While there are no ways to guarantee that a negotiation will succeed, there’s one way that will pretty much ensure that a negotiation will fail, and that’s to go in without any kind of plan.
Common errors include entering a negotiation without doing research of your value on the market, not role-playing the conversation in advance to make sure your selling points are on target (and preparing for pushback on those selling points), and the least effective technique: barging into your boss’ office randomly and deciding to demand a raise or promotion.
I recently came across a very interesting book called “The Cartography of Negotiation” by Scott Wayne with Jason Allen Ashlock. A quick, interesting business book with a textured element of design, it had several unique takeaways.
Within the chapter delving into the interests on both sides of a discussion, they present three core techniques for approaching a successful negotiation.
Jim Hopkinson is an author, writer, and speaker living in New York City. His focus is on career development for the new economy, showing how new media, technology and branding are changing how people look at their career and lifestyle. Read more...