The Art of Negotiation: Myths and Realities
23 August 2013
Read by 2107 persons
The time has come. It's time for your monthly, quarterly, or annual performance review. To maximize the chances of a satisfactory negotiation for all parties, read the following three myths before sitting down to discuss.
First myth: It's all about money
At your performance review, the main point is salary. You should focus on salary, bonuses, and stock options for the coming year. Addressing other issues will only distract from the fundamental issue of compensation.
Reality: Everything is negotiable
Every performance review is a chance to discuss all aspects of your job. Before the meeting, make a list of things that would make your job more satisfying. Don't just think about salary. Consider making the following requests:
more technological support
flexible hours
work from home options
a new supervisor
a larger office
a more comprehensive benefits package
better life insurance
paid travel expenses to bring your family to your next conference
There are many ways to be compensated. Don't limit yourself to seeking financial compensation. Use this opportunity to put all your requests on the table and discuss ways to satisfy both your boss and yourself.
Second myth: You have to be tough to get what you want
Convinced that being too nice gets you nowhere, you're ready to play hardball. You intend to make excessive demands, give in reluctantly, and make threats. This is, in your opinion, the only way to get satisfaction.
Reality: Playing hardball is an obstacle to your success
Being uncompromising in negotiation can have negative consequences. Even if your immediate demands are met, this tactic can damage your relationships. Remember the last time you dealt with someone who negotiated this way? You probably felt threatened and defensive. Threats always lead to more threats; therefore, you should avoid at all costs a negotiation impasse due to unhealthy emotions. Instead, be firm while being flexible, direct, and ready to collaborate. The best negotiations are based on compromise. Your goal is to maintain a good working relationship, which is essential to getting what you want.
Third myth: There's no point in preparing
You've been thinking about what you want since your last review. Therefore, once the date is set, you don't need to prepare, because you know exactly what you're going to say. Besides, you don't want to sound like you've rehearsed.
Reality: Preparation is key to success
Take all the time you need, because you can never be too prepared. You need to know exactly what you want and what you're willing to compromise on. Rehearse your presentation with a friend before the negotiation meeting.
At your next review, use direct tactics for a more fruitful negotiation. Good preparation, collaborative exchanges, and open-mindedness are key to a successful negotiation.
Michael Chaffers
Monster.ca
First myth: It's all about money
At your performance review, the main point is salary. You should focus on salary, bonuses, and stock options for the coming year. Addressing other issues will only distract from the fundamental issue of compensation.
Reality: Everything is negotiable
Every performance review is a chance to discuss all aspects of your job. Before the meeting, make a list of things that would make your job more satisfying. Don't just think about salary. Consider making the following requests:
more technological support
flexible hours
work from home options
a new supervisor
a larger office
a more comprehensive benefits package
better life insurance
paid travel expenses to bring your family to your next conference
There are many ways to be compensated. Don't limit yourself to seeking financial compensation. Use this opportunity to put all your requests on the table and discuss ways to satisfy both your boss and yourself.
Second myth: You have to be tough to get what you want
Convinced that being too nice gets you nowhere, you're ready to play hardball. You intend to make excessive demands, give in reluctantly, and make threats. This is, in your opinion, the only way to get satisfaction.
Reality: Playing hardball is an obstacle to your success
Being uncompromising in negotiation can have negative consequences. Even if your immediate demands are met, this tactic can damage your relationships. Remember the last time you dealt with someone who negotiated this way? You probably felt threatened and defensive. Threats always lead to more threats; therefore, you should avoid at all costs a negotiation impasse due to unhealthy emotions. Instead, be firm while being flexible, direct, and ready to collaborate. The best negotiations are based on compromise. Your goal is to maintain a good working relationship, which is essential to getting what you want.
Third myth: There's no point in preparing
You've been thinking about what you want since your last review. Therefore, once the date is set, you don't need to prepare, because you know exactly what you're going to say. Besides, you don't want to sound like you've rehearsed.
Reality: Preparation is key to success
Take all the time you need, because you can never be too prepared. You need to know exactly what you want and what you're willing to compromise on. Rehearse your presentation with a friend before the negotiation meeting.
At your next review, use direct tactics for a more fruitful negotiation. Good preparation, collaborative exchanges, and open-mindedness are key to a successful negotiation.
Michael Chaffers
Monster.ca
