I've negotiated 100's of deals.
I've lost many.
Here's how to win in a negotiation (and get your counter-party to say thank you).
I've lost many.
Here's how to win in a negotiation (and get your counter-party to say thank you).
The Squeaky Wheel Phenomenon
Always ask.
You will never get what you don't ask for.
After all you just might get it.
Oh - and you WILL NOT GET IT if you do not ask.
Always ask.
You will never get what you don't ask for.
After all you just might get it.
Oh - and you WILL NOT GET IT if you do not ask.
Spaced Repetition Theory
You retain more information when reviewed periodically after being taught.
Aka - don't read one book, read it a chapter at a time.
Practice your skills.
Ask for discounts often and you'll become better at salary negotiation.
You retain more information when reviewed periodically after being taught.
Aka - don't read one book, read it a chapter at a time.
Practice your skills.
Ask for discounts often and you'll become better at salary negotiation.
Separate People from the Problem
Manage 3 things:
Perception: Understand the other parties' position
Emotion: How does each side feel?
Communication: Repeat back wants, integrate your asks
Manage 3 things:
Perception: Understand the other parties' position
Emotion: How does each side feel?
Communication: Repeat back wants, integrate your asks
Rank your Interests
Prep for the negotiation by writing out the different outcomes that you could receive (salary, vacation days, remote work, etc).
Rank these items in order of what is most important for you & the other side. Know what you'll give up first.
Prep for the negotiation by writing out the different outcomes that you could receive (salary, vacation days, remote work, etc).
Rank these items in order of what is most important for you & the other side. Know what you'll give up first.
Invent Creative Options
You want more money. Your employer does not want to pay.
How can you have "found options?"
Cash out unused vacation days?
Bring in sales get a cut?
Reduce overall costs, take a %?
You want more money. Your employer does not want to pay.
How can you have "found options?"
Cash out unused vacation days?
Bring in sales get a cut?
Reduce overall costs, take a %?
Be Specific
More money asked = your value needs to be proved.
'I have increased our client's average monthly spend by $5,000/month by doing x, and if I do y can increase sales by $5,000 thus I'd like a $1,000 raise.'
More money asked = your value needs to be proved.
'I have increased our client's average monthly spend by $5,000/month by doing x, and if I do y can increase sales by $5,000 thus I'd like a $1,000 raise.'
Blame the family
Always easier to negotiate on "behalf" of someone else.
"My wife wants me around more with the family but I told her this job is everything to me so to be able to offset that I need to bring in x."
Always easier to negotiate on "behalf" of someone else.
"My wife wants me around more with the family but I told her this job is everything to me so to be able to offset that I need to bring in x."
Tell their why
We need to buy a SAAS company but I don't know how to analyze the companies.
So I need the business to pay for my coding degree.
It's like you're doing THEM a favor ;)
We need to buy a SAAS company but I don't know how to analyze the companies.
So I need the business to pay for my coding degree.
It's like you're doing THEM a favor ;)
He who wants it less wins
Just that sentence.
People can smell thirsty, so don't go into a negotiation parched.
Just that sentence.
People can smell thirsty, so don't go into a negotiation parched.
Goodluck out there! What are you best strategies to negotiate?
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