6 negotiation principles you can apply today - Delta Position

6 negotiation principles you can apply today

By on July 6, 2015
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6 negotiation principles you can apply today

  1. Know what you want. If you walk into a negotiation without a number, you’re at the mercy of an experienced negotiator who will simply control the conversation. When you know what you want, and you can demonstrate why — this forces you to prepare for the negotiation. In other words, you need to know what you want, and be able to show why you’re worth it.
  2. Know who you’re negotiating with. Take the time to find out what they REALLY want— and offer specific examples.
  3. Have a list of bargaining chips. Top negotiators have a “toolbox” of options to use and trade off. If the other person doesn’t seem to care about vacation days, they can ask for more. If the other person seems flexible on pay, a good negotiator will get a higher salary and trade something else as their bargaining chip. This can be as simple as writing 2 columns on a piece of paper — “What THEY want” vs. “What I want” — but can get much more sophisticated.
  4. Practice, practice, practice. Most people will lose tons of opportunities over their lifetimes due to their failure to practice negotiations. Actually, most people won’t negotiate at all. But even the people who negotiate rarely practice. Yet if you don’t practice, why would you expect to get good results in a real negotiation with a competent adversary?
  5. Have a fallback. There’s a classic psychological technique: “Hey, would you lend me $50?” “Sorry, no.” “Ok, how about $5?”
  6. Start small. Your first salary negotiation shouldn’t be against a hiring manager. Start off small — in a real-world environment — at your local market, or on Craigslist. By the time you get to the real negotiation, the one that matters, you’ll have several negotiations under your belt. The difference will likely be worth thousands.

The main MYTHS of negotiation are:

  • Myth: Negotiation has to be like an argument. In fact, effective negotiators are always keeping their cool. They explore the situation and use words like, “We’re close, but we just need to find a good fit here”. It’s just two professionals working on finding a middle ground
  • Myth: I need to read (or get a course) about negotiation before I try it. Yes, you do need to get educated. But you’ll learn a lot more from practicing real negotiations than from reading yet another book or blog post about negotiation.
  • Myth: You can negotiate anything. You can’t, and you’re not entitled to a deal on everything. But if you pick your battles, the ones that matter can go a long way for you.
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