Before the negotiation
- Respect your partner enough to find out something about them in advance.
- Plan: anticipate possible objections and questions.
- Formulate alternatives, ideas and solutions (don’t leave it up to your partner).
Preparing your strategy:
- Define exactly what you want and how you will ask for it.
- Be specific.
- Keep it as short and concise as possible.
- Cite technical skills.
- Cite relevant experience.
- Cite your availability for what you want.
During the negotiation
Approach: negotiate in good faith (and assume your partner is, until proven wrong)
- Understand what your partner needs.
- See things from your partner’s viewpoint.
- Help your partner solve their problems.
- Help your partner succeed in their job/project/goals.
- Offer alternatives. Give something to get something.
- Listen carefully.
- Persistent (but not aggressive)
- Polite and friendly (non-threatening)
- Open, honest, transparent
- Be sensitive to different cultures and genders: what you think is neutral might be insulting to others.
After the negotiation
- Get a time commitment.
- Follow up in writing.
- Even a “small yes” is a win. It can be the basis of a broader agreement.
- Both sides should feel “they got a good deal” afterwards.
- If it doesn’t work, remember: continuing relationships are valuable (no one can foresee the future; things change).