If you are going to be successful in the corporate world you need to get comfortable asking for what you want. Most people, however, are extremely uncomfortable negotiating and asking for things they need. People avoid asking for things for fear of rejection. They are worried that they will come across as too aggressive or that they will offend the other party. That said you will never get what you want unless you ask for it. If there is something you need, be it a pay raise, a promotion, or a deal with a client, you need to step up and get ready to negotiate for it. Here are a few tips to help you get the most out of a negotiation.
Assume You Will Get It
When you remove the fear of rejection, you become more confident. You have the ability to take the emotion out of it and focus on a win-win solution. Assuming you will get what you want enables you to make more thoughtful decisions and earn more respect in the negotiation.
Practice Your Pitch
We are all familiar with the saying “practice makes perfect.” While there is no guarantee that practicing your sales pitch will get you the close, it will certainly increase your chances. Familiarize yourself with the information and enter the negotiation prepared to go for the win. The more knowledgeable you are and the more prepared you are, the better your chances of getting what you want.
Never walk into a negotiation asking for what you want. Instead, be prepared to explain why you deserve it. There is a huge difference between saying “I need a raise” versus “ I have hit my goals for the past 6 months and I think my work has proved that I am worth more than what I am currently making.” This puts the ball in the manager’s court and forces him to provide an explanation or to concede with a pay raise.
Know the Other Side
In any negotiation, it is important to know what the other party wants. You have a lot more leverage if you can provide what the other person needs. Negotiations are about creating win-win solutions so you need to make sure you know what it is that your counterpart is looking for. If you want a raise, be prepared to promise results and revenue. If you are looking to close a deal with a client, make sure you give them what they need if they are willing to pay your price. The best negotiators are the ones who know how to listen to the other party.
Be Prepared to Walk Away
It is one of the hardest things to do but you must make it clear to the other party that you are willing to walk if the terms are not to your liking. Know your target price and your walk away price before you ever begin the negotiation. This prevents you from agreeing to unreasonable demands and also puts more pressure on the other party to give you what you want.
Know Your Worth
If you want to get what you want out of a negotiation you must first know yourself. Your best bargaining tactic is your self-worth. Make sure you know what you bring to the table and be prepared to effectively communicate that. Take the time to compile a list of strengths, skills, and accomplishments. Present this during your negotiation and make sure your manager knows you provide something that is valuable. Once you have showcased your worth, be prepared to negotiate as if your life depends on it!