The Art of Negotiation: Myths and Realities
16 December 2013
Read by 2433 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 the time of your performance evaluation, the crucial point on the agenda is your salary. You should therefore focus on salary, bonuses, and stock options for the coming year. Addressing any other issues will only distract from the fundamental issue of compensation.
Reality: Everything is negotiable
Each performance evaluation is an opportunity to discuss all aspects of your job. Before the meeting, make a list of things that could 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 more spacious office
a more comprehensive benefits program
better life insurance
paid travel expenses to bring your family to your next conference
There are many ways to be compensated. Don't just look for financial compensation. Take 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 leads nowhere, you're ready to play hardball. You intend to make excessive demands, give in grudgingly, and make threats. You believe this is the only way to get satisfaction.
Reality: Playing hardball is an obstacle to your success
Intransigence in negotiation can have negative consequences. Indeed, even if your immediate demands are met, this tactic can damage the quality of 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 deadlock due to unhealthy emotions. Be firm but 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 for you to get 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. Not to mention, you don't want to look like you've rehearsed.
Reality: Preparation is essential for 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 the keys to a good negotiation.
Michael Chaffers
Monster.ca
Posted December 16, 2013.
First myth: It's all about money
At the time of your performance evaluation, the crucial point on the agenda is your salary. You should therefore focus on salary, bonuses, and stock options for the coming year. Addressing any other issues will only distract from the fundamental issue of compensation.
Reality: Everything is negotiable
Each performance evaluation is an opportunity to discuss all aspects of your job. Before the meeting, make a list of things that could 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 more spacious office
a more comprehensive benefits program
better life insurance
paid travel expenses to bring your family to your next conference
There are many ways to be compensated. Don't just look for financial compensation. Take 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 leads nowhere, you're ready to play hardball. You intend to make excessive demands, give in grudgingly, and make threats. You believe this is the only way to get satisfaction.
Reality: Playing hardball is an obstacle to your success
Intransigence in negotiation can have negative consequences. Indeed, even if your immediate demands are met, this tactic can damage the quality of 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 deadlock due to unhealthy emotions. Be firm but 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 for you to get 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. Not to mention, you don't want to look like you've rehearsed.
Reality: Preparation is essential for 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 the keys to a good negotiation.
Michael Chaffers
Monster.ca
Posted December 16, 2013.
