Wednesday, July 8, 2020

12 Killer Salary Negotiation Tips, a review of a Wharton professors new book, Getting More

12 Killer Salary Negotiation Tips, a review of a Wharton professors new book, Getting More 12 Killer Salary Negotiation Tips, a review of a Wharton professors new book, Getting More The Crown Business PR team sent me Stuart Diamonds latest book, Getting More.   I loved it.   Its one of the top three books Ive read this year.   Diamond is a highly sought-after negotiations professor at Wharton.   His book details a 12 step approach to negotiations. The author also recounts hundreds of personal and third-party anecdotes from over 30,000 students who have had success using the Getting More negotiations framework.   Diamond gets credit for infusing a new approach to negotiations, especially around standards-based negotiation and acknowledging how emotions play a role in negotiations.   Ive read several negotiations books over the years, and Getting More deserves a spot next to Fisher and Urys venerable negotiations classic, Getting to Yes. For those of you who are negotiating a job offer, keep Diamonds 12 negotiations tips in mind, which Ive summarized below. Set Your Goals Focus on your goals. Many negotiators focus on the wrong goals. Sometimes they try to get even or overemphasize a tactic which many not further their goals (e.g. build the relationship or shoot for win-win scenarios). Always focus on moves that get you closer to that goal. Its About Them To negotiate effectively, you need to know who you are negotiating with.   What are their perceptions (e.g. the picture in their head), needs, and how do they make commitments?   Who are the key influencers in the decision? Make Emotional Payments People are emotional, and emotional people cant listen. When they cant listen, they cant be persuaded. Use empathy, apologies, and valuing them to get back into a state where they can listen and be persuaded. Every Situation is Different Theres no one-size-fits-all negotiations approach. The key is to understand what they are thinking or feeling by asking Tell me more. By better understanding the picture in their heads, you can better persuade them. Incremental is Best Many poor negotiators ask for too much at once. That scares people who dont want to take too much risk. Make small steps instead. It builds trust. Trade Things You Value Unequally Nobody values things the same way. Trade off items that one party values but the other does not. For example, take on holiday work for more non-holiday vacation. Find Their Standards People rarely wish to be inconsistent with their personal or corporate values and policies.   Find out what those policies are and precedents where exceptions are made. Use those values, policies, and precedents to get what you want. Be Transparent and Constructive, Not Manipulative The other party will know when you are trying to deceive or manipulate them, and it will hurt your credibility. Be honest and straightforward. Be yourself. Always Communicate, State the Obvious, Frame the Vision Poor communication is the reason why many negotiations fail. Make the effort to state hidden/unclear assumptions and objectives. Find the Real Problem and Make It an Opportunity The obvious problem may not actually be the real problem. Youll have to probe and put yourself in their shoes to find out. Youll have to ask yourself why the other party is acting the way they are. Embrace Differences Minimizing differences whether its around countries, culture, or companies will help produce trust and better agreements. Prepare, Prepare, Prepare Preparation key. Decide on the right strategy and use the right negotiation tools.

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