Leadership, Negotiation, Personal Development, Success Library

How to Negotiate Anything

Negotiating is the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas. Negotiating has to do with persuasion rather than the use of crude power.

So, let’s get started on our journey: how to negotiate anything!

First, ask the right questions.
The more you understand the person you’re negotiating with, the better things will go. Try to find out what’s most important to them, and why? When you understand the other person and what interests them, you’ll know what points to concede on and what points to fight on during the negotiation process.

Asking the right questions will show the person how empathetic you are, allowing them to relax in the negotiation. Avoid making demands or behaving aggressively so you can take advantage of the negotiation process to the fullest extent.

Know what you need.
Be aware of just what you need prior to negotiating. Get a clear idea of how much you can afford to pay, how much you actually need, and when you’ll need it. Be willing to do some leg work beforehand to determine what other vendors have for sale and at what prices.

Feel comfortable with walking away from the wrong deal. There are typically plenty of options to choose from, so choose the one that will best suit your ideal needs.

Take advantage of time.
Sellers will attempt to pressure you into action because they know that taking action now is vital if they want your sale. Use this dynamic to your own advantage instead.

Respond to a price with silence and allow that silence to sink in. This forces the vendor to wonder because you’re not giving them a concrete answer. This will put them on the defensive, giving you leverage as they develop an interest in further negotiating with you.
Only buy now if the deal is amazing. If there’s still room for negotiating, hold out for something better.

Create value in yourself.
Let the seller know exactly why you’re the best customer. Make it clear that additional purchases are in your future or that you’re influential within a large community of potential customers. When you become valuable to a vendor, they become more likely to negotiate to meet your terms.
Remember to smile.
Respond to a vendor’s offer with a smile. Smiles are oddly disarming and they tell people to like you. Telegraph friendship through a smile and you’ll earn the vendor’s trust. They may even feel compelled to negotiate your needs.

A vendor that you smile at will feel more inclined to strike up a deal with you. Disarm them with your smile and they may go out of their way to cater to your negotiation needs.

Evaluating a Job Offer:

Think beyond salary. If your bills have been mounting up while you’re unemployed, it’s natural to focus on the size of your next paycheck. On the other hand, the real value of a job offer also includes the fringe benefits, time off, and less tangible factors like meaningful work and a supportive culture.
Plan your commute. Studies show that long commutes can affect your mental and physical health. Figure out the shortest route to the office and see if you can work from home sometimes.
Reread the job description. Scrutinize your new responsibilities. Ask yourself if these are tasks that you enjoy doing and can complete successfully.
Look ahead. How will your new job affect your long-term career prospects? Will you expand your network and learn valuable new skills?
Continue your research. You probably investigated the company before you went to the interview, but now the stakes are even higher. Find out what others are saying about your future employer on social media. Study the annual report and financial statements.
Consult others. If possible, interview other employees and former employees to hear about their experiences. Ask your family and friends for their feedback too.
Accept trade-offs. Keep in mind that each opportunity comes with advantages and disadvantages. Decide which factors are most important to you.

Negotiating a Job Offer:

Stay positive. Now that you know the company is interested in you, this can be an opportune time to make a counteroffer. Let your new boss know that you’re excited about joining the team while you try to achieve the terms you want.
Review your options. Understand your position before entering into any negotiations. Do you have other offers? How long can you afford to continue looking if you’re unemployed?
Be realistic. Of course, you’ll be in a stronger position if you know the average salary ranges for similar positions in your area. It also helps to learn as much as you can about the company’s policies and resources.
Put it in writing. Make sure to document any changes to your employment offers. It will give you something to refer to in case there are any future questions.

Declining a Job Offer:

Be gracious. Let the company know that you’re grateful for their time and consideration. When you turn down an offer, be prepared to state a brief reason that will not reflect poorly on them.
Act quickly. Delays in the hiring process can be expensive if promising candidates take other positions or essential positions continue to be vacant. You can show the company that you’re responsible and considerate by letting them know your decision as soon as possible.
Stay in touch. You obviously impressed the employees who wanted to hire you so add them to your network. You may be able to help each other in various ways, especially if you’re in the same industry.

Considering the pros and cons of any employment offer will help you to enjoy more job satisfaction and keep your career on track. It’s well worth giving yourself a couple of days to decide if your new position is really an excellent fit for you.

Viken Mikaelian

Viken Mikaelian is the CEO of PlannedGiving.com and Major Gifts LLC — the resource for all your major and planned giving marketing needs. Viken is available for speaking engagements on planned giving marketing, personal development and time management at viken.net. Connect with Viken on LinkedIn.

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How to Negotiate Anything

So, let’s get started on our journey: how to negotiate anything!

Evaluating a Job Offer:

Negotiating a Job Offer:

Declining a Job Offer:

Stay Informed!

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