By Sunny Simon
My client entered the office with a smile so contagious I found myself grinning before I even knew why. The reason Jennifer exuded happiness was due to a job offer she received just hours before our session. As the first order of business she asked me to help her with a resume cover letter. I was stymied and inquired if she had declined the job offer. Jennifer flashed her most confident grin explaining she had negotiated more time to decide enabling her to apply for a position with another employer. I laughed when she reminded me I was the one who told her everything is negotiable.
Whether you are in a job search, up for a salary review or in need of additional time off, you may never be offered the items on your “must have” list. Striking a deal by negotiating can score your heart’s desire; however, your success depends on your approach and strategy.
My husband John is an ace negotiator. Through the years I’ve silently observed John getting a lower price, a free upgrade or an exceptional discount. How do people like John and Jennifer get others to make allowances and exceptions? They begin by doing their homework. Apparently Jennifer learned the company extending the offer did not have an immediate need to fill the position. She also knew she came highly recommended by a mutually respected colleague. On the flip side, the employer knew she would be an exceptional hire, but decided to give her the time she requested rather than demand an immediate decision, another prudent negotiation stance. If Jennifer were forced to decide on the spot, she would have respectfully declined.
Communication is key in any negotiation. John, although persistent and dedicated to holding his ground, is always respectful. No strong arm tactics are used. He listens well, giving the other party ample time to explain his or her position. Next he acknowledges an understanding of the counterpoint, but gently responds by explaining why his ask is reasonable. He also employs positive body language by making direct eye contact and leaning into the conversation. Before long I hear John getting the other party to laugh. As in most situations, a bit of humor can break the tension and soften the mood.
Next time an item on your “must have” list is denied, don’t take no for an answer. Do your research, plan your strategy and give it a go. In the words of President John F. Kennedy, “Let us never negotiate out of fear. But let us never fear to negotiate.”
Sunny Simon is the owner of Raise the Bar High Life and Career Coaching. More about Sunny at www.raisethebarhigh.com
