More money can be earned by those who are curious.
Advice for negotiating salaries typically involves leaning forward, demonstrating your skills, and highlighting that your request is not only fair but also deserved.
Asking questions is a valuable skill for increasing your salary.
Alex Carter, a United Nations negotiation trainer, claims that this is the "one negotiation technique that most of us are not utilizing" in her recent TED Talk.
Negotiating is a conversation where both sides contribute to the solution, but workers are so focused on making their point that they forget this.
"In negotiation, asking questions is more effective than arguing, according to Carter. As a result, inquisitive individuals tend to earn more money."
'Tell me'
Negotiating for a raise or title bump can be nerve-wracking, but research shows that it is often successful: 87% of workers who negotiated received at least some of what they asked for, according to a 2022 report by Fidelity.
According to Carter, the best type of question to ask while negotiating doesn't end with a question mark; instead, it begins with "tell me."
What is the salary range for this position?
Instead of asking about the salary range for a position, Carter suggests asking how the company views the salary range for that position. This way, the conversation can be steered towards potential opportunities for growth and how the company handles raises.
Carter asserts that eliciting information through the phrase "'Tell me'" fosters trust and results in the most advantageous deals.
You're seeking assistance from your boss or a recruiter to address the issue, rather than viewing them as an obstacle.
Carter says, "I want to use questions to align us as co-conspirators working toward the same goal during negotiations."
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