Nice people earn less than their mean counterparts, according to the August 15, 2011 Wall Street Journal article, “ Hey, You! Mean People Earn More, Study Finds.” Sure, the vision of the good guy in the white hat may seem romantic, but if you want to earn more money in your career, you need to be a little more disagreeable.
"Do Nice Guys—and Gals—Really Finish Last?"
According to the latest report from researchers, men who measured below average on agreeableness earned about 18% more than nicer guys. Data was collected over a 20-year period from three different surveys and sampled roughly 10,000 workers.
In a separate study, 460 business students acting as human resources managers were asked to select a consultant for a fictional company based on a short description of each candidate. Those less likely to get the job: candidates described as “highly agreeable.”
Being mean, however, isn’t necessarily a benefit. In a paper presented at a recent meeting of the American Psychological Association, 86% of those surveyed reported incivility in their workplace. Researchers noted such behavior can cause high employee turnover.
Ultimately what it comes down to is how agreeable you are. When you think about that, it makes a lot of sense. People who give in – like when it comes time to negotiate salary – are simply too nice or polite or agreeable, so they often lose the fight.
Best Salary Negotiation Tips for Nice Guys
It’s all too apparent that being the nice guy doesn’t always net you what you want or need. This especially can be true when it comes to negotiating a starting salary or asking for a raise. That is why you need to come to the negotiation table prepared.
According to Frances Bolles Haynes and Daniel Porot, authors of 101 Salary Secrets: How to Negotiate Like a Pro, before you ever begin salary negotiations, you need to do your homework and know your worth. They suggest “a great strategy for jobs (other than entry level) is to figure out the impact of your work in terms of the financial contribution you will make and ask for a share of it.” The three ways they say you can do this is by sharing how you will “increase their profits/gains, decrease their costs/expenses, or avoid mistakes/errors.”
Part of knowing your worth is knowing how it translates into dollars. According to career expert Donald Asher, author of 11 books including Who Gets Promoted, Who Doesn't, and Why and the white paper "The Ins and Outs of Salary Negotiations," that means knowing what the market will bear. You can only know this if you do your research. If you have special knowledge or skills that an organization will have a difficult time duplicating, you are in a better position to get top dollar. Don’t be afraid to push back or walk away if the negotiations aren’t netting you what the market says you are worth.
When it comes to starting salary negotiations a big mistake that job seekers make, according to Bolles Haynes and Porot, is being the first to bring up the topic of salary. “There's really no need to talk about salary until all other questions are out of the way and the employer is really (and we mean really) interested in hiring you.” Their take on it is that being the first to bring up salary weakens your position because it makes you look as if money is all that really matters about the job.
Keep in mind whether you’re a job seeker or currently employed, there is more to negotiate for than just salary. Bolles Haynes and Porot note that “negotiation doesn't just involve the salary; there's a whole compensation package - which can include important benefits (insurance, vacation, car, training, etc.) Don't underestimate their value.”
Finally, if you are asking your boss for a salary increase show you’re a true diplomat by giving him time to think it over. Very often he will need to review your request, double check your figures, get further approval or some variation of this. He won’t necessarily be in a position to say “yes” on the spot.
Even good guys can learn to negotiate salary with the right mindset and negotiation tips. “It takes courage to ask for what you want and shows you believe in yourself,” suggests Bolles Haynes and Porot. “And as they say in the ad . . . now that's priceless!”
Sources:
- Asher, Donald. Personal Interview. August 23, 2011.
- Bolles Haynes, Frances and Porot, Daniel. Personal Interview. August 17, 2011.
- Silverman, Rachel Emma. “ Hey, You! Mean People Earn More, Study Finds.“ Wall Street Journal, August 15, 2011. Accessed August 17, 2011.
Deborah S. Hildebrand - Deborah S. Hildebrand is a freelance writer & HR consultant with 20+ years in human resources & a Bachelor's degree in Business.
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