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Decisions are largely emotional, not logical: the neuroscience behind decision-making
Don't convince with reason
People who believe they can use reason alone to build a case might not succeed. They need to consider the emotional factors that are driving the other person.
The negotiator should create a vision for the other party to bring about discovery and decision on their part.
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Key Idea
Using emotional intelligence in negotiations
- Repeat the last 1-3 words your counterpart just said back to them - makes your counterpart feel safe enough.
- Practice tactical empathy. Demonstrate to your counterpart th...
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Your Final Decision
While making your final decision, keep in mind that:
- You are clear about your deadline for signing the job offer.
- Assert your deadline continually.
- U...
Companies Love Negotiating
Companies like you to submit early in the negotiation and be done with it, so it's best not to fall in their traps and pressure tactics.
Respectfully moving forward, showing transparency and maturity signals to the company that you are not just playing games, and are moving towards a final decision. Being honest, open and communicative is the key.
Negotiating is all about relationship, with communication being the bedrock.
Not Just About Money
- There are various dimensions in a job to be motivated by, not just what you get paid. Your training period, kind of work, kind of team, and the other things you value, like work-life balance, for instance.
- You also need to understand what the company values. Salary is a recurring cost, that increases over time while being a subject of gossip due to inequality. A joining bonus is a one-time expense and isn't public.
- There are other perks to negotiate for, like relocation bonus, which can be easier to arrange.
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Key Ideas
Negotiation
... is a key life skill, an inherently interpersonal activity that requires a good understanding of human psyche, and it is vital to your success.
Negotiator perform 2 cognitive tasks:
- Judgement: Evaluate the content of the available options for its fairness.
- Choice: Determine which available option is preferred.
Use a Red Herring
Instead of making one single offer, try offering 3 possible scenarios:
- Something that works for you but can be very expensive for the other party. A win-lose.
- The red herring. Something that is a lose-lose for both parties. An option through which no one wins.
- Something that is a middle ground and a win-win for both.