Key Questions for Salary Negotiation Success

Key Concepts:

• Defining Success (KPIs, KPMs, Counters, Numbers)
• Identifying Obstacles
• Quantifying Value (Dollars, Cents, Intangibles)
• Expectation Management

1. Defining Success: The Foundation

The initial and crucial step is to clearly define what "success" looks like for a given task or role. This definition must be specific and measurable, using Key Performance Indicators (KPIs), Key Performance Metrics (KPMs), counters, or numerical targets. The speaker emphasizes the absolute necessity of understanding these expectations. Without a clear definition of success, it's impossible to know if the job's expectations are achievable.

Example: Instead of a vague goal like "improve customer satisfaction," a specific KPI would be "increase the customer satisfaction score from 7 to 8.5 within the next quarter."

2. Identifying Obstacles: Addressing the "What's Standing in Our Way?"

The second key question focuses on identifying the specific problems or issues that are currently preventing the achievement of the defined success. This involves a proactive assessment of potential roadblocks and challenges. The speaker highlights the importance of understanding these obstacles before committing to the task.

3. Quantifying Value: The "Dollars, Cents, and Intangibles"

The final question centers on quantifying the value that will be generated upon successfully overcoming the identified obstacles and achieving the defined success. This quantification should include both tangible benefits (dollars and cents) and intangible benefits.

Example: Tangible benefits might include increased revenue, reduced costs, or improved efficiency. Intangible benefits could include improved brand reputation, increased employee morale, or enhanced customer loyalty.

4. The Importance of Knowing the Three Questions

The speaker emphasizes that understanding these three questions is essential for several reasons:

• Expectation Management: Knowing what success looks like allows for realistic expectation setting.
• Achievability Assessment: Understanding the obstacles allows for an assessment of whether the defined success is actually achievable.
• Value Proposition: Quantifying the value allows for a clear understanding of the return on investment (ROI) for the effort.

5. Consequences of Not Knowing

The speaker warns that failing to understand these three questions can lead to negative consequences, including potential job loss. If the expectations are not achievable, or if the value proposition is not clear, the individual is likely to fail and face negative repercussions.

6. Synthesis/Conclusion

The core message is that before undertaking any task or role, it's crucial to define success with specific metrics, identify potential obstacles, and quantify the value of achieving that success. This proactive approach allows for realistic expectation management, achievability assessment, and a clear understanding of the return on investment. Failure to address these three questions can lead to negative consequences.