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How to Negotiate Nicely Without Being a Pushover

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https://hbr.org/2015/04/how-to-negotiate-nicely-without-being-a-pushover

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How to Negotiate Nicely Without Being a Pushover
We all want it both ways: to get what we want from a tough negotiation and to walk away with our relationship intact. The good news is that kind of outcome is possible. But how exactly do you drive a hard bargain while also employing soft skills?

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Negotiating without being a pushover

Do:

  • Frame the negotiations as a problem-solving challenge.
  • Take the time to make small talk. It’ll build connections you can leverage later on.
  • Stress t...

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The 7 Elements

A negotiation does not have to be a uni-dimensional, one-shot activity.

There are seven points to prepare yourself with:

  1. What do people want?
  2. What is my Plan B?
  3. Creating Value using shared interests.
  4. What's relevant and what's persuasive.
  5. One-shot or multiple rounds?
  6. The best way to communicate.
  7. What are my commitments?

What People Want

Knowing the other party's needs, wants and desires, getting to know what drives their negotiation, is crucial information in the planning stage.

The more we understand the interests of the other negotiating party, the better we can help them get what they want while taking care of our interests.

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A Good Negotiator

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A Personal Touch

A job negotiation is preferable in person or on the phone, as compared to the impersonal and cold feel of the email.

Talking on the phone provides you with an opportunity to build a connection so that the recruiter understands you and your motivations, while you have a better grip on their motivations.

If the job negotiation is on email only, be direct and honest. Email lets you strategize your words carefully.

Have An Alternative

Having an alternative, a second job offer with you makes your negotiation game stronger, as the employer knows that you can simply walk away. Having the offer from a prestigious company also strengthens your perceived market value.

Having a BATNA (Best Alternative To a Negotiated Agreement) provides you with confidence, based on how strong the employer perceives it as well as how you perceive it.

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