Negotiation on Shine

Five Reasons Why You Want People to Underestimate You

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In the drive to succeed in our daily lives, the impetus and motivations is geared towards showing ourselves off to the very best effect – appearance, performance, dress, outward symbols of success and the kind of people we hang out with, date and maybe marry – everything is geared towards if you've got it flaunt it! If anything we do so much of these activities that leads many observers, even close friends and family, to develop a significant overestimation of both our success and abilities.

Salary and self-esteem

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From the ForbesWoman Community

The ForbesWoman Community discusses whether a woman's self-esteem plays a role in her salary negotiations and promotions.

Since becoming a CEO, Elizabeth Miles, a co-founder and chief executive of Iken Business Ltd., a legal software company based in Bristol, U.K., has been "shocked to find that (on average) women employees are grateful for pay increases, whereas men expect and demand more. It's as if women can feel less deserving."

The Art Of Haggling

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By Emma Johnson

Why we're reluctant to negotiate and how to get over it.

Americans are loath to haggle. While other cultures expect the price of every tomato and taxi ride to be negotiated, Americans like to stick to numbers on price tags.

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Self-sabotage at work

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By Laura Sinberg

These gaffes can cause women to lose their reputations, promotions and, sometimes, their jobs.

When Marny Lifshen, a 40-year-old Texan and mother of two, began her career as a marketing and PR coordinator at a law firm some 20 years ago, she made a big mistake: not negotiating a fair salary. Her error set a precedent that followed her for nearly two decades.

"To some degree that has limited the amount of money I make today," Lifshen admits. "I didn't have the guts [to ask for more money]. I knew I was worth more."

How to be a smarter negotiator

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Every time I enter a negotiation it feels like the first time. I can rehearse, prepare and strategize, but if I really want something or have any emotional stake in the deal, all the wisdom I think I’ve collected over the years starts jumbling together (For example, “Never start the money conversation,” mushes together with “Name your price first to make sure you’re negotiating from your number, not theirs.”) And if negotiating requires a long waiting game, my impatience gets the best of me as all I want to do is get the deal sealed.

I decided to talk to a pro to see if I could improve my ways, so I rang up Jim Camp whose latest book, “No: The only Negotiating System You Need for Work and Home,” just landed on my desk. Camp is a seasoned negotiator and coach who has trained the FBI on how to negotiate in hostage situations, so I figured low-stakes negotiations like mine would be much easier to manage.

How to negotiate a salary without tipping your hand

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You’ve gotten pretty far in a job discussion. You like them. They like you. And it's getting down to the nitty gritty. Then your prospective employer pops the question you’ve been dreading: “So what are you making now?” (or some variation like, “What were you making in your last position?”) You freeze. You know that answering the question can only hurt you. It might peg you at a salary you feel you’ve outgrown or that you improperly negotiated. And you know that you’re always supposed to let the other person name a price first in any negotiation.

So what do you do?

How to figure out what you're worth

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Ever wonder how much you’d earn if you changed jobs or careers? Curious about what your colleagues make, what your boss makes or what other people doing jobs like yours earn? Now there’s a way to find out. Or at least a way to get awfully close.

4 Mistakes to Avoid If You Lose Your Health Insurance

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Here are four mistakes you want to avoid if you lose your job and your health insurance.

Negotiation: Be deliberate about the process

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Carol Frohlinger, Esq., co-author of Her Place at the Table: A Woman’s Guide to Negotiating Five Key Challenges to Leadership Success and co-Founder of Negotiating Women, Inc. is back with some final negotiation tips for our Seeds for Success finalists.

Three tips for negotiating with Goliath

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Our three Seeds for Success finalists continue to grow their businesses and learn from others in the business community through the mentorship provided by Carolyn Kepcher and FindingWhatMatters. This week we are very pleased to welcome mentor Carol Frohlinger, Esq., co-author of Her Place at the Table: A Woman’s Guide to Negotiating Five Key Challenges to Leadership Success and co-Founder of Negotiating Women, Inc. Here is what Carol had to say about our finalists’ progress: