In “Mastering a High-Value Company Culture,” I discussed why accountability and transparency are important for success at an organization. That same principle holds for fighting for your worth in negotiations, too. As a Black woman who’s experienced both sides of the negotiation table – both in and out of an HR role – let me give you tips for successful negotiation.
Know Your Value
Do Your Homework
Prior to any negotiation:
- Research salary scales in your field
- Document your success
- Put your impact in numerical terms
- Know current marketplace trends
- Familiarize yourself with your company’s compensation model
Know Your Value Outside of Figures
As I wrote about in my book’s cultural scan section:
- Think about your individual talent
- Value your multi-perspective
- Include your leadership skills
- Acknowledge your problem-solving skills
- Value your cultural competency
Prep Pays
Get Your Facts
From my work in HR leadership:
- Get performance metrics
- Document achievement in specific examples
- Monitor revenue impact
- Break down cost savings
- Document improvements in your team
Prepare Your Argument
- Craft a strong value statement
- Prepare concrete examples
- Have supporting documents prepared
- Anticipate questions
- Rehearse your delivery
Successful Negotiation Techniques
1. Begin in Strength
From my work driving organizational transformation:
- Lead with confidence
- Begin with data
- Employ specific examples
- Concentrate on value delivered
- Present in a professional manner
2. Negotiate More Than Salary
Think about overall compensation:
- Professional development
- Flexible work options
- Options in terms of stocks
- Performance incentives
- Leadership development
3. Dealing with Pushback
In case of pushback:
- Protect your cool and your professionalism
- Refer to key data points
- Offer creative alternatives
- Negotiate alternative timelines
- Ensure open communication
Typical Problems and Solutions
Problem: Perceived “Aggression”
Solution:
- Present in terms of business
- Employ language of collaboration
- Emphasize shared value
- Show a level head
- Support claims with fact
Challenge: Imposter Syndrome
Solution:
- Document accomplishments
- Ask for sponsor feedback
- Familiarize yourself with your worth
- Rehearse your sales speech
- Believe your worth
Challenge: Transparency Issue
Solution:
- Do your homework
- Expand your networks
- Ask mentors for advice
- Consult salary databases
- Connect with professional networks
Negotiation Language That Succeeds
Power Phrases
- “Based on my analysis.”
- “My performance record proves.”
- “The market value for this position.”
- “I’ve added significant value with.”
- “Let’s find options that satisfy both of us.”
Ask These Questions
- “What are the standards for compensation decisions?”
- “How is performance measured?”
- “What are the avenues for growth?”
- “How are incentives calculated?”
- “When will it be a good time to review this conversation?”
Beyond the First Negotiation
Document Everything
- Put agreements in writing
- Verify follow-up actions
- Set review timelines
- Monitor follow-through
- Have ongoing dialogue
Continue to Add Value
- Over-deliver
- Add new responsibilities
- Learn new capabilities
- Monitor your accomplishments
- Monitor your marketplace
Building Long-term Satisfaction
1. Frequent Check-ins
- Schedule performance review sessions
- Monitor your performance against objectives
- Document your accomplishments
- Have ongoing dialogue
- Cultivate relationships
2. Professional Growth
- Look for growth opportunities
- Acquire new capabilities
- Lead in your work
- Stay current in your industry
- Strategically network
3. Plan for Tomorrow
- Set career objectives
- Monitor marketplace trends
- Develop your personal brand
- Cultivate relationships
- Strategically build options
Conclusion
Keep in mind, negotiation is not a single act but an ongoing demonstration and advocacy of your worth. As I stressed in my book, success comes with combining high performance with smart communications and relationship development.
Your negotiation success not only affects your career but sets an example for future Black women to follow. By each of us speaking for our worth, we contribute to a fairer workplace for everyone.
For guidance on negotiation skill development and developing an inclusive work environment, reach out to Che’ Blackmon Consulting at admin@cheblackmon.com . We enable professionals and companies to maximize their potential.
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