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The problem I see with the article is that it focuses on rationality of monetary payment and ignores wider perspective of human thinking, which includes fairness, for example.

I never had to ask for raise at my job (for several years), but with the change of my boss, it looks like I will have to. I'm actually pretty happy with the money; what I more concerned about is the feeling of being treated unfairly.

My boss, unlike me, has all the information, so he can decide to treat people around him fairly. If he does not, and makes these decisions based on what people ask him, then he is certainly not being fair. Then, why on Earth should I want to work for a person like that? Doesn't that kill motivation too?

In other words, what's wrong with wanting to stay humble about your work (there are many articles that ask engineers to be exactly that, and it's certainly a great characteristic for a coworker), but at the same time, demand fair treatment?



What's wrong with it is one is likely to be paid less.

Theoretically I'd love to work at an environment where you're paid fairly without having to negotiate, and where negotiation skills would not affect one's compensation. However, wherever productivity is hard to objectively quantify (which is very often the case), the compensation is unfair out of statistical necessity (errors in attempts to quantify productivity are much more likely than no errors.) Negotiation skills will thus necessarily impact compensation because they're basically about convincing that you're worth more than you're paid and employers cannot be "immune to convincing" because they have no truly objective criterion to rely on.

Another angle is that there are many things worth working on in environments where fairness is not only an elusive goal, but not even something the employer aims at; rather, they aim at minimizing their expenses, or out-negotiating you for the sport of it, etc. You can stay around for a while, underpaid, and then quit and not work on that thing anymore; or you can negotiate a better deal and stay and keep working on that thing. Sometimes you might prefer the latter. Another scenario is, your skills are uniquely valuable to someone who minimizes expenses rather than maximizing fairness, and the best deal you are likely to get for yourself is by negotiating with that party.




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