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How to Negotiate the Salary Using the Power of the Norm of Reciprocity
When an employee negotiates his salary, he often feels powerless to negotiate. If the employee is in need of other jobs, and therefore cannot threaten to quit or take another job, it is easy to think that what the employer is offering is to take or quit something that the employee has no influence on.
An employee or job seeker can take advantage of human rights law to increase their leverage in wage negotiations. One of these laws states that every person has an interest in being recognized as a worthy person in society. The only chance to be recognized as such a member is to show that one is willing to follow the norms of society. To not follow these basic principles is to put yourself outside of society, a situation that many people cannot bear.
The most important human habit is the culture of reciprocity. According to Wikipedia, reciprocity is “the human expectation that people will respond to one another – to return benefits, and to respond with indifference or aversion to harm.”
This power of habit can be felt in many conversations. Imagine a buyer and a seller arguing over the price of a car. The seller starts with a bid of $24,000. The buyer finds this unacceptable and makes a $15,000 deposit. Now, the seller lowers the price to $20,000, for example, he accepts. In this case, the buyer often feels that he wants to increase his money, maybe up to $ 17,000. The reason why the buyer can feel this is because of the existence of the same culture. This practice now requires the buyer to respond to the seller’s permission with another permission.
The tendency to reciprocate is so strong that it can be taken advantage of in any business situation, even by the less powerful party. This practice is very useful for an employee or job seeker to negotiate their salary – if it is copied correctly.
The practice of restitution will work if it is clear that the employee has given permission or given something to the employer. This can be done in a number of ways. For example, if the boss works long hours for months without any pay, he can say “I really like this job. That’s why I put in the extra hours here. I get compensated for my hard work at this company.” Another option is to start the salary negotiation by making a general but reasonable interest rate, which can be adjusted in the next session.
With the nature of reciprocity in his toolbox, an employee or job seeker negotiating his salary will be greatly enhanced.
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