How successful negotiators earn more money, says millionaire

This is a snippet from the weekly CNBC Make It Work newsletter, written by Ashton Jackson.

In the past, I dreaded salary negotiation. The fear of seeming too demanding or potentially losing out on the opportunity seemed to creep up as soon as I sat down with a hiring manager. My palms would get sweaty and a huge lump would form in my throat, making it hard to even carry on a conversation.?

Many other people have faced a similar struggle, with feelings of impostor syndrome and other insecurities making it difficult for them to advocate for themselves.

Bernadette Joy, the millionaire CEO of Crush Your Money Goals, a personal finance training company, has four “secret” tips for those who need a little help approaching negotiations with confidence.

Here’s how to do it:

1. Aim to negotiate your pay every year. “Making negotiation your norm, rather than the exception, will boost your net worth and get you closer to the freedom you deserve,” Joy says.

2. Use a precise figure when requesting your target salary. “When you ask for a specific number, the other party will assume you’ve done your homework,” says Joy. “It can be based on reputable online sources that give pay ranges for the job that you are in. It can also be informed by your own needs.”?

For example, a specific ask like $73,500 may be more persuasive than a round number like $70,000.

3. Use your résumé as a script. A clear, concise, conversational résumé can give you key talking points to help make your case for higher pay.

4. Set your finances up so you have the freedom to say no. “You want to be able to give yourself the runway to wait for the right opportunity to come along, and to not have to accept anything less than what you and your talents are worth,” Joy says.

Even with these tips, asking for more money can still be nerve-wracking. My personal rule of thumb is to treat salary negotiations like any other professional conversation: Present yourself in the best light and know what you’re talking about. That helps me remain level-headed and makes the interaction feel a little less high-stakes.

Check out the full story for more on Joy's top negotiating tips.

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