A student came to me recently and proudly reported her first job. What I didn’t tell her was that she had messed up her career for the time being. What happened? She was at an interview. But what she didn’t know: an interview is always a search for negative information. Everything fits on paper, the employer just wants to be sure not to tie a pipe to his leg. Loss aversion is the driving motivation here, which Nobel Laureate Daniel Kahneman and his colleague Amos Tversky researched in detail. Not much spoke against my student, you wanted her.
When asked about the desired salary, she told me, she would have waved it over: she just wanted to be paid fairly. Because, she told me, she didn’t look greedy and, above all, wanted to convince through performance.
Shortly afterwards I met the CEO of the company, a friend of mine who was not personally involved in the hiring, but knew the case. Yeah, he told me, they took her. Whereby, the poor woman probably had no alternative to the job, because you hadn’t negotiated at all. You were taken anyway, after all I would have recommended her. But almost 20 percent more would have been possible.
Not negotiating is a gross mistake. There are two salaries: one for applicants who negotiate and one for those who do not negotiate. Who do you want to be?
There are five major mistakes to make on your way to decent pay:
# 1 You assume that the salary corresponds to your tasks
Don’t think you get what you deserve. Don’t assume that your performance will speak for you sooner or later and that your superiors will see what is great about you. Nothing speaks for you, because nobody has the time and desire to deal with your actions and activities. As the negotiating icon Chester Karrass said, you don’t get what you deserve, you get what you negotiate. You can get angry about it green and blue, or you can accept the course of events and take your life in your own hands.
# 2 you are honest
When asked what you previously earned, don’t mention your previous salary. Take your salary plus all the benefits you had enjoyed: parking, free coffee, laptop use, gym membership, Bahncard 100. Name a generous value and say something like: “I had a package that was about monthly Was worth 7,500 euros. ”If you are inquired, explain your invoice. The main thing was that the number was high. The phenomenon of anchoring ensures that the first number in the room has a decisive influence on the outcome of the negotiation. And that number has to be as high as possible.