Fighting for your salary and benefits is one of the most important strategies you’ll ever learn in your career, but LinkedIn says that only 44 per cent of respondents in a recent study know how to prepare for a negotiation. For starters, it’s easy to check third-party sites like Payscale.com or GetRaised.com, which help you realise where you stand.
Aside from doing your homework, Selena Rezvan, author of the book Pushback: How Smart Women Ask — and Stand Up — for What They Want
1. Discuss concerns with your network. If you think you should get a raise, discuss it with other people in your network. “Your LinkedIn connections can offer you many kinds of help, from giving insight into your counterpart’s motivations and style to acting as sounding boards. Do not neglect this rich source of perspective and support!”
2. Set high expectations. “People too often set low expectations for themselves when entering a negotiation,” Rezvan writes. “Always start with an ambitious outcome that would delight and thrill you, not just simply satisfy you.”
3. Think like the other party. Rezvan says you have to be able to “see the other person as an equal or a peer; this can make all the difference in getting the outcomes we want.”
4. “No”means try again later. Timing is everything so just because you hear “no” doesn’t actually mean that the discussion is closed.
5. Be the exception to the rule. Just because no one else has asked for it, doesn’t mean you can’t, but make sure you do your homework and present your argument in an intelligent manner.
6. Create a draft. Write out a draft of your plan and present it. This way, the other party can see all of the key points written out.
7. Don’t surrender too soon. A lot of people may feel uncomfortable and give in too soon. Don’t do this.
“You can experiment with being silent for a few seconds to level the power or you can ask questions that open up dialogue and deepen the conversation.”
Out of the 2,000 international respondents who participated in the study, Americans are most anxious during negotiations and 25 per cent of them admitted they’ve never even tried to make an argument for what they want. The study also says Brazilians are the most frightened, South Korean are the most indifferent, Indians are the most confident and Germans are the most excited.
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