You Don’t Deserve What You Ask For —
Posted on April 28, 2014 by TNS Consulting Team (via Scott Spayd)
You Deserve What You Negotiate
My friend, Alan Geng, who emigrated from China, once told me, “We have a saying, ‘You don’t deserve what you ask for, you deserve what you negotiate.’” This was one of many sayings from Alan, which I started a file folder called, “Alan Geng’s Wise Sayings.”
Oftentimes it takes me quite a while for some things to sink in. At the time Alan told me that, I probably thought, “Oh there he goes again, with those old Chinese sayings. What the heck is he talking about now?”
One day, the saying dawned on me when thinking about asking my boss for a raise. I’ve held out my hand before for more money, and walked away rather embarrassed—and empty handed. I felt I deserved more money because I go above and beyond my job description, but that won’t cut the mustard in the eyes of the boss. Therefore, that saying finally made sense to me. I just couldn’t simple ask for a raise, I had to prove I deserved it by negotiating. And how does one negotiate more earnings?
First of all, the word, “negotiate” means to deal or bargain with another or others, as in the preparation of a treaty or contract. So, the definition itself provokes my thoughts. You have to show how you have saved the company money in dollars and how you intend to move forward saving more money. When a company asks you what goals you have for the year at review time, this is your moment to really shine, boast your accolades, and tell your boss exactly how you intend to fulfill those goals. One obvious choice might be to get more education under your belt. There are plenty of online courses and weekend sessions.
If you are a graphic designer and want the title of Senior Art Director. What must you do to achieve the director status and thereby garnering more earnings? What are art directors responsible for? Do a little research and from there, you will be able to formulate a list of what it will take to achieve this goal. Then get busy and do whatever it takes to get there. Perhaps a course in management as well as business development and/or marketing are in order. Sign up for the classes anyway! Take those baby steps to reality.
The negotiation in this case is, if you take coursework or more training, you will be able to negotiate your position. Therefore, you will deserve what you negotiate when trying to better your position rather than simply just asking for it.