Use These 4 Negotiation Secrets to Get A Higher Salary

Mastering the art of negotiation is crucial in today's competitive career landscape.

It can also be incredibly difficult to do.

Many people will even avoid these talks entirely due to fear and uncertainty.

Shockingly, over 54% of people never negotiate their pay, missing out on substantial earnings over their careers.

The fear of rejection, conflict avoidance, and impostor syndrome are major barriers.

But, with the right phrases, body language insights, and strong arguments, you'll find that achieving a successful outcome can be attainable in 90% of negotiations.

Secret #1: Key Phrases That Open Doors Like “Open Sesame”

What if you had a few key phrases ready and loaded in your back pocket that you could always rely on to make you look like a boss in any conversation?

The phrases you choose can either open doors or close them.

These are some of the most effective phrases to use in negotiations, backed up by negotiation experts, psychological studies, and real-world success stories:

Starting the Conversation: Setting the Right Tone

The initiation of the salary discussion is critical. Begin with a phrase that acknowledges the mutual benefit of the conversation:

• "I'm excited about the opportunity to contribute to the team and I’m happy to discuss how we can align my compensation with the value I bring." This opener is constructive, positioning the negotiation as a positive and forward-looking conversation.

A study by the Harvard Business Review highlights the importance of collaborative language in negotiations. Their research found that negotiations framed as collaborative efforts resulted in better outcomes for both parties 73% of the time.

Demonstrating Your Value

Articulating your value is crucial. Use phrases that highlight your contributions and future potential:

• "Based on my research and understanding of the role, individuals in similar positions contribute to the company's success through X, Y, and Z. I'm eager to bring my expertise in these areas to further our goals." This approach is informed and positions you as an asset.

Incorporate quantifiable achievements when possible. There are even studies that have demonstrated that candidates who provided specific examples of their contributions and how they translated into tangible results were 1.5 times more likely to receive the salary they asked for.

Discussing Salary Expectations

Discussing numbers can be tricky. Frame your salary expectations in a way that shows flexibility and openness to dialogue:

• "I'm looking for a package that reflects the value I bring to the role, considering the industry standards and the scope of the position. I'm open to discussing what that looks like here." This phrase is non-confrontational and invites a constructive conversation.

Handling Tough Moments

Negotiations can hit snags. When faced with resistance or a counteroffer that's below your expectations, use transition phrases to keep the dialogue positive:

• "I appreciate your offer and understand the constraints. Could we explore other compensation elements, such as bonuses or professional development opportunities, that could bring us closer to mutual satisfaction?" This phrase acknowledges the offer while opening up the conversation to other forms of compensation.

A compelling case study involves a tech professional who successfully negotiated a $33k salary increase by focusing on future potential and the broader compensation package, including stock options and education allowances, when the base salary offer was non-negotiable due to company policy.

Secret #2: Body Language Hacks To Command Respect

In the nuanced dance of salary negotiation, your words carry weight, but your body language often speaks louder.

The subtleties of non-verbal communication can significantly impact the perception of your confidence, openness, and professionalism.

Leveraging body language effectively can transform your negotiation outcomes, making the difference between a modest increase and a significant leap in your compensation package.

Mastering Confident Posture

The power stance—standing or sitting with your shoulders back, spine straight, and hands visible—signals confidence and readiness.

Harvard Business School provides research on "power poses" reveals that adopting such postures can not only change others' perceptions of you but also increase your own self-confidence by affecting testosterone and cortisol levels in the brain.

• Actionable Tip: Before entering the negotiation room, spend a minute in a power pose to boost your confidence levels.

The Role of Eye Contact

Maintaining appropriate eye contact demonstrates engagement and sincerity.

The right balance of eye contact will make you perceived as more reliable, warm, sociable, and competent.

• Actionable Tip: Aim for a balance of eye contact, looking away occasionally to think or to allow your counterpart space, ensuring the exchange feels collaborative rather than confrontational.

Facial Expressions: The Silent Communicators

Your facial expressions can convey a multitude of messages, from openness and warmth to skepticism and disagreement.

Smiling, when appropriate, can make you appear more approachable and cooperative, fostering a positive negotiation atmosphere.

However, it's important to match your facial expressions to the context of the conversation to avoid appearing insincere or dismissive.

• Actionable Tip: Practice mirroring the facial expressions and body language of your counterpart to some extent, as this can create a subconscious bond and facilitate a more favorable negotiation environment.

Gestures That Speak Volumes

Gestures can reinforce the points you're making verbally, adding emphasis and clarity to your arguments.

Open gestures, such as showing your palms or using hands to express ideas, can signal honesty and engagement.

In contrast, closed gestures, such as crossed arms, may be interpreted as defensiveness or resistance.

• Actionable Tip: Use gestures sparingly and purposefully to underscore your key points, ensuring they are open and inclusive to maintain an atmosphere of collaboration.

Reading the Room

Just as your body language sends signals, so does that of your negotiation counterpart.

Paying attention to cues like leaning in, nodding, or mirroring your gestures can give you insights into their thoughts and feelings, allowing you to adjust your strategy in real-time.

Secret #3: The Winning Argument Formula

A well-crafted argument does 3 things; it persuades, convinces, and compels.

You need to prepare data-driven arguments that not only justify your salary request but also showcase your understanding of your worth and the market.

Building a Data-Driven Case

Your negotiation should start long before you sit down at the table, with thorough research and preparation.

Understanding your industry standards, the competitive market rate for your role, and how your skills and experiences align can provide a strong foundation for your request.

• Actionable Tip: Use platforms like Glassdoor, PayScale, and LinkedIn Salary to gather data on average salaries for your position, experience level, and location. Presenting this data during your negotiation demonstrates your knowledge of the market and your realistic approach to salary expectations.

Articulating Your Value with Specific Examples

Quantifying your contributions to past and current employers can significantly strengthen your case.

Highlight specific achievements, projects you've led, efficiencies you've created, or any accolades you've received. These examples serve as evidence of your worth and potential return on investment to the company.

• Actionable Tip: Prepare a list of your top achievements, quantifying the impact wherever possible (e.g., increased sales by 20%, reduced expenses by 10%). This tangible evidence makes your argument for a higher salary more compelling.

The Art of Storytelling

While numbers and data are persuasive, stories connect on an emotional level.

Framing your achievements and future potential within a narrative can make your argument more memorable and impactful.

Tell the story of how you've overcome challenges, contributed to team success, or led initiatives that drove significant results.

• Actionable Tip: Develop a concise narrative that ties your achievements to the value you bring to the team and how you can address future challenges or opportunities the company faces.

Secret #4: Adapt Your Strategies To Different Scenarios

Salary negotiations can vary widely depending on the context, whether you're seeking a new job offer, asking for a raise within your current role, or attempting to negotiate in a virtual setting due to remote work trends.

Each scenario requires a tailored approach to ensure success, so make sure to adapt to each with the tips below:

Negotiating with a New Employer

When negotiating a salary for a new position, you have a unique opportunity to set your compensation expectations from the start.

However, this also means you need to strike a delicate balance between asserting your worth and maintaining flexibility.

• Actionable Tip: Wait for the employer to bring up the salary topic, then express your enthusiasm for the role before discussing compensation. Use market research to justify your salary expectations and be open to negotiation, suggesting a range rather than a fixed number to provide flexibility.

Asking for a Raise with Your Current Employer

Requesting a raise from your current employer involves demonstrating your continued value to the organization and how your contributions have evolved since your last salary adjustment.

• Actionable Tip: Schedule a formal meeting with your supervisor, allowing adequate time to prepare your case. Highlight your achievements, especially those beyond your original job scope, and align your request with the company's goals and financial timelines. Emphasize your commitment to the company's future success as part of your argument.

Handling Negotiations in a Remote or Virtual Setting

Virtual negotiations introduce challenges such as the inability to read body language as easily and the need for clear communication. However, they also offer advantages, such as the ability to read notes inconspicuously.

• Actionable Tip: Ensure you have a stable internet connection and a quiet space to conduct the negotiation. Use clear, concise language and be prepared with a well-structured argument. Leverage the chat feature to share data or achievements in writing if needed. Practice active listening, acknowledging points made by your employer to build rapport.

Dealing with Rejection

Not all negotiations will result in immediate success. If you face rejection, it's crucial to respond professionally and use the opportunity to lay groundwork for the future.

• Actionable Tip: Ask for detailed feedback on why your request was not granted and what you can do to be considered for a raise or better compensation in the future. Express your appreciation for the consideration and reaffirm your commitment to your role. Use this feedback as a basis for a plan to build your case for future negotiations.

The BMM Takeaway

Practice makes perfect.

Make sure to recite the key phrases often so you’re ready to handle any conversation with well structured arguments.

Also remember to pre-prepare data, and show up with hard evidence of why you deserve the salary you’re asking for.

As a pro tip, if you’re negotiating your salary over Zoom, make sure to have a well written note sheet open in a doc that your employer can’t see, and reference it for quick numbers and case studies you want to highlight.