In the last lesson we drew a line in the sand on must haves vs. nice to haves.
This is a hard lesson because it really forces you to do a gut check on what would you really leave a job over.
I am sure many of you are surprised at how few if any must haves you are negotiating for and that is OK. That is a good sign you are happy at your job and your employer is treating you well.
In this lesson I want to show you a trick on moving things up to must haves without making your palms sweat too much.
Taking risk is hard and whenever you can de-risk a negotiation it will help you win because you will have the conviction to say this is a must have for me to stay.
One of my favorite sayings in taking risks is a baseball analogy. You have to take your foot off of first base to make it to second base. If you have played the game you know that once you take your foot off the bast you are at risk of being tagged out.
But what if there was a way to guarantee you get to your goal of second base before taking your foot off of first or at least increase your odds from 10% to 90%.
Must haves are very hard to stick to as leaving a job is serious business. One way to make this do-or-diecommitment easier is to actually get offers for that must-have before you go negotiate with your employer.
If you are making $5,500 a month and a nice-to-have would be $6,750 a month because your family needs a larger home, or a car, etc. This isn’t a must-have because you are making it on the current salary, but to move it to a must have you can go out and get an offer or two at the higher salary.
With offers in hand it empowers you to enter the negotiation with a get-it-or-go commitment. If you have offers for that salary (or whatever it is you’re asking for) you are able to be confident and bold in your negotiation.
Let me be clear, this is not a pass to be a jerk, to come in and be arrogant to your employer. I always approach negotiations with confidence and humility. I want my employer on my side!
If I am negotiating that means: I WANT TO STAY!
The fact is when you get these offers that can give you your must-have it usually comes with a trade-off, not one I am going to share with the employer.
I may get an offer for $6,750, but I will need to work one Saturday a month.
Negotiations are often times you are trading up on your priorities of Returns. Salary is now more important than every Saturday off. This is why running through the Returns & Rewards Workbook is crucial to your overall success and power in negotiation.
Finding what you want at another place isn’t going behind your employer’s back. It’s smart negotiation. If you have that offer behind you, and you’re working with your employer to get that return so you can stay, you won’t be hurting or offending them. You’re just showing them that others see the value you’re asking for and will increase their likelihood to help you.
A NOTE ON getting AN offer:
There is a balance to this as with many employers they are short sighted when it comes to employees looking.
I personally see it as a warning flag for my employees that I am not delivering what they need. If I can deliver the returns they want I will fight for them, if I can’t I will shake their hand and say if you have that offer I am happy for you. That is a great opportunity and I wish you the best.
I have employees leave me all the time and I am happy for them! When they go get a better offer and that turns certain returns in to must haves, because they have it somewhere else and to stay with me they need me to match or get close I love those discussions.
Great employers look at that as a compliment that they have helped in driving up your value. Great employers can have the discussion and help you look at all the pros and cons of staying or going.
You will need to assess wether you are working with a great employer and if you are not, that may be all the more reason to move on to a better return and employer.
I look forward to the questions you have. Get in to the Career Boost Community and bounce your ideas and thoughts off the team.
Over 95% of people work for the wrong compensations. This lesson will help you identify the returns you really want from your job so you can negotiate for the returns that matter.
When negotiating, you need to know what things are nice to haves but you’d possibly work without and what you must have or you’ll walk away from the job. You'll identify those in this lesson.
Remove risk (without going behind your boss' back) from your negotiations with offers elsewhere that will give you your must-haves. If your employers can't deliver, you're still set up to get those returns.
One of the most common rookie negotiating mistakes: asking for too much. When you know what you really want and focus on just one or two things, you'll exponentially increase your odds succeeding.
The first and most crucial part of negotiating is learning how to pre-negotiate. It lays the foundation for you to receive the biggest returns from work which is what you'll learn in this lesson.
Successful negotiations happen when you prove you can take the initiative. Do this in your work every day and in your reviews. Employers will reward you and even help you. Stand out. Drive your reviews.
You were hired to do a specific job. Before trying to go the extra mile - do what you were hired to do. This lesson will help you deliver on your KPI's and how to go the extra mile when the time is right.
Before your employer can give you what you want/deserve, you need to deliver on the KPI's you were hired to do. Give before you get. Learn to avoid mistakes to ensure you’re properly recognized..
Like chess, each of these lessons is like a chess piece that provides you the ability to put a strategy together. Now that you have learned how the pieces move, you're ready to put a strategy in place.