How to Get Paid Far More than You Are Worth! by Dr. Gary S. Goodman

Author:Dr. Gary S. Goodman
Language: eng
Format: epub
Publisher: G&D Media
Published: 2019-12-22T16:00:00+00:00

Hitch Your Wagon to a Win-Win Company

There are three kinds of companies: those that will allow to you make significantly above-average money, those that might let it happen, and those that will not do so in any case.

These companies coincide with the three types of arrangements that we fashion as negotiators. These are win-win, win-lose, and lose-lose. I see this in my negotiations all the time.

Some people want the best for themselves, and they don’t mind if others prosper too. In fact they expect it. They belong to the category of persons who see the world of human relations as one of reciprocity. Give-and-take, something for something—these are the agreements and relationships that they endorse. To them, if they hope to prosper, why wouldn’t everyone else want the same?

Isn’t that the way normal people think? It is, but there aren’t that many normal people. I estimate that only 20 percent of the population believe or act as if reciprocity governs the planet.

A full 60 percent see life as a zero-sum game. If they win, someone has to lose. It’s sweet and sour, good and bad. This view is based on scarcity: there isn’t enough to go around. Someone has to draw the short straw. Of course, they don’t want it to be them.

You could wonder about the origins of these personalities. Did some folks not get enough baby formula? Did all of their big brothers and sisters snatch the cookies before they got a bite?

I don’t know, and it doesn’t matter how these people came to be the way they are. They believe there is one loaf, and they want more than half.

The third type of person produces lose-lose outcomes. Their goal is to prevent others from winning. They’re spoilers. They don’t even mind losing themselves. Indeed they probably lose a lot and expect it. They just want to be sure that you do not win.

I knew a bitter college professor who was like this. He wouldn’t prepare his lessons, because he was jealous of his students. He knew that they, with their family connections, were destined for a secure upper-middle-class life, whereas he was doomed to scraping by on the fringes of the lower middle class because he had chosen to teach.

Sure, he could have augmented his earnings by consulting or by teaching summer sessions, but he preferred to wallow in self-pity, bemoaning his fate. He couldn’t see his own destructiveness.

This man took it upon himself to ruin the career of a fellow professor. Knowing the colleague had a drinking problem, the lose-lose fellow decided to disparage the other guy’s credentials. At every meeting, he disparaged him: he was unprepared, had only an outdated master’s degree instead of a doctorate, and so forth.

Within a year or two of this abuse, the vilified colleague died of an apparent heart attack.

Did his tormentor benefit? He did, by becoming chair of the department, but he would have gladly done anything to stymie the other guy. No direct benefit to him was needed to provoke his caustic behavior.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.