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Mastering the art of salary negotiation requires more than just knowing your market value; it demands confronting deep-seated fears and limiting beliefs that keep us from advocating for our worth. In this illuminating conversation, compensation expert Souhila Keffi draws back the curtain on what really happens behind closed doors when pay decisions are made.
The statistics are striking: while 57% of men negotiate their starting salaries, only 7% of women do the same. This disparity creates a compounding effect throughout careers, affecting not just immediate earnings but long-term financial security. "If you fail to negotiate your starting salary," Souhila warns, "it will affect your bonus, retirement savings - the impact is massive." But the solution isn't simply telling people to negotiate harder; it requires addressing the psychological barriers that prevent us from speaking up.
Drawing from nearly two decades of experience working with major corporations across Europe and Asia, Souhila introduces frameworks that transform intimidating pay conversations into manageable processes. Her EDGE framework (Evaluate, Design, Ground, Elevate) provides a roadmap for employees, while the 3M approach (Mindset, Model, Message) helps founders price their services effectively. At the core of both is a crucial mindset shift: "Your worth is not your salary."
For professionals returning to work after career breaks, particularly women, Souhila offers pointed advice against accepting lower salaries just to "get a foot in the door." Instead, she encourages returners to own their story and recognise the valuable, transferable skills they've developed during their time away. This perspective shift turns a perceived liability into a unique strength.
Whether you're preparing for your next promotion conversation, wondering if you're being fairly compensated, or setting rates as a business owner, this episode provides practical strategies to approach pay discussions with confidence, clarity, and courage. Remember, as Souhila powerfully states, "There's no courage without fear"; you'll never feel completely ready for these conversations, but taking that first step builds the negotiation muscle that will serve you throughout your entire career.

Tune in for an inspiring conversation that will leave you equipped with the tools to lead with confidence, overcome obstacles and unlock The Power Within

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