Looking to own your next negotiation at work?
It doesn’t matter if you are negotiating your next promotion, more resources, or a flexible schedule, remember this: Slow down and don’t give in too fast.
4 Steps to Owning Your Next Negotiation at Work
There are two aspects of a negotiation that require you to slow down: How you give concessions and how you accept counteroffers
Let’s say that you are negotiating for an extra headcount for your team. You’ve prepared your analysis, presented it to your boss, and the immediate response is, “No; What’s wrong with you? You know there’s no budget for that.”
You put your head down, accept their response and move on. After all, you know the budget is tight.
New strategy: Don’t give up so easily! There is a four-step process that will help you slow down the process and give yourself a stronger chance to be met on your terms.
- Do your research
- Agree
- Present your case
- Walk away
Here’s an example:
You are negotiating for an extra headcount for your team. You’ve done your research and prepared your analysis. You make your request to your boss, and the immediate response is, “No; What’s wrong with you? You know there’s no budget for that.”
You then agree with them and say, “You’re right; there is no money in the headcount budget.”
Then – this is the best part – you present your case based on your research:
“However, think about the amount of money we are paying temporary agencies. I calculated it, and it’s the equivalent of two heads over the course of a year. (Present evidence.) Please consider using that money for one full-time head instead. Think about it and we can talk later.”
And then you walk away.
See how different that is? You agreed with them; you showed that you were prepared,and you left the conversation so that you could give them space to consider your idea.
In other words, you slowed down the process.
Extending the negotiation process gives you and the person you’re negotiating with more time to think and make the best possible decision.
You’ve got this.
With love,
Mari Carmen
