Negotiating a deal and getting what you want can be very satisfying. Of course, it is also a lot of work. In order to be a successful negotiator, you will need to do your homework. Know what you are talking about and what you are asking for. Be sure you know the value of what you are negotiating for.
Any successful negotiator will tell you that you need to exhibit confidence. The only way to be truly confident is to know what you are talking about; you need to know the details. For instance if you are negotiating a wage and benefits package for your new career transition, you want to have information about the new package your new employer may be offering you. You will also need to have the details concerning your old package.
Keep in mind that if you are offered more money and a benefits package that is not as good, you may not be gaining any money at all. For instance if your old job offered $60,000 dollars per year and full benefits, and the new job is offering you $90,000 dollars per year with minimal benefits, the $30,000 dollars difference may not be worth it in the long run. Stop and consider how much dental surgery can cost you or how much a single hospital visit could actually cost you. That $30,000 dollar difference would not last long at all. In this case, a good benefits package would be much more valuable than the actually money. If this position requires more work on your part, you may be better off with your old employer.
Decide what you will accept. Do the math. What is the figure that you feel denotes your worth and at the same time makes this worth your while? Whatever you decide on, raise it. This is now the amount you will request. You should always start higher than you would actually accept. In that way, you have created some wiggle room.
A good negotiation requires a lot of thought. It requires you to examine what the other person’s reaction may be so that you have an answer for them and are able to counter their concern. And it requires that you treat the other person with respect. This is not a scream fest or meant to be nasty in any way. As a matter of fact, the more civil you can remain, the better you will probably do. When all is said and done, the real trick is to allow the other person to feel that they have gotten a wonderful bargain too. You allow
The other person to reject your opening salvo while you remain willing to accept less. You both can walk away from the table with dignity.
Anytime you leave the table with more that your settlement amount, you can feel that you have negotiated an excellent deal. And who knows, you could get a surprise, they may decide to honor your opening bid. After all, it is all about respect.
David Couper is a career coach and writer who for the last twenty years has worked in Europe, Asia, and in the USA with major organizations including the BBC, Fuji Television, Mattel, Sony, and Warner Bros.
He has successfully coached individuals at all levels including CEOs of major companies wanting a new challenge, frustrated souls wanting to make their dream come true, and front-line employees laid off and desperate to get a job.
David has published seven books. His works on interpersonal skills, counseling in the workplace, and management issues (published by Connaught, Gower, HRD Press, Longman, Macmillan/Pearson Publishing, Oxford University Press) have been translated into Swedish, Polish, and Danish, and published in the UK and the USA.
David has a degree in Communication, a postgraduate qualification in education, is certified in a number of training technologies, and has a Masters in Psychology. He is a member of the American Society of Training and Development, Society of Human Resources Professional, Writers Guild and the British Academy of Film and Television.
He has dual US/UK citizenship and speaks French and Japanese.
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