The Negotiation Mindset

Think Bigger, Earn Bigger

If you’ve ever felt underpaid, overlooked, or stuck in your career, it’s not just about your skills or the market—it’s about your mindset.

Here’s the uncomfortable truth:

You don’t get paid what you’re worth; you get paid what you negotiate.

Let that sink in.

The most talented people don’t always make the most money. Why?

Because they’re waiting for someone else to recognize their value instead of owning it. It’s time to stop waiting.

Here’s how to reframe your thinking and take control of your earning potential.

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1️⃣ Believe Your Skills Deserve Top Dollar

Ever heard someone say, “I don’t think I’m qualified” or “I’m not ready for that promotion”? It’s giving imposter syndrome.

The truth is, you’re probably underestimating the value you already bring to the table. Your skills, experience, and knowledge are assets. If you don’t see them as such, why would anyone else?

Mindset shift: Confidence pays. Literally. People will pay more for someone who shows up with conviction—even if they’re still learning—than for someone who’s hesitant, even if they’re technically perfect.

Case Study: Robert Downey Jr.
Before he became Iron Man, Robert Downey Jr. was seen as a risky bet in Hollywood. His career had stalled, and major studios were hesitant to work with him.

Instead of accepting lowball offers, Downey bet on himself. He insisted on being paid what he believed he was worth, even though it meant taking smaller roles to prove his value.

His turning point came with Iron Man. Marvel initially offered him a modest paycheck, but Downey negotiated a deal that included backend profits based on the film's success. That decision not only revived his career but also made him one of the highest-paid actors in Hollywood.

The lesson? Knowing your value—and not settling for less—can transform your earning potential.

Practical tip: Start tracking your wins. Big or small, document every project, metric, or accomplishment. When you see it all laid out, it becomes harder to ignore your value—and easier to advocate for it.

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2️⃣ Invest in Growth

Let’s talk about that course, certification, or training you keep putting off because you’re “too busy.” Here’s the harsh reality: Staying busy with the status quo is costing you.

When you’re afraid to invest in yourself—your time, your money, your energy—you stay stuck. The people climbing the ladder and negotiating six-figure salaries? They’re the ones who make growth a priority.

Mindset shift: You are your greatest investment. Every skill you build today adds to your earning potential tomorrow.

Practical tip: Stop overthinking and start acting. Pick one growth opportunity you’ve been avoiding and commit. Whether it’s a short course on negotiation, a LinkedIn Learning class on leadership, or attending a networking event, make it happen this month.

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3️⃣ Stop Underselling Yourself

Here’s where it gets real: If you keep settling for less, you’re training people to undervalue you.

When you accept a salary or rate below your worth, you’re not just losing money—you’re signaling that this is what you’re willing to accept. Employers, clients, and colleagues take cues from how you present yourself. If you don’t treat your time, skills, and expertise as premium, no one else will.

Mindset shift: Your work is not a bargain. It’s a premium offering. Treat it as such.

Practical tip: Practice saying “no” to lowball offers. Whether it’s a salary negotiation, a freelance project, or a job opportunity, remind yourself: every “no” to undervaluing is a “yes” to your future self.

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Are You Leaving Money on the Table?

The only thing standing between you and a bigger paycheck isn’t your boss, your industry, or the economy.

It’s the belief that your value is dictated by someone else.

The moment you shift that belief—from I hope they see my worth to I’ll make them see it—is the moment you start cashing bigger checks.

So, ask yourself:

• Are you advocating for your skills or letting them go unnoticed?

• Are you investing in your growth or letting “busy” be your excuse?

• Are you presenting yourself as a premium professional or a clearance rack option?

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Take Action Today

Here’s your challenge:

• Write down one skill you excel at that deserves top dollar.

• Identify one growth opportunity you’ll commit to this month.

• Decide one way you’ll stop underselling yourself—whether it’s asking for a raise, increasing your rates, or saying no to undervaluing opportunities.

💡 Remember: Your paycheck is only as big as your belief in your value.

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