Voice Your Value: Negotiation Strategies for Career Success
Negotiation is a skill many of us underestimate, yet it plays a critical role in shaping our careers.
Carla Harris, Vice Chairman of Wealth Management and Senior Client Advisor at Morgan Stanley, coined the phrase, “Closed mouths don’t get fed,” which perfectly captures the essence of this process. If you don’t ask, you will never receive.
Yet, many of us hesitate to ask for what we need to be successful at work—whether it’s a promotion, a raise, or an investment in our growth.
This reluctance often stems from fear: fear of rejection, fear of being seen as aggressive, or fear of judgement.
But here’s the truth: no one is going to advocate for you better than you can advocate for yourself.
When you don’t speak up, you leave your future in someone else’s hands. This can mean missing out on career-defining opportunities simply because you didn’t voice your ambitions. Silence doesn’t just maintain the status quo; it reinforces it.
Negotiation is a two-way street that requires clarity, preparation, and confidence to articulate your value. By initiating the conversation, you set the tone for collaboration and problem-solving. Speaking up is not about making a demand—it’s about creating a dialogue.
Use these key strategies to prepare for your next negotiation:
Clarify Your Goal
Knowing your end goal in a negotiation provides clarity and confidence in the conversation. Understanding what you value, what you are willing to compromise, and the range of possible outcomes equips you to navigate the discussion effectively.
Do Your Research
Before stepping into a negotiation, doing your research is critical. Understand the market rate for your role, your unique skills, and the value you bring to the table. Presenting a well-researched, fact-based ask not only enhances your confidence but also increases your chances of achieving the outcome you want.
Practice the Ask
Articulating your needs can feel intimidating, but preparation helps. Rehearse your key points, anticipate counterarguments, and practice framing your ask as a win-win solution.
Negotiation is not only about the outcome; it’s about the message you send to others and to yourself. Each time you advocate for your needs, you strengthen your ability to lead with confidence.
And the higher you ascend at your organization; the more complex negotiation becomes. It shifts from speaking up for career opportunities and team resources to high-stakes discussions with key stakeholders and external partners that impact the business.
Whether you need help with your next negotiation or need support in asking for development, we’re here to help. (And if your development goals include executive coaching, learn more here!)
About The Author
Jessi Sheridan, ACC | As Vice President of Leadership Experience at The Leader’s Edge, Jessi leads the delivery of Signature Programs, ensuring an impactful experience for every participant. With a career that includes managing alumni programs for over 100,000 leaders, Jessi is also a sought-after speaker, facilitator, and coach. Recognized as a 2024 Woman of Influence by Philadelphia Family, she continues to empower leaders and drive meaningful growth.