To Win More Negotiations, Unlock Hidden Values – Negotiation Tip of the Week

To win more negotiations, you must be able to unlock the hidden values of the other negotiator. Unless you do that, you’re negotiating against a phantom; you don’t really know what you’re negotiating against or for.

Before engaging in a negotiation, consider the following thoughts to unlock the other negotiator’s hidden values. In so doing you’ll be able to negotiate more effectively, which will enhance your negotiation efforts.

Why it’s important to unlock someone’s hidden values:

Have you ever told someone how good a deal they were getting because they’d make/save more money, look better, feel stronger, etc.? All the while, they were thinking, none of that matters to me. While making your pronouncements, you were blowing it (i.e. getting farther from a deal than closer). Unless you’re playing to someone’s strong suit (i.e. unlocking their hidden values), you’re playing weakly.

Knowing someone’s value proposition allows you to be more targeted with your offers and counteroffers. It also allows you not to stray into territories whereby you might make an offer that’s detrimental to your negotiation position. In such a case, you might give away something for almost no return.

Points to consider:

Everyone doesn’t think like you nor do they think like some that you may assume they think like. Thus, you must understand, by asking, what is of importance to the other negotiator. Such questions can be positioned as:

  1. What would you like to come out of this negotiation with at minimum and maximum?
  2. Why?
  3. What are you willing to forgo or give up to obtain the minimum and maximum that you’re seeking from the negotiation?

The answers to just the above 3 questions alone will give you a wealth of insight about the other negotiator’s hidden values.

What to be mindful of:

All negotiators will not readily expose their value system. They want to know yours first. That could create a challenge. If you experience that in your negotiation:

  1. Be mindful of the negotiator style/mindset that you’re dealing with. Some negotiators are very tough negotiators that don’t want to let you know what they value most in the negotiation. Their fear may stem from them thinking you might take advantage of them. If this is the case, assuage their fears by being open and above board. You can convey such sentiments through your words and add more meaning to them by exhibiting body language gestures that add value to your words (e.g. hands above the table, no large sweeping gestures that might indicate a grandiose perspective, speaking at the same pace and speed as the other negotiator, etc.)
  2. All negotiations are built on trust. Thus, the quicker you can establish trust, the more trusting both of you will be of the other. Therefore, always attempt to establish trust as quickly as you can in a negotiation by giving away as much of your position as the situation warrants. You can enhance the process by letting the other negotiator know the perils you’ll face if the negotiation is not successful. Just be cautious about what you disclose related to the impact it’ll have on your negotiation abilities going forward (i.e. don’t give too much information too soon).

We’ve all been trapped in negotiations that appeared to be headed for doom and realized that such was occurring because we were not addressing the other negotiator’s values. After reading this article, you’ll be better prepared to unlock the hidden values of the other negotiator. That will accelerate your negotiation win rate… and everything will be right with the world.

Remember, you’re always negotiating.

How to Negotiate Salary For a New Job – 5 Salary Negotiation Tips That Work

One of the trickiest parts of getting employed is figuring out how to negotiate salary for a new job. There are just so many things to consider. After all, you want a high salary but you don’t want to appear self-important. You’re afraid of giving numbers, and yet you dream of increased pay.

Well, you don’t have to worry about those things anymore. If you want to know how to negotiate salary for a new job, simply read this article!

Salary Negotiation Tip # 1: Do Your Research.

So you want to learn how to negotiate salary for a new job? Then you must do your research first. Find out what people in the industry are making.

If you’re going for an entry-level position, find out what entry-levels are making. If you’re going for a managerial position, find out what they’re making. This way, you won’t sound like an idiot when you eventually negotiate your salary for a new job.

Salary Negotiation Tip # 2: Assess Yourself.

Personal assessment is important; and it’s not just so you’ll have something to say at an interview! Knowing your strengths and skills helps you become more confident when negotiating salary for a new job.

You might have certain skills that are useful, but not quite common in the workplace. For example, you might be applying for the writer position at the company, but you also know how to design websites or speak fluently in three different languages. I’d say that would give you a better leverage!

Salary Negotiation Tip # 3: Be Confident.

When talking money, it’s important that you appear confident. Not arrogant, but confident. Demanding a high salary, especially when you don’t have good credentials, will only turn you into a laughing stock.

Salary Negotiation Tip # 4: Refrain From Giving an Exact Amount…Yet.

If you’re not yet sure whether they’ll be hiring you or not, it would be in your best interest not to discuss salary in detail.

You can give a certain range, but you should also add that it’s negotiable and flexible. This way, the company won’t cast your resume aside at once (especially if it turns out that they can’t afford to hire you).

Salary Negotiation Tip # 5: Be Willing To Walk Away.

Finding a decent job with good pay can be challenging. However, that doesn’t mean you have to accept a rate that is beyond low. You might be flexible, but you’re not that desperate.

When a company low blows you, be prepared to walk away. There are other companies out there that will treat you fairly.

Learning how to negotiate salary for a new job can be eye-opening, but the actual experience can vary. Learn all you can from what you have experienced yourself, and use those lessons on your next salary negotiation.

Tips for Making a Sales Presentation to a Group

As a free agent, independent professional, and/or freelancer, we are often asked to present a summary of what we offer to a board of trustees, several officers of a company, leaders of an organization, or members of an association. Dealing with more than one person can create a plethora of different considerations and approaches before reaching a successful outcome. In this article, I share some of my experiences with group presentations — what’s worked for me and what to watch out for.

Find out as much as you can before meeting with a group. I do a good bit of work for non-profits. These corporations all have vocal boards of trustees to whom they must answer when the spending of a considerable amount of money is involved. The more information I have about the corporation and its leaders, the better. If possible, I try to connect before the “big meeting” with the executive director and find out exactly what they are seeking and how much they are planning to spend — most non-profits, for example, vote on a yearly budget at the end of their fiscal year, so know exactly how much they have ear-marked for a project.

Others are putting out feelers to find out how much — or how little — they should set aside for the project. Oftentimes, there is background information you can discover. A lot of proposed projects have been in the works for awhile and have quite a history. Ask lots of questions and do all of the research possible. For example, I just finished an extensive website for a group that I discovered had initially talked with and had been turned down by many of the big design firms in town. I believe that I got the job because I was willing to take the time to meet with their board, listen to their suggestions and do the custom work they desired.

Prepare, prepare, prepare. No matter what kind of presentation you are making — whether to two people, twenty people or two hundred people — proper preparation is the key. First of all, know what your goal for the meeting is and have a plan and strategy ready. Write down the information you want the group to know about you and your services by the end of the presentation. What makes you unique and why should they hire you?

Realize that just telling them this is not going to work. You must create the right questions to ask them so that they will ask you the right questions. This is the way you will discover what it is they are looking for and whether or not you can help them get it. The operative word is “help.” When others feel that you care about them and their problems, that you are on their side and ready to help, they will be much more willing to open up and form a bond with you. You will also learn what you need to do to please them.