Sheer says too many employees become so focused on not appearing greedy or difficult that they weaken their position before the conversation even starts. “Try to avoid looking like a pushover.”
She says one of the most important parts of preparing for a salary negotiation is understanding the specific value you bring to an employer – not just what you think you deserve.
“Create a value statement for yourself,” Sheer says. “To what problem are you the solution – and what is that worth to them?”
Noa Sheer is a negotiations expert and founder of Sheer Negotiations.
Rather than walking into a negotiation armed only with a list of achievements or KPIs, Sheer says employees should think more strategically about what the employer needs and how they help solve those problems.
“You come in and explain why it’s in everybody’s best interest that you get what you want.”
Sheer says you shouldn’t conclude that you’re not a good negotiator just because you don’t enjoy confrontation. “I don’t think that the two align,” she says and, in fact, “strong-arming” is often the least successful form of negotiation.
When you hit a brick wall on salary, she says there may be other ways to build a better package.
“You’ll be able to creatively create a deal that gives me some value in other things, and maybe it means more value than just the salary.”
That could include extra leave, flexible working arrangements, earlier salary reviews or clearer pathways to promotion.
Sheer says women often benefit from thinking more broadly about who they are negotiating on behalf of. “One mistake that we make … is that we go in representing just ourselves,” she says.
Instead, she says women should think about the wider impact – whether that’s financial security for their family or “the next generation of women in this firm, to set a precedent”.
Watch or listen to the full episode of The Prosperity Project for more.
The Prosperity Project is hosted by Nadine Higgins, an experienced broadcaster and financial adviser.
Follow the show at iHeartRadio, Apple Podcasts, Spotify or wherever you get your podcasts. New episodes are released every Monday.