A lot of good things in life come after negotiation (or after a strike, if I’d be a proper Frenchman perhaps? 🇫🇷🤷🏻♂️), not on a silver platter .
And this applies also to life in business even more, and for everyone, not just in Sales:
- negotiate a raise
- negotiate a promotion
- negotiate the right to work from home
- negotiate a holiday
- negotiate an extended deadline
So learning the basics of negotiation can benefit anyone.
And while it takes a lifetime of learning to become an expert at it, you can apply the Pareto principle - knowing the 20% that will yield 80% of the result.
- Putting yourself in the other one's shoes (see #CareerPlaybook 011)
- Anchoring: the higher you start, the higher you'll end
- Leverage: knowing (even increasing where possible) and using your leverage (the value you have) is critical.
- Creativity: being proactive in creating a deal structure that will be a win-win.
- BATNA (Best Alternative to a Negotiated Agreement): have a Plan B when entering negotiations.
Learning the basics
There are tons of resources to help you￼ learn just what you need, to get more of what you want.
Two book recommendations, that are very accessible for anyone:
"Never Split the Difference: Negotiating as if Your Life Depended on It" by Chris Voss and Tahl Raz
"Getting to Yes: Negotiating an agreement without giving in" by Roger Fisher and William Ury
Regarding anchoring (the principles around price setting and its effects), the book "Priceless" by William Poundstone is eye-opening.
If you do not want to invest the time in reading a whole book, Harvard's Law School's "Top 10 Negotiation Skills You Must Learn to Succeed" post and their Negotiation Skills blog series is a good resource.
Learning to read one's body language and face expressions is also a valuable skill in negotiation. We'll address this in a future post.
It will pay many times over
As per #CareerPlaybook 001: Always Be Learning, having a specific project in mind is the best way to learn a new skill.
What are you longing for at the moment in your workplace?
Make that your goal and learn to negotiate with it in mind.
It will be a useful skill throughout your life, in a lot of different situations, even if you just know the basics of it. You will be able to get more of what you want.