What's Your Talent Worth
By Jamie McClintock© Pasadena Star-News Tuesday, December 09, 2003
Just the thought of salary negotiations may be enough to make some people cringe. But people can work to overcome their anxiety via some self-evaluation, according to one local career counseling expert.
"Sometimes we confuse our own personal value and sense of ourselves with how much money we make,' said Gail Schaper-Gordon, owner of and business psychologist at
Win-Win Workplace Solutions , a Pasadena-based organizational consulting and executive coaching firm.
"If you have a hard time talking with someone about money, then (you should) probably take a look at how you feel about yourself in relation to money,' she said.
She suggests that employees who wish to negotiate their salaries focus on the worth of the job - and what benefit their work brings to their employers.
Women At Work , a job and career resource center in Pasadena, holds quarterly workshops focused on negotiating salaries and raises.
Negotiation efforts can sometimes result in a bigger paycheck. They may also help an employee keep up with colleagues who are also seeking raises, said Virginia Manley, Women At Work's director of counseling.
Asking for a raise, even if it falls between company-scheduled reviews, gives an employee the opportunity to tell a supervisor about his or her accomplishments - and potential for more, she said, adding an employee can also ask to be considered for promotion opportunities.
She said employees should leave a written record of their achievements with their bosses at the end of the discussion.
"It really increases professional respect when you have a high value on your own abilities, and asking that the accomplishments be recognized financially shows that kind of confidence,' Manley said. "Whether you actually receive a raise at that time or not, it strengthens the employer's image of your worth.'
Potential employees, she said, hold the most negotiating power between the time a job is offered and it is accepted.
"They've decided they want you and you have not yet said yes,' Manley said.
If the potential employee's desired salary cannot be paid, Manley said, he or she can try to negotiate for an early salary review.
In both negotiation processes, a current or potential employee should "take a very positive and cooperative position.'
Most white-collar employers have in place some sort of regular performance evaluation and compensation system, according to Gary Kaplan, president of
Gary Kaplan & Associates , an executive search firm in Pasadena.
Kaplan advises against negotiating for pay raises between regularly scheduled reviews unless the employee feels his or her salary is not in sync with that of peers.
But, he said, "some line executives are less conscientious of paying attention to timelines.'
If that happens, Kaplan said it is appropriate to "nudge your (direct) supervisor or your contact in human resources and sort of query them about what's happening.'
