Negotiating at work – Why do I need this?
“We don’t negotiate, we don’t need that in our organization. We get along well with each other,ˮ the HR manager of a renowned company told me. Regarding the questions: “Are you and your superior always of the same opinion? Have there never been any conflicts in your team? Are your customers always satisfied with your terms and conditions of business? Is the communication in your company always harmonious? Do your colleagues always accommodate you?ˮ The manager then sighed, “Well things don’t always go quite so well but as long as there are no problems I think that we’re doing fine.ˮ
Frequently, I hear people say, ‘I don’t like negotiating. And I really don’t need it, we’re in a professional organization here, we’re not in a bazaar’. This, of course, is a point of view but does it really hold true?
Don’t we actually negotiate a lot at work without even noticing?
What if your board prioritizes two projects and you and your colleague – as respective project responsible – require the same people for each project?
Or if tasks are re-allocated and it is necessary to determine who will be doing what with which resources in the new set-up?
Or if you need to determine who has to or may work overtime?
Or who may attend special training or a conference?
Your ability to negotiate determines your success and standing on the job.
Negotiating is both skill and art, involving some practical tips and methodologies and also a great deal of psychological insight.
Your negotiating skills not only benefit you; they serve your entire organization. Lack of negotiating skills or poor negotiation results can impact its bottom line and ruin collaboration. So, if you would like to negotiate successfully at work, start by learning these principles.
Motivation of your negotiating partner – don’t assume, clarify.
It’s quite likely that both parties walk into a negotiation with a lot of preconceived ideas of what the other one wants. But there’s no guarantee that either side really knows the motivation or problems of the other. Therefore, it’s always helpful to start a negotiation by asking the other party what his/her motivation is.
Find out how your counterparty views the negotiation at the outset and clarify your view as well. This creates transparency for the proceedings and allows the negotiation to start from a point of common understanding. It will help you avoid a lot of unnecessary obstacles and help you cut straight to the point.
Don’t think in terms of winning.
Or in terms of losing, either.
If you walk into a negotiation at work with the attitude that you’re going to win, you have already failed. This is not about competing, and it should not be adversarial. Instead, you should start the negotiation with a clear picture of your objectives. And always remember, it’s a collaboration. You are not beating anyone you are working with them to find the best possible solution to both your interests and the interest of your organization.
Think of your negotiating party.
Empathy is fine, but what this tactic really is about is to address the give-and-take of any negotiation. If you can help the other person, if you are aware of what he/she needs, what his/her objectives are, then you know what to put on the table. And even if you do not know what the other person wants, you can always ask. It can help you get down to business and is sure to win points with the other person, which in turn can foster the collaborative atmosphere present in all successful organizations.
Stay professional no matter the outcome.
If you let emotions rule your negotiations, you’re more likely to threaten to walk out or issue an ultimatum that will break down the discussion. Stay professional. Remember that you are at work and must continue to work with these people. Burning bridges will just leave you stranded.
If you would like to build up mental power in negotiations in 3 steps, you can read about it
When it’s a question of your salary.
Do you find salary negotiations difficult?
If you are one of those people who have no qualms about talking to their employers about their monetary requirements, this will be a piece of cake for you. Yet most people feel uncomfortable about negotiating their salary. So, they avoid it at first – because that seems the easiest thing to do at the time.
Read on to find out about the 3 most common mistakes made in salary negotiations and how to avoid them.
See also 4 tips for mental strength on the job.
Performing well in a negotiation shows your boss, your colleagues, and your business connections that you are a force to be reckoned with in the future. Professionalism inspires confidence and trust.
Would you like to attain better results in your professional life? If so, I am happy to be there for you.
My programs “Grow your value!ˮ and “Grow your influence!ˮ have been designed precisely for you.
In just 10 intensive sessions for coaching & individual training you learn:
• how to find strength and self-confidence in negotiation situations,
• how to recognize negotiation situations as such and
• how to attain your goals in a professional manner.
And of course, I will also show you suitable techniques that – depending on the situation and setting at hand – will let you achieve optimal results.
I look forward to embarking on this exciting journey with you and share with you all the experience that I have gained in over 20 years of negotiating!You can reach me at: firstname.lastname@example.org or +436602400135.
Your Raluca Ionescu