The Key to Negotiating with Power About Money

I recently had the great privilege of interviewing Maggie Baker, Ph.D., psychologist and author of Crazy About Money.  Our call, entitled Negotiating with Power (part of a series on Preparing for Divorce), dove in deep to explore how our personal money stories affect our negotiating power and our lives. Whether you are creating a divorce settlement agreement, negotiating a salary increase, bargaining for a new house, or navigating money conversations with your spouse, understanding your money script is critical to gaining strength and confidence.

What is a ‘Money Script?’

Simply put, your ‘Money Script’ is your money story – what your mind tells you at the subconscious level about what money symbolizes for you. These stories begin developing early in life at home. Regardless of how much money you had growing up, your script was informed Negotiating with Powerby the ways in which people around you interacted with and related to money. If you lived in the ‘land of lack,’ where people always perceived there was not enough, this affected the story you created around money. If you lived in an environment where money was a means of control, then this affected your story around money. For a quick example:  If you grew up in an environment of ‘lack,’ while you may want to have more money, your fear around not having enough may cause you to make choices around money that perpetuate powerlessness rather than strength. No matter how much money someone has, everyone has a money script because everyone interacts with money. Understanding what story your mind tells you about money is critical to developing a relationship with money that is aligned with what you most want and with your ability to negotiate with power.

Negotiating with power is all about knowing your ‘Money Script’

Whether you are negotiating a divorce settlement agreement, a raise at work, or with your child who is requesting spending, money, your money script is going to kick in and impact how you negotiate. If you related to money as a source of power, then you will assume that the person in the negotiation that has more money is more powerful. If you associate money with love or approval, you may feel personally disregarded or slighted in a negotiation for money. If you believe that money is correlated to hard work, you may feel that you need to prove yourself as having worked long hours in order to negotiate. I think you get the idea. The fascinating thing is that we always assume that the person on the other side of the negotiating table thinks about money in the same way as we do when most of the time, this is not true! People often lose power in negotiation because they are so stuck in their own money story that they don’t attend to the money story of the person on the other side of the negotiation – and this is the point of view that really matters!

4 Steps to figuring out your ‘Money Script’

So if you want to negotiate from a place of power, you need to figure out your own money script. Here is a step by step process:

– Study your money habits

Get a journal or use your phone and begin keeping track of how you spend your money for 30 days. There are great apps for your phone to help you do this. Mint.com offers one. You must write everything down since our mind will trick us if we rely on memory alone.

Use the same journal and keep track of what you consciously chose not to spend your money on. What did you forego because “it felt like too much money” or “not the right time?”

Finally, listen to the language you use when you talk about money. Do you talk about ‘not enough?’ Do you talk about ‘needing to be careful?’ Do you ‘not care’ about money? Do you ‘not know how to manage it?’ Do you ‘feel overwhelmed by it?’

– Analyze your money habits

Once you have the data collected above, sit down alone or preferably with a friend, family member, counselor or coach and review. What patterns do you notice? What seems curious to you? To the other person? Seek to understand the reasons behind your expenditures and your non-expenditures.

– Link your habits to your upbringing

Now think about where these patterns and habits may have come from. How do they relate to your family of origin? How do they connect to any significant life events that have occurred? How have they been supported by the language people in your family used around money?

– Name your story

Once you have completed steps #1-3, you are ready to write your money story. It can be one paragraph to one page. It describes what you believe about money, the choices you make around money, and how those choices have served you and not served you over time. And I do realize that this can be difficult, so for additional support, I highly recommend Maggie Baker, Ph.D.’s book, Crazy About Money for language that will help you understand and interpret your money script.

Negotiating with Power

By now, it is probably clear that in order to negotiate with power, you need to (a) know how you think about money and (b) understand the basics of how the person you are negotiating with thinks about money.  People leave evidence all over the place if we choose to pay attention so it is not always as difficult as it may seem. And if you are negotiating with your spouse or child, you likely already have all the information you need to understand their money story. Once you do, then negotiating with power is all about languaging your position to help the other see how there is a win-win available in which both sides can obtain a good deal of what is most important to them.

Conclusion

The biggest reason why we lose power in negotiations is that we operate from inside our own heads which are filled with fear, anxiety and anger and don’t pay enough attention as to how the person on the other side is thinking. Get out of your own head or get the support of someone who will not get wrapped up in the fear, anxiety or anger who can help you find your place of strength and clarity.

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Adina Laver is the founder of Divorce Essentials™ and author of the Divorce Companion™ a multi-media step-by-step guide to navigating divorce.  The Divorce Companion™ is the only resource of its kind that provides guidance and decision making tools for every aspect of the divorce process, including determining whether divorce is the next step.

Adina also provides limited one-on-one coaching support for those who recognize that divorce is a sign that life has gotten off track and are aching to finding happiness again – or perhaps for the first time ever.

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