NEGOTIATION STRATEGIES

Attending a meeting where you believe you have no power or leverage can be nothing short of nerve wracking. Negotiation is not an innate skill. It requires practice and preparation. Before you take your seat at the table,  brace yourself to be mindful, strategic, and ready to say "no."

Often, you are emotionally invested in the result of a negotiation meeting. Maybe you want to set terms for employment, a raise, a promotion, re-prioritization of your time or responsibilities. Emotionally-driven comments can result in misspoken explanations or unsupported opinions. By preparing the following, you will feel more controlled and focused:

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1. Create and print a document noting key metrics, accomplishments, or "valued" responsibilities. Having a printed copy in hand visibly shows you are prepared.

2. Have a clear end goal in mind for the discussion, whether it is a promotion, work environment change such as an office, and/or new growth opportunities.

3. Research compensation and role responsibilities. Look at how other companies value people in your present role and the role you wish to attain.

Value is defined as the regard that something is held to deserve; the importance, worth, or usefulness of something. It is not necessarily monetary compensation or career advancement. It can include your own well-being, family goals, and personal ambitions that are driving the conversation for a change in your role and responsibilities. Often, a balance is needed between your career and personal goals for you to be most effective for your employer.

WHAT IS A GOOD APPROACH WHEN FIRST LEARNING HOW TO NEGOTIATE?

A difficult and vital aspect of negotiation is articulation.  How you vocalize your request can dictate the power of your words, and the impact they have on winning the decision-maker over to your cause. Avoid including the four phrases below.

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1. I think…

2. I feel…

3. I believe…

4. I deserve…

These phrases can convey entitlement and a lack of factual integrity. Your subjective opinion does not hold weight in the discussion. You need to present your proven work and contributions to the company in terms of how it benefits the department or organization to further your position. Your pitch should answer the question, "How does elevating you to a higher position provide more value to the company and department?"  

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Suggestion: Start the meeting with "Given my accomplishments" and end with clear goal objectives to set the tone of the discussion. 

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Example: “Given my accomplishments with <insert projects/initiatives/event> over the past year, I requested this meeting discuss next steps in my career, responsibilities, and/or opportunities. I strive to elevate myself, and, in turn, increase my contributions to the company.”  

WHAT IF THE DECISION MAKER SAYS “NO” OR TIMING IS NOT RIGHT?

Don’t be disheartened! You have taken a crucial step towards self-promotion. The decision-maker is now aware of your goals and knows if you were brave enough once to bring it up, you are likely to bring it up again. They know it will be harder to turn you away a second time if your argument was solid.

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More so, telling someone who has earned their request “no” multiple times for no other reason than timing is not right will increase their fears of you leaving unless you are appeased. This gives you power and implies the expectation you will not wait around forever.

If "no" was for reasons such as not enough experience or not a realistic request, don’t leave the meeting until you have an agreement for a follow up meeting. Schedule a "workshop" session to outline how to get the experience you need, or any other requirements. More so, discuss what is a realistic next step for your role within the company.

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Suggestion: Whatever was concluded in the meeting, follow up with an email outlining what was discussed. Especially if promises or expectations were made. No matter how close you are to the decision-maker, word of mouth is not enough. Get everything in writing!