The secret to negotiating to achieve everything you want

You get a job offer but the salary is not the number you hope to receive. Or you get an offer to bid for a project and it's below the price you think. Instead of accepting the deal in frustration or responding by offering another price, Molly Fletcher thinks it's time to start a conversation.

Fletcher, the author of the book A Winner's Guide to Negotiating: How Conversation Gets Deals Done said: "Any price can be negotiated".

Unfortunately, most people don't ask for what they want. A recent survey conducted by Salary.com found that only 44% of the survey respondents negotiated for a better salary.

“And companies are happy for you not to negotiate,” says Fletcher. “Very few companies offer a generous salary up front.”

So how do you get the price that makes you happy? Fletcher said that the negotiators are always good at the job after negotiating a deal:

1. Set the scope of activities

Fletcher thinks that doing your homework and understanding the market is only half finished. This means knowing what you want, understanding your industry's competition and pondering ambiguities in every deal such as reimbursement costs, vacation time, promotion period or salary increase.

Fletcher said: "Good negotiators also build a sense of awareness, they know the goals, needs, gaps, values ​​and fears of the other side. This data will be even more valuable when your strategy is revealed through negotiations. ”

2. Find common ground

People often approach negotiations with cards that are close to the chest, do not want to reveal too much too soon. But according to Fletcher, going to the negotiating table with an armor can ruin the negotiations. Instead, she suggests that everyone take the time to find common ground.

For example, when negotiating a deal with the General Manager of the Atlanta Braves-John Schuerholz, Fletcher noticed on his computer waiting screen that famous golf holes. She recognized the hole hole number 12 in Augusta National, and asked Schuerholz if he used to play for Augusta and he achieved nothing with the number of 12.

Fletcher recalled: "We talked to 20 minutes about golf. This made us lower our defensive and friendly armor. When talking, connecting and communicating, both sides create a better platform for discussion; The ability to really connect is an integral part of success. ”

3. Ask questions confidently

After you receive the offer, start the negotiation process by asking questions, but make sure your voice is really audible. For example: "Can you tell me how you achieved that number?", "How did you support other people in that position?" "," Why do you find that number to be fair? ".

The more data you have about their point of view, the more power you have to continue the conversation. According to Fletcher: "The questions you ask should help you understand why they are in their current position." She also suggested that you negotiate directly because: "The answers make it easier for you to appreciate their views based on their voice, slow speed and energy."

Please pause when asking and answering questions.

Fletcher warns you not to immediately respond to the offer: "If they offer to give you X, you don't come back and answer:" Thank you, but I need Y ". Why must it be Y? What if there is more?

4. Know to pause

In negotiations, silence is gold in many cases. After you ask a question, according to Fletcher you should stop talking.

“Negotiation is like a large magic ball. You throw the magic ball - big question - at them and you need to stop. They can't do anything about it but keep it. ”

Fletcher thinks that most people cannot stand the silence and will try to fill that silence, but the willingness to sit quietly will send the message that you trust what you have just given. Use the power of stopping when asking and answering questions.

5. Know when to quit

Fletcher argues that the simple mistake that negotiating participants make is to forget that leaving is also an option. When you know what you want, the decision to leave or continue will become simpler.

According to Fletcher, "You can still leave the possibility of returning to the negotiating table. The distance and time created from leaving can foster greater creativity in how to solve problems. ”

(Translation from Fastcompany)

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