In professional settings, negotiations often have to do with hiring decisions, sharing scarce resources and issues involving wages, hours and working conditions.
To get more of what you want in a negotiation at work, and to become a better negotiator, start by recognizing that in the workplace, attributes like honesty, ethics and being a “good person” are valuable but not decisive. That’s because we assume everyone shares these qualities (until we are proven wrong).
Instead, when the negotiation is about a new job, a raise in pay, to join a new team or get a promotion, it’s much more persuasive to emphasize qualities narrowly specific to the matter being negotiated, such as:
- Specific experience (“I worked on a very similar project.”)
- Relevant background (“I have been working in this field for three years.”)
- Technical knowledge
- Immediately available
- Team player
- Eager to learn
Ask yourself: what are the unique qualities you bring to this particular situation? How can you specifically contribute positively to its success?
Next: Building trust