5 tips to becoming a better negotiator
Everyone should benefit
The whole concept of negotiation can make people feel as though they are in an “I win/ you lose” situation. This should not happen. At the end of a successful negotiation, all parties should feel they are satisfied with the outcome. So, before you embark on any negotiation you should put yourself in your other parties place and go in with the mind-set that everyone can benefit. Not only will this mean that your negotiations are likely to go a lot smoother, but it will also keep the door open for good negotiations in the future.
Know what you are willing to accept
Things change, situations develop and the original plan cannot always be adhered to. However, you can prevent a long tedious drawn out process by knowing where your bottom line is. “So what salary are you looking for?” “I’m open minded.” “Okay will you accept 30k?” “I was thinking more £45k” – Obviously not that open minded huh? The ancient rule in haggling is to always start way higher than you expect and some recruiters suggest that you should initially quote a number lower than what you expect the candidate would want. Always ensure from the beginning you have a number in your mind that you deem acceptable. The whole telephone table tennis, emailing backwards and forth and spending 2 weeks to pin-point the bottom line doesn’t help anyone’s situation.
There’s no room for emotion in negotiation
Do not take negotiation personally. It’s human nature to always want more and to be greedy. We are all only human at the end of the day. Whether you are a candidate fighting for that extra £1k on your base salary, or a recruiter pushing for additional benefits for your candidate- everyone is guilty of “chancing their arm”. Do not allow yourself to be sucked into the hard reality of negotiating especially on such important things like salary. Always ensure that you keep it as strictly business.
Talent comes at a price
As a client, if you want to have the top candidates in your organisation – this comes at a cost. Recruiters can offer you a range of candidates, with a range of abilities at a range of day rates. If you want the best of the best, but at the lowest rate – it isn’t a viable option. In order to secure quality candidates with a quality service, you must go in with the mind-set that you are not going to be paying low end market rates.
Ensure you do your research. If your current day rate is £350, and the current market rate for your level of expertise and experience is £400. Asking for £600 is unreasonable and unrealistic. In order to secure a good position, at a good company you need to be honest and also knowledgeable with regards to your place in the market.
This has been written by Maya Gardiner, Internal Communication’s Manager & Marketing Assistant.