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Book Excerpt
How to Brag Better During Salary Negotiations
The most powerful thing you can do in a salary negotiation is to stick to facts and lean away from emotion
Everyone is somewhat uncomfortable talking about money. Our culture doesn’t encourage it, and yet makes it the ultimate form of success. A survey by Wells Fargo found that Americans are more uncomfortable talking about personal finances than about politics, religion, and even death. The survey also found a gender difference. “Half of women (50 percent) find it difficult talking with others about personal finances, versus 38 percent of men.” Another poll found that younger Americans are starting to change the etiquette around money conversations, and that they “are more open about discussing credit scores and income levels in a dinner party setting than any other generation.” The bottom line is that we all need to be talking about money more.
When people are nervous about salary negotiations, I also talk to them about who is in control of the money that they want. It’s a way of reframing this situation and conversation. This is to say that while you’re uncomfortable, your boss is likely uncomfortable, too. A bit of context when you’re asking for that money: The request has to get to the person in charge of the money and…
