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10 Steps to a Killer Career

1. STAY OUT OF YOUR OWN WAY

If you don’t believe in yourself, you can be sure that no one else will either. Don’t be your own worst enemy─bargaining yourself down by asking for less than you deserve because you convince yourself that to ask for more would be futile. Don’t become preoccupied with your fears or weaknesses. Think about what you have accomplished in the past and give yourself a pep talk.

2. TAKE STOCK

Inventory the skills and experience you bring. Often you will find “hidden” resources you have overlooked and are not using to “sell” yourself. Ask a friend to review your list and add what you may have forgotten.

3. DO YOUR HOMEWORK

What is the market rate in your area for the job you do? The more you know, the more confident you can be in what you ask for. You have the facts to support your case; solid information enables you to define what you’re looking for and to stick to your goals.

4. KEEP ALTERNATIVES IN MIND

If you are not pleased with the outcome of the negotiation, what other alternatives do you have? Alternatives give you choices. You can objectively decide how much leverage you have and whether you should consider looking outside. If your options are very god, you will not be tempted to overplay your hand.

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But alternatives exist on both sides of the table. Don’t make the mistake of overestimating the leverage your company has; if your performance has been good, they most likely want to keep you happy rather than risk losing you.

5. CREATIVITY COUNTS

You know what your needs are. But there are many ways to get what you can’t live without; be creative! For example, if the proposed bonus is lower than you’d like but all the company can do at the moment, propose a bonus contingent on improvement in the bottom line.

6. MAKE YOUR VALUE VISIBLE

The people you negotiate with need to realize that they are better off with you on the team. You can have the best skills in the world but it doesn’t matter if you’re the only one who knows it!

You must make your value visible by highlighting your skills and experience as well as the results you’ve delivered in the past and will deliver in the future.

7. THINK STRATEGICALLY, ACT OPPORTUNISTICALLY

Thoughtful planning is a key element in getting successful results. But when the conversation actually gets going, you must be ready to adjust your strategy. Unexpected things happen in negotiations; you have to be prepared for the unexpected. Think ahead about the other person’s possible reactions and how you will respond.

8. IT TAKES TWO TO MAKE AN AGREEMENT

Good agreements satisfy both parties. A problem—even a difficult one—can be worked out when it’s shared. But first the other person has to want to work with you. It’s up to you to provide the incentives. Seek out his or her perspectives and concerns; then make sure that your solutions respond to those concerns.

9. STAY IN CONTROL WITHOUT BEING CONTROLLING

Style is an important part of any negotiator’s effectiveness. You already know that brash or aggressive behavior won’t get you ahead. On the other hand, the way you negotiate when you are negotiating for yourself says a lot about you. You must be authentic and operate within the cultural norms of your organization.

Nobody else will do it for you—you must manage your own career. Stay in control; people will respect you for it.

10. REMEMBER: NO IS JUST THE BEGINNING

Many compensation negotiations get to the point where things like, “I’d like to be able to offer you more but my hands are tied.” To get past that point of inertia, you must step back and take a realistic look at what is possible. You would be surprised how often you can turn around even a seemingly no-win situation if you give yourself some time and the other person some room to maneuver.

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