Assertive Behavior Is Key To Securing Your Salary

Negotiating for a better salary and compensation package is the one area of job searching that most people do not practice. In fact, the majority of job seekers have little or no experience with effective negotiating behaviors. Successful negotiations require research, planning and above all, appropriately assertive behavior.

What is assertive behavior?

Some people confuse assertive behavior with aggressive behavior, but they are two entirely different things. Aggressive behavior is dominating and focuses on "winning" a situation by "defeating" someone else. Assertive behavior, on the other hand, is all about standing up for yourself in a way that is honest, respectful and focused on creating a positive outcome for all parties involved. When you are assertive, you state your wants and needs in a way that is not demanding, whining or otherwise inappropriate.

Barriers to being assertive

There are a number of barriers to being assertive, most of which are self-imposed. Assertiveness comes naturally to some people, but for most others it is a learned skill that requires practice. Some of the barriers that might prevent a person from exhibiting assertive behavior include:

• Fear of rejection
• Inexperience
• Lack of confidence
• Belief that it won't do any good

Experts agree that in the world of business it is not unusual for women and minorities to have a more difficult time being assertive than men. There are many reasons why this might be the case, but the bottom line is that anyone can learn effective assertive behavior.

One of the best ways to learn assertive behavior is to seek out training and learning opportunities. These may take the form of seminars or workshops, or developing a mentor relationship with another more experienced peer or colleague. This type of relationship can be an especially effective way to develop your skills and learn from someone else who has the benefit of experience.

Preparation, practice and presentation

If you are going to be assertive during salary negotiations, you must prepare and practice ahead of time. This means researching and developing strong statements to communicate your reasons for wanting to alter the original job offer. You should also practice these statements in advance; either in front of a mirror or preferably with a trusted friend or colleague whom will role-play with you. You should also anticipate and practice responses to likely questions or objections.

Be specific

Assertive salary negotiations require you to be specific and clear about your counter proposal. Do not state your requests in general terms, but instead give an unambiguous presentation that leaves no doubt in the employer's mind about your requests. Be careful, though, that your specific requests do not turn into what seems like a "laundry list" of demands. This will only hurt your chances of success and leave the employer feeling backed into a corner and reluctant to budge.

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