At least since our blog post last week you are familiar with negotiation tactics, BATNAs and know just how important a thorough preparation for negotiations is.
Today, it's down to the nitty gritty – the negotiation itself. Read our three tips on how to get the most out of your negotiation preparation. And what you should do afterwards.
At the Negotiating Table – It's Crunch Time!
So here you are. Sitting at the negotiating table facing your boss – accompanied by some nervousness. But that's not a bad thing, on the contrary. Based on a study, it can even help in a negotiation, as long as you are in it with a positive attitude.
Having a positive attitude means to strive for a win-win situation in which all parties benefit from each other. This is achieved through interest-based negotiating, the foundation of the world-famous Harvard concept. Instead of hardening on positions, one tries to serve the interests behind them. Why do you want what you want?
Classic example: Two sisters fight over an orange. The mother cuts it in half and gives each daughter half an orange. Is this compromise a win-win situation? No, because one daughter wants only the pulp to eat it, the other only the peel to bake with. Interest-based negotiation would have put everyone in a better position here.
1. The right appearance!
As already mentioned in the first blog post on negotiations: The more confidence you convey, the more trust your counterpart will put in you. Therefore, sit up straight, maintain eye contact, and use abdominal breathing, as that calms you down.
Use mirroring to build trust and to connect. Mirror for example body language and tone of voice. That makes it easier to get concessions.
2. Prime your counterpart!
Use two psychological tricks to prime your counterpart for the negotiation.
1) When we get someone to do us a favor, we become more sympathetic to them and have a better chance of them doing us a favor again. Therefore: Asking your boss for a simple favor (such as a glass of water or a project update) before the negotiation increases your chances that he or she approves your pay claim. (Benjamin Franklin effect)
2) Elicit as many "yes" from your counterpart as possible. Small talk like "Crazy how the year is almost over, right?" or "Such a rainy day, isn't it?" The more often your boss says yes up front, the more likely he or she is to acknowledge your pay claim with a yes as well.
3. Anchor!
Timing is everything when it is crunch-time: You say your number first! This signals a clear idea of what you are entitled to, and you benefit from the anchor effect. When anchoring, it doesn't really matter where the number comes from – it can even be spun on a wheel of fortune. The only thing that counts is that it is mentioned first. When starting the conversation, you could say something like "In other companies, they pay around 200,000 Swiss francs as a gross annual salary in my position. Of course, I'm not asking for that much. I am thinking more along the lines of..." – Score! The anchor is placed!
What is a good anchor? Negotiation expert Prof. Dr. Jack Nasher's rule of thumb is "short of outrageousness, but just short of it."
If you use your specific pay claim as an anchor (including negotiating margin, of course!), you need to have a good justification ready. A crooked number looks like such a justification. It gives the impression that you have thought about it and calculated it. This makes it more plausible and at the same time reduces the psychological room to negotiate of your vis-à-vis.
Your counterpart was faster and anchored? There's only one thing to do: Never ever accept the first offer. Instead, flinch and say something like "that's not enough" and then place your counter-anchor. Be careful not to repeat the other person's number, from now on it's all about your number. Usually, you meet halfway – this, by the way, also applies if you set the anchor.
After the Negotiation – Write Things Down!
1. Sign here please!
The negotiation is done? Great! Write down the results, including the signatures of all participants, to prevent possible conflicts afterwards.
Document partial successes, too, if you have only completed one round of negotiations. This will make future rounds easier and keep everyone on the same page. (These are also useful inputs for preparing your next negotiation).
2. Always be a pro!
You didn't get what you wanted? No matter how entrenched or heated the situation, keep your cool and stay calm. Don't be tempted to impulsive, emotional reactions. Better to pause or adjourn the conversation.
A final tip: Do some groundwork! Don't talk to your boss only once a year. Keep him or her informed about your performance through regular feedback sessions. This way, it will quickly become clear that you are doing a good job and that your salary should be adjusted accordingly – that's why it's better to talk about salary adjustments instead of salary increases. It implies an imbalance that needs to be compensated.
You can use most of the tips in salary negotiations as well as in everyday life to skillfully realize your interests. You can find great jobs here at Coopers, one of the best personnel consultants in Switzerland. We look forward to hearing from you and wish you good luck in your negotiations.
Your Coopers Team
Photo by Charles Deluvio via Unsplash
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