about commitment.
How to Ask for a Raise with Confidence
For those hesitant about approaching compensation discussions, experts recommend:
Use Market Data: Research salary trends for the role and location to provide a well-supported case.
Frame It as a Value Conversation: Ask, “How can I add more value to position myself for a salary increase?” rather than “I need a raise.”
Understand the Company’s Perspective: Consider how financial constraints, salary bands, and internal equity affect compensation decisions.
Final Thoughts
Negotiation is both an art and a science. It requires preparation, self-awareness, and a strategic approach. Whether negotiating a new role or seeking an internal raise, focusing on value creation and timing the ask wisely can make all the difference.
Want to refine negotiation skills? Speak by Design offers coaching to help professionals navigate career advancements with confidence.
Contact team@speakbydesign.com for a signature coaching program. Or, join our monthly coaching program to practice these skills and the full leadership communication toolkit at speakbydesign.com/join.