Negotiating Your Worth: Florence Divet ☀️’s Strategy to Command Higher Salaries

In a recent LinkedIn post, Florence Divet ☀️ offers a strategic framework for salary negotiations, urging professionals to shift their mindset from one of scarcity to one of deservingness. The post challenges common approaches to negotiation, labeling them as “gambling” rather than strategic dialogue, and outlines a four-step process designed to help individuals secure the compensation they truly merit.

Florence Divet ☀️ begins by emphasizing the critical importance of preparation, stating:

“Stop negotiating like you’re lucky to be here. Start negotiating like you belong.”

This foundational advice sets the tone for the entire discussion, advocating for a confident approach rooted in self-worth and preparation.

The Four Pillars of Effective Salary Negotiation

Florence Divet ☀️ breaks down the negotiation process into four distinct phases, each with actionable steps:

Step 1: Laying the Groundwork Before the Conversation

According to Florence Divet ☀️, the negotiation process commences long before any offer is made or discussed. “Negotiation starts before the interview, not after the offer,” the post highlights. This phase involves thorough research and defining key financial parameters. Florence Divet ☀️ advises professionals to:

• Determine three crucial numbers: their ideal salary, a realistic target, and their absolute walk-away point.
• Prepare 3-5 concrete examples demonstrating the Return on Investment (ROI) they bring to a company, backed by quantifiable achievements. Florence Divet ☀️ illustrates this with examples like, “Last year, I led a project that saved €300K” or “Closed €1.2M in new business.” These numbers, as Florence Divet ☀️ points out, “anchor your value before you even enter the room.”

Step 2: Navigating the Interview Stage

When faced with the common question about salary expectations, Florence Divet ☀️ suggests a strategic redirection. Instead of providing an immediate figure, professionals should respond with, “Before sharing a number, I’d love to understand the budgeted range for this role.” This tactic, Florence Divet ☀️ explains, serves a dual purpose: it prevents premature self-anchoring at a potentially low figure and prompts the employer to disclose their budget first. When finally discussing numbers, Florence Divet ☀️ advocates for framing the figure around value, not personal need, such as: “Based on my impact in similar roles, €95K feels aligned.” This approach, she notes, relies on “just facts” rather than lengthy justifications.

“When they ask, “What’s your salary expectation?” Don’t play their game. Flip it… You’ve just done two things: 1) Avoided anchoring yourself too low 2) Made them reveal their cards first.”

Step 3: Responding to the Job Offer

Florence Divet ☀️ addresses the critical moment when an offer is presented, cautioning against immediate acceptance. The recommended approach involves a pause, a positive affirmation, and a request for reconsideration. “I’m excited about this role. Based on my research and track record, I was expecting something closer to €X. Is there flexibility?” Florence Divet ☀️ suggests. Crucially, she advises to “shut up” afterward, allowing the ensuing silence to prompt the employer. This silence, Florence Divet ☀️ explains, is a powerful tool rooted in neuroscience, often leading to a better offer as individuals feel compelled to fill the void. If the base salary is indeed fixed, Florence Divet ☀️ recommends exploring alternative compensation avenues, such as bonuses, equity, or benefits.

Step 4: The Guiding Principle

The overarching philosophy, Florence Divet ☀️ emphasizes, is to “Negotiate like you already belong there. Because you do.” The objective, she clarifies, is not confrontation but alignment, demonstrating value rather than asking for a favor. Florence Divet ☀️ concludes by urging readers to internalize these strategies, noting that “Your next negotiation could change your next decade.” She shares a personal anecdote about her own experience trying this approach, which resulted in a 15% offer increase and a profound shift in her self-perception.