The Art of Negotiation
Life is a series of negotiations: whether buying a car, getting a better raise, buying a home, renegotiating rent, or deliberating with your partner, good negotiation skills can give you a competitive edge in any discussion. Negotiating shouldn’t be looked at as a bad thing. When done right, it’s a way to find a win-win where both parties walk away feeling satisfied.
August's GLOW event, led by @alyssazeleznik and @melissaannepursel, focused on the art of negotiation. Alyssa shared insights from her experience moving quickly up the ranks at Fox Sports to become the youngest VP of Sales by years. Melissa spoke from her experience as an agent negotiating on behalf of her clients and her no-BS attitude when it comes to getting what she wants.
Negotiations can be scary, but they don't have to be. @alyssazeleznik walked through 4 key strategies to put in place to ensure a successful and mutually beneficial conversation for all parties. The conversation shouldn't be taken lightly; the more research you do, the more comfortable and confident you will be with the ask.
“Become your own biggest advocate.”
—Alyssa Zeleznik
Things To Know & Do Before Entering a Negotiation:
1. KNOW YOUR AUDIENCE (who you are negotiating with)…
How do they like to be addressed about difficult topics (ex. Do they like to have a meeting set up in advance? Do they prefer to be more conversational or have notes/visual aids to reference?)
Were they ever in your position before and how will that affect their opinion of what you are asking for?
What are items they can relate to (ex. business drive, family situations, etc..)?
2. BE PREPARED regarding the ask…
Do your research on marketplace value:
Google is your friend
Ask co-workers (if comfortable)
Ask other people in similar roles at other companies and/or in your industry
Why do you deserve (tangibly) what you are asking for?
Come prepared with reasons that clearly define the value you’ve brought the company and why that equates to the value of your ask (or more)
Understand the capabilities of your company (ex. some companies can only give raises at certain times of the year)
Walk-in knowing if you’re prepared to leave the company if you don’t get what you want – this often informs the approach you take, your language, etc…
3. BE CONFIDENT in your ask…
Ask for a specific number (generally more than you’d be happy getting), NOT a range
Use items #1 and #2 to confidently support your ask
Remember that men ALWAYS confidently state their value and ask for more – don’t tiptoe around the ask or feel bad for asking!!
4. BE PATIENT…
Even if the pitch, positioning, and value are very clearly defined and agreed upon, what you want can't always happen overnight, so be open to discussing a time frame.
Not actively negotiating now, but want to set yourself up for success in the future? Here are three techniques to start practicing.
Become comfortable with confrontation.
If this is difficult for you, start small: negotiate with people you're less emotionally connected to; negotiate on weird little things that don't matter. Build your confidence through experience.
Become comfortable with silence.
This is HARD. Play games with yourself so that you aren't the first to speak. Mute yourself on phone calls to remove the tension. Don't listen to music when you're driving in the car. Silence is a critical asset for a successful negotiation.
Become your own biggest advocate!
Send a quarterly email listing your accomplishments, projects, and KPIs so that your value is always understood and appreciated. Don't leave anyone wondering what your role is or the value you bring to the organization.