9 things to avoid when negotiating a salary

I came across this article the other day. It gives some helpful tips about negotiating your salary. 



You’re 96% sure that you’re ready to schedule a meeting with your boss to ask for a raise. Or perhaps you’re nearing the end of the job interview process and an offer is in sight. However, if you’re like me, you have definitely put your foot in your mouth a time or two saying the wrong thing at the absolute worst moment. Doh!

Don’t mess up. Don’t mess up. No matter how many times you rehearse what to say, there’s always that risk of fumbling right at the five-yard line. Instead of panicking, get prepared.

To coach us along in the salary negotiation process, we turned to Josh Doody, author of Fearless Salary Negotiation. “A salary negotiation is a collaboration, and a key ingredient of a successful collaboration is good communication,” says Doody. “It’s important to be very clear with what you communicate to avoid ambiguity, which could complicate things and slow the negotiation process.”

Instead of Doody simply sharing the things you should say, he’s here to warn you about the potential negotiation landmines to avoid when angling for the salary you deserve. Here are nine things to never say in a salary negotiation:

1. “I’M CURRENTLY MAKING . . .”

The most common question recruiters will ask a candidate is something like, “So where are you right now in terms of salary, and what are you looking for if you make this move?” Don’t fall for it.

Instead of asking for “more” salary or “more” vacation, this is your time to get specific.
“I call this the ‘dreaded salary question,’ and it’s tricky because it usually comes up early in the interview process, and most candidates don’t think of it as part of a salary negotiation even though it is,” says Doody.

“Answering this question by disclosing numbers can make it very difficult to negotiate effectively later on because it can box the candidate in. Once they disclose current or desired salary, the offers they get are very likely to be tied to those numbers. That can be very expensive if the company might have offered them a much higher salary than they disclosed.”

2. “MY DESIRED SALARY IS . . .”

Don’t disclose your current or desired salary! “Recovering from this mistake can be tricky and each situation is unique. But one way to untether from those original numbers is to review the benefits package for deficiencies,” says Doody. “If the health insurance offering, paid vacation, target bonus, or other aspects of the benefits package are underwhelming, the candidate can use those as reasons to ask for a higher salary to compensate.”

Instead, try something like:

I’m not comfortable sharing my current salary. I would prefer to focus on the value I can add to this company rather than what I’m paid at my current job. I don’t have a specific number in mind for a desired salary, and you know better than I do what value my skillset and experience could bring to your company. I want this move to be a big step forward for me in terms of both responsibility and compensation.

3. “SORRY”

According to Doody, “negotiating is uncomfortable, and our natural tendency is to try to smooth the edges on a difficult conversation. Saying sorry could signal to the recruiter or hiring manager that you might be willing to back down, and that could be expensive. Don’t apologize for negotiating.”

4. “NO”

“You want to continuously improve your situation throughout the negotiation and you do that by avoiding negative language and focusing on positive language. Instead of “No, that doesn’t work for me” (two negative words), you can say, “I would be more comfortable with . . .” (a more positive expression).

“Saying sorry could signal to the recruiter or hiring manager that you might be willing to back down . . . Don’t apologize for negotiating.”

Negative words slow things down and may put up walls that make collaboration difficult. Using only positive words is difficult at first, but you’ll get better with practice.”

5. “YES”

While this may sound like the exact word to use when speaking to an HR recruiter, Doody insists it should be used with caution. “You’ll often get a job offer that seems really appealing, and it might be far more than you expected. Your instinct in that case might be to just accept the offer because it’s so good.”

But is it too good?

“It’s possible you underestimated your value in this situation. Instead of “Yes,” formulate a counteroffer to see how much you can improve it. The negotiation should end with the company saying “Yes” to you. Once they say “Yes” to you, or you run out of things to ask for, then you are finished negotiating.”

6. “LATER”

As in, “I can deal with that after I start.” Procrastinators, this one’s for you. “Sometimes it’s easier to avoid uncomfortable parts of a negotiation by deferring those parts of the conversation until after you’re hired. That can be a very expensive mistake because you won’t have the same latitude to negotiate and improve your position once you’re in the door. Push through the discomfort and get the best possible result now.”

7. “TRY”

In expressions like, “Can we try . . .?” “’try’ is a passive word that leaves a lot of wiggle room, and you don’t want that,” insists Doody. “It’s easy for someone to say—honestly or not—”We’ll try…” and reply with, “We tried and it just didn’t work out.” Don’t ask them to “try” to do something. Instead, use more positive language like “I would be more comfortable with…”.”

8. “MORE”

While this word seems counter intuitive because you are negotiating to get more, it’s a word that is too general for a successful negotiation. Instead of asking for “more” salary or “more” vacation, this is your time to get specific.

“Don’t leave things to the imagination once you’re negotiating. Instead of “Could you budge on the salary?” say, ‘I would be more comfortable with a base salary of $105,000.’”

9. “WANT”

Lastly, the word “want” can tank negotiations. Using it can undercut the entire premise of your argument that you deserve to be paid more and you deserve a more competitive salary. Go into a negotiation with facts and figures, making a compelling case. Start with printing out your results using a tool like Glassdoor’s personal salary estimator, Know Your Worth. See what you base salary should be and see what the industry norms are.

“You could talk about what you want, which just isn’t all that important. Or you could talk about what the company wants, which is not as potent as talking about what the company needs, which are the most important thing,” adds Doody. “Focus on the company’s needs and how you can help meet those needs so they can easily see your value and work to compensate you for it.”

Get your money. It's not about what you are worth...it's about what you can negotiate. 

5 Career Mistakes You Can't Afford to Make in 2016

In my reading, I came across this article that I found on Inc (dot) com. I think you may find it useful.

Ever wonder why school teaches us everything except how to get the job? Do you ever feel like managing your career is really hard? You're not alone. Millions of people are struggling to build careers that are satisfying. Professional happiness eludes the majority of the working population. According to Gallup, only 13 percent of the work force is highly engaged, a.k.a. happy at work. It's not for lack of effort. Everyone is trying to figure out the path to greater career success on his or her own terms. Why then, aren't more people succeeding? Answer: They're going about it all wrong.

Want a Better Career? Start Unlearning Everything You Know About Building One.

Everything we've ever been taught or thought would help us in our career is outdated. For example, studies now prove a college degree does not guarantee you a better career. And, seeking full-time, long-term employment is a pipe dream. Why? Because every job today is temporary. We live in the gig economy now. The entire way we work has shifted. Yet people still try to approach their careers thinking if they can just find a job that makes them happy, they'll live happily ever after. It doesn't work that way. More important, some major shifts in business and the economy are going to make it even more important that you no longer keep approaching your career the wrong way. If you do, you could find yourself at the bottom of the talent spectrum, under-employed, and struggling to find any job to pay the bills. With that in mind, here are five career mistakes you don't want to make in 2016.

1. Assuming your job is secure.

Companies are now forced to change their business models very quickly. Your skills could be in-demand at the office one day, only to be useless the next. It doesn't mean you did anything wrong. It's just business. But, when it happens, you need to be ready to find a new employer fast.


2. Not having your career tools ready.

Besides an updated resume, you also need an optimized LinkedIn profile. It helps even more if you have a full-fledged personal brand too (i.e., blog posts you've written showcasing your expertise. Twitter account where you share timely industry info, etc.). You just never, ever know when you'll need to throw your job search into high-gear. Wasting days and weeks building your career tools when you could have had them ready to go is poor planning.

3. Not building an interview bucket list.

There are two types of people: those who look for work on a job board and try to fit themselves into a job opening they aren't really excited about, and those who create a list of companies they'd like to work for and keep an eye on them online in the event the right opportunity presents itself. Guess which one usually lands a job worth being excited about? Today, it's up to you to create a list of viable employers and start to networking with their employees. It's not only more effective (studies show 80 percent of all jobs today are gotten via referral); it's also more fun. Who doesn't like choosing whom they want to work for?

4. Failing to know your workplace persona.

Nobody is a superhero at work. There are eight key workplace strengths (I call them personas and you can learn about them by taking this quiz). At best, you have two or three top workplace strengths. You need to know what they are and how they add value to the company. If you know how you save or make a company enough money to justify its paying your salary, then you know how to market that value to other companies if you need to.

5. Not investing in serving your network.

I can't stress this enough: Today, your network is your net worth. Your professional contacts are crucial to your getting the job opportunities you want and deserve. The best way to build a strong network is to serve it. Understanding how to help those you are connected to is vital. People remember when you help them. That social currency will come in handy. Someday, you may need their help. By building up trust and respect within your network, you'll be able to tap into their knowledge, expertise, and contacts when you need to. Waiting until you are out of a job and desperate for the help of your network is not the time to start thinking about what you've done to earn their assistance.

We Aren't Employees, We're Businesses-of-One.

If you really want a better career, you have to stop acting like a helpless employee held hostage by the golden handcuffs of employers. Instead, you need to take full ownership of your career and become a business-of-one who wants to partner with employers to serve them. Building a win-win situation between you and an employer is your job, not theirs. Why? You're the service provider and they're the customer. If you want their business, you need to build a brand that is in-demand. Something they will pay good money for. The sooner you realize this, the sooner you can get the professional respect you want and deserve. If you're ready to be in control, you can start by mastering these career moves. 

It's Not Rocket Science, But It Does Take This.

Don't let outdated approaches to your career set you back next year. Avoid the mistakes above and focus on building your career strength. There are plenty of resources out there to help you close your gap in knowledge so you can get the upper hand. But, it's up to you to take action. Nobody's going to do it for you. Failing to do so could lead to some serious professional regret in the future.

What Women Want

Check out the 12 RADIO SHOW tonight at 9pm EST!

On this week's episode, we'll talk about WHAT WOMEN WANT. We will have a frank discussion about some of the issues that women deal with. Join us and get a better understanding of what makes women tick. Join 12kyle and co-hosts Ieisha and LMarie. 

You think you know...but you have NO idea! 

Don't miss it!

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8 Reasons You Should Turn Down That Job Offer

here's a very interesting article that I found at salary.com

Just Because You Got the Offer Doesn't Mean You Should Accept It

The good news is you got the job. Which, in this still-reeling economy, is quite an accomplishment. But the bad news is you're worried you might be settling for a position that isn't the right fit for you. So where do you go from here?

Look, the honest truth is there are times when you'll have to take any job you can get, even if you know it's a bad fit. Maybe your house is about to be foreclosed on, you can't make rent, or you have a family depending on you for income. We completely understand there will be times when finding ANY job is a priority over the PERFECT job.

But then there's the flip side of that coin, which is taking a job just for the sake of having a job even if you have the luxury of holding out for something better. Maybe you're frustrated because your job search has taken far longer than expected, or you graduated college and you're the last of your friends to find steady employment. Those situations aren't ideal, but neither is taking a "filler" job that won't really benefit your career.

To help guide you, here are some very valid reasons to reject a job offer.

8. When It's a Dead-End, Not a Detour

Sometimes we travel a broken career road, but that's not all bad. Many success stories include colorful chapters where the hero bravely works his way up to corporate glory. But what about the sad dramas where the heroine ends up pausing her career indefinitely in a so-so job that moves her off-target and out-of-sight of her hopes and dreams?

Consider: Will the circuitous route still allow some sort of progress in your chosen direction? Or will the filler job effectively block the path to your desired destination? The best filler job will still allow you to grow skills and experiences that are resume-worthy, and easily applied at your next position. The worst ones can spiral you into a black hole from which you gain no additional skills or experience, essentially trapping you with no hope of escape.

7. When It Costs You Opportunities

Most jobs are found through networking. A job organizing office supplies in a backroom or basement will offer you few opportunities to rub elbows with anyone save the occasional lost soul seeking a restroom. On the other hand, a retail job selling business apparel might give you the inside scoop on unposted job listings. Remember, the clear majority of today’s employment opportunities are unadvertised.

Consider: If volunteer work or community service puts you in touch with a growing number of business contacts, it might be worth fueling that momentum rather than cutting yourself off with a short-term, bill-paying position. Obviously, if you’re in debt and behind on your bills, you may not have the luxury of timing. However, be certain that wherever you spend your 9 to 5, you remain in the vicinity of connections to your chosen career goals.

6. When It Hurts Your Professional Reputation

On the other hand, while assembling sandwiches in a company cafeteria will likely put you in contact with key decision-makers (even CEOs have to eat lunch), do you want to be remembered for a cheddar cheese mishap when you finally land that interview?

Consider: It’s one thing to wait tables as a new college graduate in search of that elusive first job. However, a displaced IT manager refilling iced teas is doing nothing to enhance that image of technical prowess. There is nothing wrong with honest labor. But aim for labor that won’t contradict your status and reputation as a professional. To wit, waiting tables would be consistent with a hospitality manager looking for her next gig. Web design work might be a better fit for the on-hold IT manager. 

5. When It's Soul-Crushing

How tough is your spirit? Can you retain essential hope and focus while working in the potential filler job? Some people own the sort of resilience that will not be trampled by janitorial duties or irate customers at a fast food establishment. Others have a tendency to link identity to work and their self-worth will deflate like a leaky balloon.

Consider: Know thyself. The purpose of a temporary job is to equip you -- financially and possibly experientially -- for the real deal. If a filler job is likely to grind down your self-image, perhaps you need to look a little longer. Find employment that will pay your bills without costing you your confidence and breaking your spirit.

4. When It Goes Against Your Morals & Values

The nature of your temporary work shouldn't make you feel like you're compromising who you are or your beliefs. Obviously you should avoid anything illegal, but beyond that black and white is a lot of grey. For instance, a vegetarian meat-packer, an environmentalist working for big oil, or a personal privacy advocate making telemarketing calls. These are scenarios that will pit self against self.

Consider: You will be ineffective and personally miserable in any position that requires you to ignore core values. Selling something that is personally disagreeable is a blow to your integrity. How will you sell the professionalism of someone willing to turn a blind eye to his own convictions?

3. When It Costs You Your Family

A great paycheck that takes you out-of-town -- or out of family life by nature of the sheer number of hours required -- may be a risk to your family connections. Yes, getting behind on your mortgage payment could strain family loyalties as well, but be sure you and your spouse (or significant other) are on the same page regarding expectations.

Consider: How "temporary" will temporary be? Are there other options that might provide a better balance to the financial vs. family stability equation? An indefinitely timed strain on familial relationships (and connections to your support system) should be approached with caution. Do you work to live or live to work? Just remember, no one on a deathbed ever wished they spent more time at work.

2. When the Money Isn't Good Enough

Sometimes, it really is all about the money.

Most of us work to live. We have mortgages, rent, utilities, car payments, daycare and more to pay for, and we're working to foot the bills. So if you're presented with a job that doesn't even come close to making all the ends meet, it might be worth holding out for something more lucrative if that's feasible.

Consider: Be clear about pay structures and costs of employment -- especially for commission-based work -- before grabbing a temporary position. The word "temporary" can ascribe less value to the details tied to these jobs. These details should matter, however, because you are making a trade of your job search time. Be sure it’s a worthwhile exchange.

1. When the Money Is TOO Good

Whoosh. That’s the soul-sucking sound of a lucrative paycheck pulling talent from a long-term goal. It happens. The pay is so good you stay on a little longer. And a little longer after that. Next thing you know you're completely hooked on your fat paycheck, 10 years have gone by, and you’ve forgotten you used to have other dreams.

Consider: If you’re a "work to live" personality with a goal of retirement, this may not be a deal-breaker. But if your goals are for professional achievement, be wary of temporary jobs that could lull you into career complacency. "Umm, I got busy and forgot" isn’t going to sit well with a bored, stagnated version of yourself, wondering about the untapped potential of your youth.

Keep Your Eyes on the Prize

"Any" job is often better than no job, but not necessarily. Measure "filler" jobs against your overall career plan. Be wary of any side gig that holds the power to hamstring you into a permanent sideline position.

Our career paths are rarely straight lines. Sometimes the route to a coveted sales position goes through the mailroom. And there are times that outside pressures and financial considerations force us to pause professional progress completely. These challenges are surmountable and may even provide valuable perspective, as long as hitting the pause button doesn't cause our motivation to idle as well.

Know What You're Worth

Regardless of whether or not you actually accept the job you're offered, the important thing is that you're prepared to negotiate salary if you do want it. The first thing you should do is research, so you're able to come to the table armed with the knowledge of what your job is worth. 

12 RADIO SHOW

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Tonight's Topic...WHAT WOMEN WANT

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Chris Renee

Chantay

PD-101

PD-101

That's how the course was listed on the syllabus. I had no idea what the course was about but I knew that it was a required course for all freshman like me at South Carolina State University.

The course was called Professional Development-101. The course is the most important course that I ever took in college. The course taught me principles that I still carry with me to this day...being professional, how to dress/conduct my self on an interview, how to use the correct silverware at a business dinner, etc.

I wish everybody could take that course. In fact, we had to come to class (held once a week), dressed up! If you didn't come in a shirt and tie...no dice. You couldn't get in the classroom.

The reason I'm telling y'all about PD-101 is because I went to a job fair yesterday. The job fair was hosted by the minority professional group. 90% of the people who showed up... were dressed nice and looked good. But the other 10%...*sigh*...they looked horrible. Lemme recap what I saw...

a dude with a Chad Johnson football jersey on...

a chick with her arms exposed with the word "SEXY" tattoo'd on her forearm...(And she wasn't even sexy)...

a dude with a Braves hat AND a doo rag...

a chick with 8 inch pumps...looks like she borrowed the shoes from a stripper...

a dude with a white t-shirt and gray sweatpants...

a chick who brought her 2 year old child with her...

there were countless others in jeans and sneakers.

C'mon black people.

A job fair/interview is the time that you have to sell yourself! You can't sell yourself to a company if you look a fool!

PSA from 12kyle...

1. Throw on a suit, pantsuit, or some other business attire

2. Make sure that your hair is groomed. Personally, I would recommend cutting dreads and beard but that's up to you.

3. No short skirts

4. No kids

5. Look like the CEO and you'll say a lot about yourself

6. Greet everyone with a firm handshake

7. Make eye contact, smile, nod your head.

8. If you get a business card, follow up with a thank you letter or card.

Everybody didn't take PD-101. I feel blessed that I did. I'd be remiss if I didn't pass on my info on to my people. I know that most of you reading this know where I'm coming from.

I hated seeing that 10% today.

We've gotta do better than that.