1. Instead of Negotiate, Think “I’ll Ask”
The word negotiation has some negative connotations that stop us from doing it. Negotiation sounds like a very formal, serious and competitive event. It can seem scary! Take the negative out of it by substituting the phrase “OK, I’ll ask” instead of “I’ll negotiate.”
2. Without Fail, Always Negotiate.
Even if you are delighted by what appears to be a generous offer, do not immediately jump to “Yes, I’ll take it.” Research studies show that men negotiate far more often than women; in fact up to nine times more. Raise the number of times you negotiate daily and weekly. The more you ask, the more you will receive for yourself, your team and your organisation. Always negotiating can become one of your most effective management tools.
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| Raise the number of times you negotiate daily and weekly. |
3. Don’t Wait for Someone Else to Offer
Do not wait until someone else notices what you need at work. This is the squeaky-wheel tactic and it works. Start by asking your manager for small things and work up from there. Firstly ask yourself, “What do I need to do my job better? What resources does my team need to perform better? What does my division need to reach our targets?” Then go ask for it.
4. Use Your Own Communication Style
If a woman tries a tougher, more combative approach when negotiating, most likely she will meet greater resistance and even opposition. This tactic will backfire. As women negotiators, we can be tough on the issues and targets but not tough in how we communicate. There is an old saying that we attract more flies with honey. So the kinder, softer, more collaborative communication style that is natural for most women will work fine when negotiating.
5. Slow Down and Get the Best Possible Deal
When you are told the details of any arrangement, for example if you have been promoted and your new remuneration package is under discussion, be upfront and say that you need some time to consider it. Arrange another meeting and go away to think, consult others, research and prepare your counter offer. When you rush through a negotiation, you will lose value for yourself.
6. Broaden your Perspective from “It’s just me!”
Even the most experienced commercial negotiators find negotiating for themselves relatively difficult. As women, we can get mired in self-doubts like “How much am I entitled to?” “Shouldn’t I be grateful to have this job?” and “Will I be seen as too demanding and aggressive?” Broaden your perspective from “It’s just me!” and negotiate from a position of strength and leadership. Try imagining what you would say and do if you were negotiating for a third party with the same qualifications, experience and achievements as yourself. Then do it for you.
7. Whenever your Role or Responsibilities Change, it is Time to Negotiate
A significant change in role and expansion of responsibilities is the time to negotiate with your employer. Whether intentional or not, the employer may neglect to mention any change of title, remuneration or entitlements. So remember the trigger of change and ask for a new package. You will, of course, be very clear about what you want (homework, research!) and will prepare a strong case.
8. When you are asked to make a Concession, Always Get Something in Return
You are asked to give up something small and insignificant and you readily agree. Then you are asked for another small concession, and again you agree. In negotiation terms, this tactic is called “nibbling” and all these small concessions can add up to a lot for the other party who is gaining more and more from you without having to give anything in exchange.
So if you are asked to make even the smallest concession, ask for something of value to you in return. If you are taken by surprise and not sure of what you want in return, ask if the request can be “parked” off to the side temporarily as you consider it.
You can become a very successful negotiator for yourself, your team and your organisation. People Results can help. We have two negotiation workshop dates coming up in July and August: one on the 25th July in Brisbane. Hurry if you would like to attend this workshop as only 2 places remain. Please register here. Our other workshop date is 8th August in Toowoomba. Please register here.
Please note that People Results also delivers the Successful Negotiation workshop for your organisation exclusively. Please let us know if an in-house workshop is a preferred option.
Any questions? Please get in touch by phone or email for answers and assistance with registering for the workshops. We look forward to speaking with you soon.
To your Success,
Lynne Lloyd
Managing Director
People Results
Executive Coaching and Talent Development
T 1300 167 981
F 07 3910 1003
E enquiries@peopleresults.com.au
W www.peopleresults.com.au
