Four Negotiation Skills For Regular People
We tend to think of negotiation as an activity reserved for certain
momentous occasions like landing a new job or closing a big customer. Or we
consider certain people to be experts at negotiation, like attorneys, while the
rest of us muddle through it.
But the truth is, we all engage in small negotiations every day. We may
not even realize we’re doing it.
According to Deborah
Kolb, co-director of The Negotiations in the Workplace Project at the Program
on Negotiation at Harvard Law School, these “lowercase n” negotiations are just
as important as those big negotiating moments: “executives hurt themselves if
they ignore everyday opportunities to push for better assignments, goals, or
performance measures; more resources or flexibility; or higher compensation.”
“They can drive career success and fulfillment and also have the
potential to spark positive organizational change,” Kolb writes.
If we consider how much we can gain for ourselves by being more
intentional, effective negotiators, then it stands to reason that we try to
hone our skills. The following are some considerations to keep in mind when
making those routine, yet critical, moves at work.
1. Take advantage of opportunities to
negotiate.
Be on the lookout for times when it can be to your advantage to not just
accept what’s presented, but to negotiate. For example, if your boss asks that
you spearhead a difficult project, recognize that this could be a good
opportunity to ask for something you need to make it successful.
Be opportunistic and also artful.
Kolb advises that you have to be smart about which moments you choose to
turn into negotiations: “The issue should be important to you, but your desired
outcome should not only benefit you personally but also benefit your
organization, as a result of your increased productivity and commitment and new
cultural norms that allow colleagues to achieve the same. The decision to
negotiate should be made with a sense of the end in mind.”
2. Know your value and show it.
Confidence is key to any negotiation. Part of this confidence should
come from knowing the value you bring to your company and team.
Spend time up front getting clear with yourself about what your unique
contribution is to the organization or the team. You may benefit from
practicing your points out loud so they flow.
If you come into a negotiation self-assured and ready to talk about your
value, then others can better recognize this worth too, and be more likely to
reward you for it.
3. Equip yourself with alternatives.
First coined by Roger Fisher and William Ury in the book, Getting to Yes: Negotiating Without Giving In, BATNA stands for Best
Alternative to a Negotiated Agreement, or your best option if the negotiation
falls through and you don’t get what you want. For example, if you ask for a
promotion and your boss says no, then your backup may be the status quo or
leaving to take a new job. Once you know your backup, you then have to ask
yourself: “How happy am I with that alternative?” Ultimately, knowing your
options puts you in a smarter bargaining position.
Ideally, you want to have an agreeable BATNA, which gives you the upper
hand. With a win either way, you can be more aggressive in your negotiations
and concede less to your partner.
You also want to consider the other person’s BATNA. Using the above example,
if your boss doesn’t promote you, and you do leave, perhaps there are two other
candidates ready to jump into your current role. That means your boss has a
solid BATNA, and may not move very much in negotiations.
4. Start on the offensive.
Studies have shown that being the first person to make an offer, or what
is called anchoring, leads to a better end result for the instigating
negotiator. “Whoever makes the first offer essentially drops an anchor on the
table,” says Leigh Thompson, a professor at Northwestern University’s Kellogg
School of Management. “I might say that your opening offer is ridiculous, but
nevertheless, unconsciously, I’ve been anchored.” Making the first proposal
establishes the range of possibilities, and once that’s set, it’s not likely to
shift dramatically from your anchor.
The lesson here is that you shouldn’t be afraid to open negotiations. If
you truly want something, your best position is to take the initiative. All the
more reason to negotiate early when the situation is right, and go in from a
position of value and strength.
Kristi Hedges is a leadership coach, speaker
http://www.forbes.com/sites/work-in-progress/2015/11/20/four-negotiation-skills-for-regular-people/
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