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Overcome Your Reluctance to Negotiate Your Salary

Negotiating your salary can reap huge long-term benefits. But most of us are reluctant to try. Here are some common excuses and how to overcome them:

• “What if they get upset with me for asking?” To avoid potential backlash, invest extra effort in how you ask. Let the other person know in advance that you wish to negotiate. Give them time to prepare, and meet in person, if possible.
• “What if they say no?” Stop thinking about how bad you’ll feel if you hear a no. Think instead about how good you’ll feel when you’ve initiated the conversation. That way you’ll be saving face if you have the conversation and losing face if you continue to avoid it.
• “It’s not like me to ask.” This is a self-fulfilling prophecy. Throw out this mental picture and replace it with an image of a person you can view as a negotiation role model.

Adapted from “Overcome Your Reluctance and Start Negotiating Your Salary,” by Judith White