Studies show men negotiate FOUR times more often than women. Men also apply for promotions when they meet only 50% of the requirements, whereas women only apply for promotions when they meet 100% of the requirements. 100%! Additionally, 46% of men always negotiate salaries versus 30% of women. Simply put…Women don’t ask. So, what are we afraid of? While negotiating can seem extremely overwhelming, uncomfortable, and nerve racking, it is imperative to pursuing goals and getting what you want. Whether it is a new car, a raise, flexibility in the work place, or whatever, you have to ask.
“Price is what you pay; value is what you get.”
We have put together five tips to follow to help you become an expert on negotiating a win-win.
Step One: Prepare
Understanding what you are needing or wanting and what the other side is expecting is critical prior to negotiating. Do your research, what is comparable? Understand the landscape, especially if you are introducing a new concept. Prepare your thoughts so you are confident going into the discussion.
Step Two: Start the Conversation
This is the by far the hardest part!
- Always start with appreciation and genuine enthusiasm. For example, “I am excited to talk about how I can continue to grow within our organization.”
- Offer a common “we” goal. “I am excited about the progress my team and I have made, and I am proud we are meeting our milestones. I am confident I can continue my current success.”
- Have a one sentence ask. “Beginning next quarter, I’d like to find an opportunity to travel less often. Can we consider a job-share or a remote role?” By having a one sentence ask, your negotiation is clear and on the table with no confusion. You are precise on what exactly you want from this conversation.
Step Three: Listen (don’t talk)
This step is very important. Just listen. Understand that this is a collaboration, so they are not likely to say, “sure thing, no problem.” Receive the initial offer, price, recommendation, etc. Make sure to take notes and collect as much detail as possible.
Step Four: Schedule a Follow Up
Continue the discussion and ask for the chance to follow up, sooner than later, like tomorrow. By doing this, it shows your interest and gives both parties a chance to prepare for an ongoing conversation.
Step Five: Propose a “You First” Win
What is the value for your employer? What about your skills set makes you qualified? What does your employer gain? These are all important questions you should answer when proposing a “you first” win. This will help the organization see the value in what you are proposing and what value you it may bring to the organization.
Go for it. Follow the steps, prepare and take your time. Do it often, the workplace is the hardest to negotiate because you have the most to lose. Try it with your cell phone carrier, your gym membership, and maybe your airline ticket too. The key to negotiating is being confident and practicing it often. You win if your request is accommodated OR you have achieved more of what you want than you had OR you have opened the door for future discussion about the same issue.