Establishing your value and asking for more is not a selfish act, says Alexandra Carter, Director of the Mediation Clinic at Columbia Law School and author of Ask for More: 10 Questions to Negotiate Anything. Instead, it primes others on how to value you and those who will come after you.
Negotiating is also more than asking for a higher salary and includes intangible benefits such as recognition for your achievements and mentorship and training opportunities. Asking questions is the most underutilized practice in a negotiation strategy, notes Carter. Some powerful questions she suggests asking yourself in any negotiation process are:
- What’s the problem I want to solve and how? This can help frame what you want to ask for and how you ask for it.
- What do I want from this negotiation? Consider both tangible and intangible needs.
- What am I afraid of? Air out your emotions and hesitations by writing them down. Once you acknowledge your feelings, you can move forward to creating a strategy with confidence.
- Where have I successfully advocated for myself or others in the past? In evaluating the strategies you’ve used and simply thinking about a prior success, you are more likely to do better in negotiating.
Remember, whatever you want to ask for, keep it optimistic, specific, and justifiable. Learn additional tips including how to boost your confidence going into a negotiation by listening to this episode on the How to be Awesome at Your Job podcast.
Written by Rawlisha Pena, Assistant Director of Career Services and Leadership Management, August 25, 2020