Negotiate: Don't Just Say YES!

Whether in sales or job hunting, and any other time it matters, don't accept the very first thing!  I was in a conference yesterday presenting on Negotiating skills when a very important point came up: When you are offered a job, it's important not to accept the offer exactly as they make it, but to ask for something that you want, and allow them the compromise.  Think about it: let's say you're out shopping and find a street vendor who has something you want.  You offer a price, and they gleefully accept quickly, money and goods change hands, and as you walk away you can't help but feel a bit deflated.  Yes, you got the item you wanted, but it seems obvious you paid more than needed, and you wonder about the quality. 

Now, apply this to the dance between employer and job seeker.  When the employer makes an offer to their top candidate, if accepted immediately over the phone, the employer can't help but wonder... "why didn't they even try to bargain on their behalf?" and there is an implied "what is wrong with them?"  Please, next time you are offered a position, especially those in white collar, salaried roles, at least do yourself the service of sleeping on it. It's easy to respond with something like, "That's great! Thank you for the offer, I'm excited for the opportunity to work in the firm. Please send me all the details of the offer, and I will get back to you within [24 hours]."  If they press you, a simple, "I need to think about it." will suffice.  While they might stew a bit in those hours or days, ultimately they will appreciate that new employee much more, as long as it's within the desired range of salary and perks for the position.

If this is all new to you, it's important to realize that both parties have a suite of options that comprise a range of what is they want (depending on variables such as company, industry, location, experience, responsibility, personality, projected future path, etc...).  When both parties feel valued and are within their respective ranges as close to their goal as possible, everyone wins.  When both sides are smiling as they walk away, it's the perfect deal.  The trick for a job seeker is to know what to ask for and stand up for yourself without spoiling the new relationship with annoying demands.

My tips for successful negotiations:

1. Know what you REALLY want.
In order to be as successful and happy as you'd like to be, take some time to determine what you would like to intentionally create for yourself in business/career and what you want your life to stand for. Break down your larger ultimate goal(s) into milestones that you can attain, to move you closer to that big picture vision, piece by piece. Want a worksheet for this? Then decide what you are asking for right now.  What are you negotiating for, specifically?

2. Be able to articulate your value.
Know your worth, and be able to speak confidently about the value you bring to the company/client in your current role, using specific examples with metrics, such as dollars and percentages, to highlight your positive performance.  Always tell the truth!!  Don't be tempted to make stuff up; it's  better to do the research and present yourself with high integrity.  Also, be able to talk positively about your strengths.  Take the time to craft (and write down) phrases that describe you, and use the power of storytelling to highlight your strengths, character, and career wins.  Recommended resources include DISC or Gallup's StrengthsFinder, and also Squirrel Inc.

3. Prepare for the specific conversation.
Decide what you will/will not accept, and what you will/will not talk about.  In addition, I recommend using the Good, Better, Best model when asking for something you want in business.  *"Good" is the minimum that you will accept.  Be prepared to walk away if they can't at least meet you at this level; this applies when buying a car, accepting a job, or asking for a raise, and many other things.
*"Better" has more of the elements that you want. Get creative with the options in between your minimum level and the best outcome possible.
*"Best" is what you really want to see happen, i.e., get the job offer with all the perks.
During the conversation, you are essentially giving them a proposal in 4 sections: 1) ask nicely for what you want (ie "Best" level), 2) state your value and back it up with facts & figures, 3) present the benefits to them, and 4) state concisely how you'd like to see it take place, and by when.  Let them think & discuss.  Respect the other party fully.  Enjoy the dance and do not take things personally. Be willing to fall back to "Better" and to "Good" if necessary to get what you want.  Remember that "Good" is still a win!

Be irresistible:
Throughout the whole negotiation process, you may consider also using one of my favorite techniques: PICTURE what you really want to see happen, intend a win/win arrangement, and allow yourself to feel the excitement and joy as if it's already happened, then take a few minutes to bask in this mood.  Be grateful for what you have currently and for what you are creating.  Do this at least once a day.  This not only helps you feel better, but it also makes you irresistible!  Most importantly, it changes your thoughts, it changes the way you talk about things, it changes your body language, and it also changes the way people respond to you.

Happy negotiating!  Share your thoughts; leave a comment-

Here's to your success,
Heather A Legge
Envision Success Inc Coaching in Business for Results