Probably each of us sooner or later ask themselves the question: what do I stand? Sometimes, this question falls under the category of meaning in life and metaphorically asks: Should I have a rich abilities and accomplishments, personality? But more often it is prosaic meaning and a literal answer. We wonder what we can expect a salary for what we sell in the labor market due time, force, energy, creativity. As jokes Fomenko: "If the girl knows his own worth, then it more than once, it's called!"
There are different ways to evaluate it. For example, recruitment agencies operate almost formulas, which, conditionally speaking, education is multiplied by the experience, and then introduced into the environment or the degree of success divided by the market trends. The response is more or less objective, or, in other words, average.
However, because the average and median, which implies the existence of greater and lesser salaries to specialists about equal qualifications. From which it depends? From industry, sex, age, or whether someone simply lucky?
The point is that besides an objective, impersonal methods of recruitment agencies there are psychological mechanisms that determine our value in this market. And for all equal, someone managed to significantly improve her.
There is such an anecdote. A man in a bazaar sells rooster. "How much cock?" - Ask the buyers. "10 thousand rubles", - responsible people. "Why so expensive? What the cock is something special? - No, just a money needed ".
That is, the people, at least, was honest. He did not rely on marketing research, and immediately announced their needs. The most ridiculous that there are people who are living this way and act: "I now need to get my income per month was one thousand dollars. Or two, or three. I'll go look-ka, I work, which I will provide a revenue ". And because they are! With its long experience of working with people I know that there are very strange, weird minds circumstances when a person actually paid the money.
A number may be a better fit specialist, is much more professional - but working for much less money. And it would be nasty to squirt, and wondered why it is so you can not. Why is this subject? A simple, one way or another, we all vendors that sell themselves, imposing their own price.
Once I talked with the head of the department a large company. They are looking for a coach, find, and rejoiced as the head, were very successful: the girl asked for exactly three times smaller than it going to propose to the company. "We are so pleased - with relief confessed my interlocutor - that we have so many years успеем it worked, before the reach the rate". But in another place I heard the opposite: "we have a small budget, but people like us so that we are ready to go to increase his salary in two to three times".
Let's play that's what the game. Try saying: "I want to receive for their work in a month ..." and call number. And imagine the scale, as in the thermometer or as a speedometer. The scale - your chance to pay. At the bottom - the lowest rate for which you're willing to work with. There may in fact be other circumstances that attracted you to the post, not just money. For example, a very interesting team of creative work (let's say you - enthusiastic restorer and artist, researcher, or an aspiring doctor, who needs the practice). Nevertheless, you still will not go to work at all without a salary, that is, there is a minimum, you are ready to be satisfied. A top, respectively - the largest salary that you want to get in a month. Many will say: Is it possible to call a specific number, the more the better. But do not rush, the upper limit is still there. And if only you try to play psychologically with their domestic screen, we found that the top, at some level to start changing the sharpness, color. That is, to some extent the figures are real, then that reality blurred and elusive. And very often the man who calls his price, do not hesitate, take a number of medium-range order, which he used to. For example, if a man who used to receive one thousand dollars, to ask what he wants, he will likely ask the 1200, 1500 ... Mr. maximum 1800! Go figure for 2000 requires a certain voltage. 3000 - this is the limit. A 4000 general seem somewhat unrealistic.
But all subconscious signals are read. What we have in the head - that affects our behavior. If the wage in 4000 dollars seems unrealistic to you - it was you and not think to offer. Now, many appeared to experience in the Turkish or Egyptian bazaars. Everyone knows: the initial prices are very inflated, and if the bargain, you can buy the thing twice and even three times cheaper. But where do you know when you can continue to bring down the price further, and when it can no longer be? Because it is in some way marked by the conduct of the seller. The same thing is happening to us and the labor market. Maybe he did not touch much, but the employer-buyer is also not mind paying less for quality goods.
And if you're interested, as you in terms of eyes, behavior, body language, your printed inner scale, then stand in front of a camera or in front of the mirror and say: "I am ready to work for $ 100. Or, for the 300 ". Then continued: "I agree to work only for 800. For 1000. For 2000 ". Note at what point do you cease to believe in himself. As an employer, bargaining, will offer to reset the price in half - and look at your reaction. But do not rush to train and control the expression of facial expressions eye. To appear outwardly confident - we have inside to be sure. How can I do? How to convince yourself that you stand more? Thanks to this, it transforms our scale?
Alignment with classmates, or the paradoxes of "pay up"
Method number 1. Objective. It should begin to expand the borders of reality. The study of advertisements in publications on employment and on similar sites on the Internet shows that there are suggestions for when your job is offered more money. For example, you always get fifteen hundred, but here such a specialist are looking for three, in different places. This is the reality. Prior to that, to take a specific job is far, but maybe that is already one of the knowledge of your schedule will change slightly. As a rule would figure 2,5-3 thousands, and opened the following horizons.
To further elaborate this figure, one can study and analyze the market itself, but you can contact the recruitment agency consultant, who is directly involved in the evaluation of staff. For that how to pay and what you needed for that skill? Maybe you do not have the English language, then you either learn it or see how much it cost without the English. Or do you have to go on courses to help you get desperate and successful to date, specialization. That is, do you feel about the job with higher wages as a business and, conditionally speaking, an agent for the sale itself.
Sometimes, if you can not own "appoint a price", but is a professional interest, you will name a specific figure hedhanter. However, if you sit quietly, do not sell samopiarom, and no one knows about your existence - do not expect that hedhantery come for you and a white horse uvezut you to another company. 'll Still find out all by yourself.
Method number 2. Friendly-evaluation. It refers rather to the sphere of human relations. His logic is: "I am about as much as my colleagues are some of my skills and my level of education, about my age. For example, my fellow students. If they receive so much, probably, and I so much needed ". Plus, this method is that it can be very hard to raise the bar. Suppose you say: "Well, even if such Loh as Петька receives for his writings such money, then I have something in accordance with his intelligence and experience (which I estimated at about two times higher) can safely multiply his salary by a factor of 1,7 ". But do not rush! We are not here to keep in mind that Петька is very maybe selling is not their writings. It is possible that it will sell its communications, its relations, which we do not know if he was sleeping with the boss's daughter, maybe he has lots of other competencies, and for which he paid. For example, the manager, coming to a new work for its clients, it is much more expensive than its counterpart without customers. Nevertheless, one well has that self-esteem has finally been moved in our favor, and we start things out. We start to want more, not just to want, and want, and understand that this is real.
On the other hand, the "eyes at classmates" is negative. The point is that the circle of our friends are usually quite long. For example, there are journalists, who receive $ 300 a month, and believe that it is okay, but there are those who receive 30 thousand, and also believe that it is normal. As happens? And there is just one circle, where one level of needs, but there is another circle, which drive on other machines, rest in other places and eat at other restaurants. Therefore, we can stay in the circle of people with whom you communicate a thousand years. And you can start to get acquainted, to seek contact with people who are paid by an order of magnitude higher than you. Try to enter into this circle. Maybe you feel marasmus throwing a cup of coffee for $ 20, but if you talk to these people and see how they think, their psychology, their customers, you will find that nothing is impossible is to occupy the same position and get the same salary. This is really for you. You will understand, perhaps you can pay more. They are, incidentally, are you happy with your show those qualities - "selling", in the best sense of the word! - Which can take longer.
At the job sites on the Internet there are "zarplatomery", very popular among visitors who want to assess the current level of their skills and realize they overcharged or underpaid employer. One, my client, PR-manager, for the sake of interest it has introduced its information - education, experience and skills. "Zarplatomer" counted to 750 dollars. Then she thought, thought, and once again put the data - not the same! - But the position of PR-director. At this time "zarplatomer" 1700 already gave her.
I remember very well how my life has such a strong turnaround. I thought that $ 100 per training day - that is a lot of money. Just thought all my colleagues, with whom I then communicated. We thought it is normal that psychologists - poor, poor. And I purposely moved to another area, became engaged in the business courses, because it was confident that I can use to find his talent, his knowledge, his energy, which may be quite different paid. That I had not only for the sake of money, but also for self-evaluation. Remember, the Carroll: "Alice, you turned this tale"? Maybe you've already grown out of this post, maybe it's time to tell your employer - you are not kings and queens do not, but simply a deck of cards? And to go further.
Finally, a way to number 3. It is subjective. At the time, we with my friend and colleague, Sergei Verevkin questioned - but is it possible to get a vital change, working only with the internal representations of man's own cost. Unbelievable but true: the study and the experiences of the participants of our training sessions for nearly seven years has shown that this method will inevitably lead to the desired result! To some this may seem magic or metaphysics, but actually work with the resources of their own subconscious leads to a fantastic change in your life. There are people who believe that the message material, and the entire Universe responds to changes in your thoughts.
God is with her, with the reality at this time. Let's try to work with the scale. You can imagine starting to shift. If this tape - you can start to gradually stretch it, make a sharp upper boundary, to raise the bottom, remove the middle. One, my client has done in the course including the exercise. Makes it easy because everything did. In the scale of its normal monthly wage was 500 dollars, and she did not believe it can make a difference. But in the game why not try to increase it by half? And she has become a norm of 1000 - as the upper limit was 1900. Then she laughed and - forgot about it, do not attach importance.
Two months later suddenly rings, and said that she called in another publication. And, in a qualitatively different, where the minimum wage - $ 500 per article. "I am - said - now I do not know what to do, because I have a border - 1900, and there is much more, let us refine".
In fact, no metaphysics. Previously, she simply would not hear of this proposal, would have laughed, missed by the ear, decided that it was not for her. What is unreal. When we allow ourselves to expand the internal borders, we begin to hear such suggestions. And by the way, when we interviewed are very rich people, businessmen, merchants, they were told that the upper bounds for them are not that does not exist, but it is under their control. It is for real.
When you go for an interview, does not prevent pre-draw a picture - you are. One client says: "I am so nervous! It will present itself, what a great company - and I, this bukashechka ... ". A side view: "comes to our people, nuuu, a nondescript and insignificant!" While in fact it is not related to weight. This can be a healthy guy, but his head is plunged into the shoulders. Very good, this time shown in the film "Wild Orchid". The girl from the province is arranged to work in big and that it speaks three languages and said hesitantly, as if to justify. Purely so people itself is smaller than the place where he came. And sometimes vice versa. A man comes to the type: I am such a big, steep, and you are so small. That is, this man went down the mountain (though he might, and the increase is small). And he has a chance to convince the all sell very well, and a chance to look too good for the company. He could say: "You are very qualified, our company is not such a potyanet, we need something simpler". And people are not happy that so himself "razdul", but back on their word will not go. " And sometimes, when you and they seem about as equal partners. And even if we do not know what the budget in the post, but if we are in the position of "equal to", we can subconsciously calculate this figure.
A umische where denu?
... One of my friend really need money. She managed projects in the advertising agency for 1500 dollars, but that it was not enough, and she began to seek another job with a wage no less than 2000. As a result, has found. But not for the advertising agency, a deputy director of the Department of Regional Development of a large trading company. When after some time we met, she explained that the work, in general, normal, apart from the fact that almost every week she had to fly on business trips, on which she was very tired. Well, of course, to her more familiar to the creative chaos and avralam before handing the projects had to accept the status change: "When I was greeted with afternoon trade worker, I cried!"
Question "How much do I stand?" Is always the question "what I sell for the money?" And it always have to ask yourself. For 2000, I was ready to go on business trips, but for 1200 - no. And for 4000, I have agreed to work on weekends. And 6000 will be even with them to carry bales and boxes. Another, my friend, which has always been a supporter of Free-Lance, said: "If you sell your freedom, then a lot of money". And when she made the proposal, which, as they say, she could not refuse, she went to work in the office from nine to eight in very hard mode.
What I am prepared to set aside for the salary? Maybe, I get 200 dollars for the fact that once a month I come to work, all smiling, all drink tea and leave. This is a very good salary for a job! And who does not agree to receive and 10 000 for it to completely change their way of life, to leave the position of intelligence, where personal liberty is not at all.
And so it is necessary to devote the time - it does not matter, do you now work or not! - Just to understand what you need. Divide the sheet into two columns, and your scale match even with the fact that for the money you are ready to do. Are travel to the other end of town with three changes? How much time are willing to work? What you need to output? For someone to walk in a suit has already been evaluated in a large amount of money, and another will say: "Yes, without that, I went to work the machine? It will be very costly! "You need to always accommodate itself to the workload and scope of responsibility. As far as the work affects personality, emotions? Mechanical she or creative? Does she liability or responsibility for other people, leadership, management? That is, for the same 1500 dollars may be quite different work. And when the sake of a good salary, you also have many to do, do not complain - it was a choice.
But another common situation. The man made a brilliant career, but for various reasons - do not fit into the team's new boss, or a reorganization took place with the merger-absorption - and he hinted that he left himself. His education, experience, a wonderful summary of an impressive row "professional achievement" and excellent communication. Initially, the question of future employment seems particularly do not care, but when he proceeds to direct the search for the post, it waits for the unpleasant discovery that the top managers - "piece-goods". And to find work for 800 dollars a month is much easier and faster than its earlier 3000. Inevitably, the question arises: what should I do? Does lowering the bar, raise it, or wait? Why someone leaving with previous work, said that only comes from good to better, and the next salary will be that 3000, not less than 3200-3500? And somebody said - so it does not matter, I need the money now so that I was ready for less work.
Part of the answer will lie in the same of your scale. If your schedule allows you to feel good at 800, but you need to work not only because of the money, but also to ensure that you have been employed to avoid pilili close or not to lose the skills, why not? You can accept the compromise proposal, continuing to look important. But if your salary is the only source of self-evaluation, if the "I" well "as I stand", if "my salary" nor "my quality", if you install it, then do not go down. Then this sad joke about you: "first, lowering wages, then drink, then the total degradation".
Lower wages may go to a destructive: "Who are you and who am I?" It is, incidentally, with the Muscovites, moved to regions where the level of life, while others pay. And it can, and constructive. As an illustration, bring a story widely known in the training: One shoe company sent a representative to Africa to sell shoes. And then came the telegram: "All gone! Here, no one has shoes! "Then the company sent there by another representative, who also sends a message:" All is well! We were lucky: there is still no one has shoes! "
And if you consider a new salary as some new opportunities, there is no doubt, the quality of your business anyway probyut their way. This is a very popular subject, both in literature and in real life: people come first at the lowest position, then very quickly starts to move, then taking off - and it grows before whom he must be the objective of their skills, talents and abilities. Also, there is, on the contrary, many works on how people try to hide what he is intelligent, highly educated and talented, and as it turns out it is bad. As in the anecdote about the janitor. "Why psihbolnitse in your yard so similar to Karl Marx? We need to urgently do something, and then to the Commission, we would be back soon ". Yard and say: "You look a lot like Karl Marx, as the bad out, sbreyte please beard!" A janitor is responsible: "beard-you can sbrit and umische where denu?"
And if people rely entirely on themselves, if they focus, if its domestic scale built these 3000 (or 5000 or 10000), I am sure he will. But it is the opposite. The man thinks: "My dream still find my own!" And while this is far from sure, and because bezvolen bezdeyatelen, and its domestic scale of himself with all candor shows quite different figures. He may even begin to actively seek, but in the end tell me: "'s much easier to find jobs for 800 than for 3000!" And will be 800, considering it "ceiling" its capabilities. In any case, we all have exactly what we have written in his head. And so I, as a psychologist and a coach to say - paying attention to this information in mind, we can greatly expand the horizons, if we just at least acknowledge that this is our best and we will answer for it.
And, possibly, the reality is we still do not meet each other, but if present the current state of affairs, only as one of the stages of your golden stairway to heaven, it is possible to further business opportunities zasiyaet to you in a new way! After all, in your hands a whole bunch of keys from the gates of success!
Tatiana Muzhitskaya,
Trainer of NLP,
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