Negotiation is something we continually practice during our life. Psychologists have studied human negotiation in different field and circumstances. One of the most important example of human needs of negotiation skill is when the individual has to negotiate for a suitable salary. Everyone wants a better salary, but not everyone is good at negotiating techniques. So, this problem takes away the chance to get the suitable salary they deserve.
Negotiation skill means the best use of strategies and
techniques to achieve a specific goal/goals. It is related to the persuasion
skill, the best use of the available information, and intelligence. Persuasion
is an essential skill to complete the negotiation process successfully.
Salary negotiation techniques :
These are 6 techniques that are outcomes of long years
studies. They are absolutely good strategies that will help you negotiate for a
good salary you deserve.
1) Pre-Negotiation Period is very important.
This period will determine whether you are going to win or
lose in the coming discussion. So, the pre-negotiation time is very important.
You should prepare yourself very well by setting alternatives options and
knowing the value of your job in the market.
Alternative options are necessary for two reasons.
Personally, it gives you other options if business owners refuse what you ask
for. In addition, it makes them think twice before they refuse your offer
because they know you have other alternatives options. Knowing the value of
your job on the market will help you know the salary rate of the other people
who work in your field. If you do not have this knowledge, you will either ask
for a large or modest number.
2) Do Not Consider the Emotions and Feelings of Business
Owners.
Understanding is a powerful tool for success in any field.
You have to understand the way of thinking of the other party that you
negotiated with. Keep totally away from trying to "understand their
feelings". Owners business feeling are not important to you at all. You must
use logical analysis approach in these situations.
Is the company, for example, operating under a strict salary
policy but more flexible with bonuses? Do they adopt the principle of exclusion
bonuses in exchange for other alternatives to their employees? You have to make
the best deal for both parties. Your understanding of other party opinion not
only will help you know the suitable salary that you are going to ask for, but
also to be able to offer alternatives if your initial offer is rejected.
Knowing what they need is rational and logical, but trying
to understand their feelings will put them in a stronger position. Considering
the emotions are either going to make the other party exploits you, or you will
find yourself giving up things that you want.
3) Offer the Best Number First.
According to recent studies, people who offer their number
first usually get the salary they want. At this point you have an idea of the
salaries of the employees who work in your field, so you should present your
offer, not wait for their offer.
According to psychologists, the first number you offer is
important in determine the criteria as well as makes you stronger, because the
other party will not negotiate of a number that is much lower than what you
have proposed.
4) Prepare Alternative Options.
Business owners usually offer alternative options, but
employees generally do not. You have to fight this principle and present the
options that are suitable for you. In the beginning, prepare your negotiable
number within certain criteria. Make sure that the minimum is close to the
upper limit. The importance of this step point out in showing the other party
that you are flexible and ready to negotiate.
If your company has a strict policy, then you must offer a
range of alternative options that will help you achieve your goal. Give them a
wide range of options from which they can choose from. For example, your offer
is presented and you know in advance that the number you are prepared may not
be appropriate, but you offer other options related to the number of vacation
days.
5) Set Your Expectations.
Before you start negotiating your salary, you must determine
the minimum salary you can accept. Do not disclose this number during your
negotiations with the business owner. You should determine a suitable salary
based on your job requirements and your personal qualifications.
6) Do Not Show Your Weakness Points and Doubts.
Feeling strong can get you what you want, and it helps you
make better decisions. Negotiating a salary is a period of psychological agony
that involves a lot of tension and hesitation. All the time you will keep
wondering whether you have asked for a lot, a little, or whether what you ask
will make the other party feel uncomfortable.
Your feeling of power will make you feel confident about any
number you ask for. Most salary negotiations fail because the employee is
afraid and hesitant. There are many techniques that help you feel strong.
However, the easiest and most intuitive is to think about a situation where you
have already felt strong, and you will absolutely see an immediate change.
……………………………………….
You don't get paid for the hour. You get paid for the value
you bring to the hour.
-Jim Rohn
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