Employees negotiating his / her salary may often feel a complete lack of bargaining power. It is easy for an employee to feel that an offer made by an employer can not be taken if the employee is empty and can not obtain a reliable threat to quit other work.
However, employees or job seekers can increase their leverage by using the law of human instincts in negotiating salary. One of these laws states that all humans are interested in being recognized as a valuable member of society. The only opportunity recognized as such a member is to show that we are willing to follow the basic norms of society. Failure to comply with these basic norms is to put yourself out of society and is unbearable for most people.
The most basic norm of society is Conflicting norm . According to Wikipedia, the norm of reciprocity is "social expectation that people respond to each other realistically, return profits for profit, respond with either honor or immunity to injury."
The power of this norm can be felt in most negotiating situations. Suppose the buyer and seller are negotiating the price of the car. The seller starts with a bid of $ 24,000. The buyer decides that this offer is unacceptable and will make an opposite bid at $ 15,000. Now the seller lowers his bid to $ 20,000, he will make a concession. In this case, buyers tend to increase their bids to $ 17,000 in most cases. The reason that the buyer feels this tendency is because of the reciprocity norm . This Code currently claims that buyers respond to seller concessions with different concessions.
Since the norm of reciprocity is so powerful it can be utilized in most negotiating situations, even by parties who are otherwise completely lacking in availability. This Code is the most powerful ally for employees or job seekers to negotiate his salary.
The norm of reciprocity works only when it is very clear that an employee makes a concession or gives something to an employer. This can be done in several ways. For example, if an employer has been working for months without paying any compensation, "I really like this job, which is why I spent hours of overtime work. Another way is to start payroll negotiations by making a reasonable but reasonable payment request that can make concessions in the next round.
Due to the reciprocity norm of his toolbox, employees or job seekers who negotiate salary will dramatically increase his control.
EmoticonEmoticon