Busting Myths About Salary Negotiations with Kelli Thompson

Self-Worth

Understanding the psychology of self-worth is crucial in salary negotiations. Kelli Thompson emphasizes the importance of internal work to combat feelings of unqualification. She encourages clients to identify evidence of their qualifications, such as past achievements, to build confidence.

My brain thinks I'm not qualified. That doesn't feel good, and I don't feel good. I don't take action. But here's all this evidence. Yeah, I actually am qualified.

--- Kelli Thompson

By focusing on positive evidence, individuals can align their feelings with their true capabilities, enabling them to ask for what they're worth 1.

   

Negotiation

Normalizing negotiation involves understanding common psychological barriers. Kwame Christian discusses the IKEA effect, where involvement in a process increases commitment, and applies it to negotiation. By engaging individuals in the negotiation process, they become more invested and confident in their decisions.

Collaboration builds commitment, so the more involved in the process they are, the more bought in they are.

--- Kwame Christian

Recognizing and naming psychological concerns, such as cognitive distortions, can help dismantle fears and make negotiation more approachable 2 3.