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Let’s face it, negotiations for higher salaries are awkward. They can be overwhelming and cause us to question our own abilities.  It’s not uncommon for us to wonder to ourselves, “Yeah, but am I worth another 8%?”  Ah, but you also have to answer that question by reminding yourself of the contributions you’ve made at your law firm. Remember all of those billable hours you logged?  And what about the new clients you brought in over the past 18 months?  Don’t forget that particularly difficult client you took that no one else wanted. It makes no difference if you’re at an entry level or if you’re anticipating becoming a full partner within the next few years, if you don’t negotiate the salary you deserve, you have no one to blame but yourself. It’s not necessarily about being aggressive, but rather, being assertive and having faith in what you bring to the table.

In Women Don’t Ask: Negotiation and the Gender Divide (Princeton University Press), co-authors Linda Babcock and Sara Laschever say men ask for what they want two to three times more often than women and men are also four times as more likely to approach the partners for negotiations. A. Harrison Barnes, a nationally renowned career coach says you might not get what you ask for initially, but if you don’t ask, you get nothing.  It makes no difference how valuable you are to the law firm, until you put it out there, it may be your talents go unnoticed for far longer than you realize.

Another tip A. Harrison Barnes recommends, “Consider it less of a negotiation between two people, and more of a conversation with the goal of a compromise.”   Be sure to make your objectives clear, too.  In a recession, those who receive 12% or more are rare.  If you’re looking for anything more than about 10%, you might want to shelve your negotiations for a few months to see if the economy improves.  That said, those law firms that have not felt so many of the repercussions of a declining economy might be operating from a “business as usual” stance; in that case, you might wish to pursue your negotiations anyway.

Remember, too, part of a compromise might include options you hadn’t considered.  For instance, your 11% salary increase you’re hoping for might be countered with a 9.5% raise, with an annual bonus.  It’s worth considering.  Once you’ve found that “happy medium” with the law firm, be sure to get it in writing.  It’s just good business in any employment scenario.  Finally, if your negotiations fell short of what your bottom line was, consider asking for the opportunity to review again in six months.  You may be able to further negotiate a bigger salary increase or perhaps a bigger bonus.

Often, many lawyers realize they’ll never be able to achieve the financial success they’d hoped for in their current employment. This is when LawCrossing.com can help. Founded by A. Harrison Barnes, also an attorney, this is your one source for access to more jobs in the legal profession than any other. For more tips on negotiating a raise or if you just want to ensure your resume is the best it can be, consider LawCrossing.com.

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