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Part 3

The Psychology Behind Negotiation Success

Part 2
The Importance of Psychology

Never underestimate the effects of psychology on your salary. The way you present yourself and the confidence with which you speak has an incredible impact on how well you will be received during an interview or discussion with your boss.

You could be the most deserving employee in line to receive a raise but totally bomb the conversation because you feel uncertain about yourself when bringing it up to the boss.

Alternatively, you could be less qualified than other employees, but have the confidence, tenacity and knowledge it takes to successfully get a raise.

Here are some great strategies to help improve your self-assurance and consequently boost the chances of that raise you want. These are ways you can show you are worthy of the consideration, respect and salary increase you’d like to receive.

Shyness Barriers

We’ve all had situations where we didn’t feel totally confident in our ability and it showed: shrugging our shoulders, diverting our eyes, stumbling over our words.

Don’t allow shyness to detract from the attention you deserve.

You don’t have to become the life of the party in order to be heard and respected by your peers and leaders. Learning how to communicate well will be an incredible investment in your personal and professional life. These strategies will help you gain the confidence you need to communicate successfully and will eliminate the stresses you may feel during an interview or salary negotiation.

Social Skills

Ask yourself these questions first:

  1. Do I have a hospitable, yet confident appearance?
  2. Can I connect with people in friendly conversation?
  3. Am I dressed well for the role and salary I’m requesting?
  4. Do I smile too much (to the point of not being taken seriously)?
  5. Do I wring my hands or have other nervous behaviors?

Chances are there are areas where you could improve upon your social and communicative skills.

Try these tips:

  1. Look the part. Dress for the job and salary you want to have, not just your current one.
  2. Give a firm handshake when you enter the room and look your interviewer in the eyes when you speak.
  3. Hold your shoulders back and speak clearly and slowly. Use our detailed scripts and practice your negotiating skills ahead of time.
  4. Think before you speak. Fumbling over your words indicates you feel unprepared or are nervous. A short, reasonable pause is appropriate between responses.
  5. Don’t let a “no” from your boss deter you from standing your ground. Instead of rejecting an offer altogether, thank the boss for the opportunity and when appropriate, ask to revisit the conversation in the future.
  6. Know your individual strengths and use those to reaffirm your personal worth to the company. Make it easy for your boss to say “yes.”

For specific information how to respond to rejections, check out our negotiation scripts.


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