This is a great, quick tip to remember when talking to anyone about your salary needs. So many make the mistake of framing the salary numbers based on what they personally need, which is the absolute worst approach possible in the personal service business. ALL references to salary and schedule should be offered as a value or benefit to the employer.
You have bills to pay, your rent is going up, and you need more money. We understand—just don’t say it when you negotiate your salary.
According to Lynn Taylor, author of Tame Your Terrible Office Tyrant, “I need” is one of the worst things you can say during a negotiation. She told Business Insider:
“By saying you ‘need’ money for personal reasons, you are, by definition, refuting the concept that your contributions are worthy of a higher salary,” she says.
Remember, you’re asking for fair consideration, not a personal favor. Talking about your “needs” may leave the other party doubting both your value and financial competence.
In any negotiation, the other party wants to make sure they get the best deal. If you can play to that, you’ll have a lot more luck than betting on their sympathy. In other words, you’ll be more convincing if you can focus on what’s in it for them.