How to Plan Your Negotiation Strategy
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While every situation is different, here are some basic tenets to keep in mind when developing your negotiating strategy.
Attitude.
Maintain a positive attitude and visualize the positive results you are striving to achieve.
Keep the atmosphere congenial.
This individual could be your next manager, so it is important that both of you get off on the right foot.
Need.
Assess your strengths in relation to the marketplace. How much do they really need you? Are you the only candidate? How long has the position been open? Have others refused it? Are your skills rare in the marketplace, or can they readily find someone else if they don’t like your conditions?
Put all points on the table at the same time.
Otherwise, you create the suspicion that there will always be one more item about to be disclosed, and the other party will be unwilling to negotiate on any issue.
The person who sets the agenda controls the discussion.
Develop an agenda for the negotiation and prioritize it, beginning with the most important item.
Negotiate in person, if possible.
While offers are frequently communicated by telephone, you should make every attempt to conduct negotiations on a face-to-face basis. Factoring in non-verbal cues and I-SPEAK style is also crucial to successful negotiation.
Obtain salary data from sources within the industry.
Do not rely solely on nationally published statistics. Industry and location are the best determinants of salary.
For example, you could respond to the company’s $60,000 offer with information about comparable positions in the industry and area. You might say: understand that $60,000 is the area average for a similar position in a smaller company with narrower responsibilities and requiring only a few years’ experience.”
“Yours is a significantly larger organization. Since the kinds of challenges we have been discussing will require my level of experience and broad expertise, I would hope the company might be able to increase that offer.”
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