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Rarely do we find (or maintain) the perfect position with ideal pay and benefits. Instead, we must ask (or negotiate) for raises, promotions, schedules, accommodations, opportunities, etc., that we desire.
I believe some people are born with an innate gift for negotiation (most of us know someone like this — a fierce negotiator that we wouldn’t want to go head-to-head with). Still, others have learned and honed those skills over the years. Then, there are the timid, the bashful, the shy. These are often the candidates who are silent, accepting the position ‘as is,’ and who remain silent as employees for far too long.
Asking for what you want can be intimidating. We often fear repercussions or even simply hearing the dreadful “no.” These “what-ifs” can stop us from trying, but unfortunately, they can also keep us from achieving greater levels of satisfaction with our careers and our lives in general. Seeing as how the average person spends 90,000 hours (or 10.2 years) of their life at work, we all deserve happiness and satisfaction on the job.
As Mark Twain said, “the secret of making progress is to get started.” So, how can the timid, or others who fear negotiation, get over this major career hurdle that stands in the way of their career progress? Here are a few strategies for preparing yourself to negotiate, whether in your current position or for a new one.
Stop overthinking it. Did you know that 70% of managers expect candidates to negotiate salary, according to a 2019 Robert Half survey? This isn’t to say you should negotiate every offer. If you’re truly satisfied with an offer and feel it is fair, proceed. However, if you do feel you need more to be content in a position, don’t hesitate to advocate for yourself. Your prospective employer isn’t likely to be surprised. If you’re approaching your current employer to negotiate a new position, the ability to work from home, or a higher salary, there is a chance you could catch your employer off guard. However, take a moment to think through why you’re making the request. Are you justified? Is your request reasonable? Have you proven your value at the institution or in your department? If all your answers are yes, then stop standing in your own way.
Don’t assume others know what you want. When it comes to your career, you are in the driver’s seat. Don’t wait for your manager to come to you with opportunities. Leaders and managers are juggling many balls at a time, and although professional development and career advancement for their staff are priorities, they aren’t always top of mind. If you’re looking to make a lateral move, take on more work, or be considered for promotion, communicate these career goals clearly with your manager. The same goes for asking for a raise you feel you deserve. Others can’t guess what you want or don’t always remember all of your accomplishments. It is up to you to make sure your voice is heard — and to make a strong case for your request. Journaling about your experiences and keeping your resume up to date with achievements are great ways to ensure you can make a compelling argument.
Read the room (and consider your timing). As important as it is for you to clarify your own goals and desires and how to articulate them, you are only half of the equation when it comes to negotiating. Understanding your employer’s needs and goals is equally important.If you have a job offer, it’s pretty clear what the employer wants and needs. However, the timing for negotiation regarding something you want at your current institution can be particularly tricky. Patience and observation are your friends in these situations. Asking for a raise, for example, when you know the institution or department is struggling financially would be in poor taste. In other cases, an opening might present itself, such as when your department is going through a reorganization, you’ve taken on additional responsibilities, or you are returning from a leave of absence. These are times of change that provide opportunities to advocate for yourself, provided that you have laid the groundwork necessary for success. An effective employee with a proven track record and results is more likely to secure what they’re seeking. Your value as an employee can be great leverage, so be sure to keep building it.
Play to your strengths. “Timid people may have concerns about direct confrontation or feeling rejected,” says Mark A. Herschberg, author of the Career Toolkit. “It may be easier to negotiate by email.” If written communication is more natural to — and effective for — you, that’s a perfectly acceptable route to take. “Should you get an offer in person, you can say, ‘Thank you for the offer. I’m excited about the prospect of us working together. I’m going to review your offer and get back to you in the next two days,'” Herschberg says. “You’re not obligated to accept on the spot.” There is no clear-cut path for negotiating successfully. Do what feels right for you and whatever best positions you for success.
Do your research. You’ve likely been advised to familiarize yourself with the salaries of higher education professionals with similar levels of experience at comparable institutions. Similarly, arming yourself with data about work environments can be helpful for negotiating a hybrid position. CUPA-HR’s research center and salary data are great places to start, but be sure to check in with your peers too.
Stop letting fear drive your decisions. “Sometimes we are so fearful that employers will rescind an offer that we don’t ask for what we truly need in order to thrive (accommodations, salary, work modality, work schedule, appointment term, title, moving expenses) — no one wins in that scenario,” explains Hayley A. Haywood, Ed.D., assistant dean for equity in research and learning at Clark University. Haywood has worked in higher education for about 14 years, serving as hiring manager and search committee member for positions varying in organizational level from administrative assistant to provost. This “all-or-nothing” mentality goes against everything that negotiation stands for. Both sides have something the other wants, and negotiation is the idea of meeting in the middle or making a compromise. If you’re a university’s top candidate (or a valued current employee), the odds of hearing a firm “no” to your request are slim. You may not get the exact salary you want, or a full-time remote position, but you may get an offer higher than the original one or the opportunity to work from home two days a week. Don’t let the fear of hearing “no” stop you from asking for what you want — and don’t be afraid to walk away if a prospective employer won’t budge on an important factor for you. “Early on in my career, I felt pressure to accept an offer for fear that another may not come,” Haywood recalls. “Remember that just because you CAN do a job doesn’t mean it’s a place where you will thrive. It’s okay to walk away if an opportunity isn’t aligned with your needs or values.” Or when your needs are turned down even after clearly communicating them.
Remember
Negotiating can be a nerve-wracking task, even for those who normally exude confidence, but doing so is an important part of the path to success. Half the challenge is simply facing your fear and changing your mindset.
