Nellie Akalp is the CEO of CorpNet.com, an online legal document filing service, where she helps entrepreneurs incorporate or form an LLC for their new businesses. Connect with Nellie on Twitter or visit her free resource center.
In case you missed it, a new study on flirting is rippling through the media. The UC Berkeley Haas School of Business found that women who use their ?feminine charms? achieved better results in business negotiations.
Gender dynamics in the workplace is serious business. The study got me thinking about the process of negotiating in general. After all, our paycheck is one of the most important elements of our job. We know that negotiations can have a significant impact on compensation, yet all too often we approach the negotiation unprepared and ill-equipped.
In short, many employees and entrepreneurs (from the app designer to the community manager) work hard to become brilliant at what they do, but fail to develop the negotiation skill set.
Flirting aside, here are eight ways to negotiate your way to a better salary and advancement in the workplace.
1. Negotiate Your Salary From the Start
The majority of new graduates entering the workforce don?t negotiate their salaries. According to a study, 57% of men entering the workforce negotiate their salaries, while only 7% of women do the same. Forget about the gender divide for a moment ? a shockingly low number of men and women negotiate their first salaries. And that can have a significant impact on future salaries down the road.
For any new graduates, be thankful you have a job offer in this economy. However, also recognize that employers expect people to negotiate and, therefore, typically offer less than they?re actually prepared to pay. Don?t wait until you?ve been on the job for one year; negotiate your first job offer. There?s no harm in asking.
2. Come Prepared
Well before you enter the negotiating room, you need to research your market value. Use salary survey tools like Glassdoor, Salary.com and PayScale to identify what other people in similar jobs and geographic areas earn. In addition, consult your own network for honest opinions on current industry salary figures.
3. Be Succinct and Get to the Point
The first 30 seconds is critical to any negotiation. Get to the point up front. Keep it short and swift. No matter how uncomfortable you may be, avoid going off on a tangent to justify your request. There will be plenty of time to cover all the details and your reasoning ? put all your cards on the table right at the very beginning.
4. Be Yourself
You?ll find countless articles that explore whether women should adopt a stereotypically masculine bargaining style or employ more traditionally female behavior. Regardless of your gender, employ strength, empathy, boldness and sociability ? all strong negotiating tools used by men and women alike. The key is to adopt whatever strategy comes naturally to you.
5. Be Your Own Advocate Throughout Your Career
Outside of the negotiating room, employees need to stay visible, pursuing raises, opportunities and assignments they deserve. Many intelligent, dedicated individuals work hard but keep their heads down, assuming all great work will pay off. Unfortunately, it doesn?t always work that way in business.
With the right amount of humility, you can keep your accomplishments and skills front and center. Think about it this way: If you don?t highlight your own achievements, who will? If there?s an opportunity that sounds perfect for you, don?t wait to be recognized; ask for that prestigious assignment.
6. Get a Sponsor
While everyone needs to be his or her own advocate, research shows that men and women feel more satisfied with their pace of advancement in the workplace when they have a sponsor in their corner. A Harvard Business Review study found that women who had a sponsor were far more willing to negotiate raises and more likely to get promotions and higher salaries.
Not sure what the difference is between a sponsor and a mentor? Heather Foust-Cummings, senior director of research at Catalyst, which has conducted research on sponsorships, breaks it down: ?A mentor will talk with you, but a sponsor will talk about you.?
A sponsor will not only open doors for you, but also give you the confidence to negotiate what you want.
7. Ask for More Than You Expect to Receive
Don?t be afraid to ask for more than you think you can get. And don?t jump at the first offer (even if you think it?s fair). Chances are, even if your requested amount is flat-out denied, the initial offer will still be considered. And it?s better to ask and not receive than to settle for less than you deserve by never asking in the first place.
8. Don?t Stop Negotiating Too Soon
The best negotiators don?t shut down on the first sign of resistance. Instead, ask clarifying questions and elongate the conversation. You never know where the conversation may go. For many people, the very thought of negotiations makes them so uncomfortable, they look for the first opportunity to escape. But power through ? those five minutes of discomfort can have a long-lasting impact on your career and financial security.
How have you negotiated your own career advancement? Share your stories and tips in the comments below.
Image courtesy of iStockphoto, JLGutierrez
Source: http://mashable.com/2012/10/22/negotiate-salary/
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