Colman Collins is the author of HOW TO SUCCEED IN YOUR FIRST JOB. Colman wrote this book to help recently qualifi ed graduates to navigate their way successfully from the world of college to the world of work. The book is based on his forty years experience, initially as a HR Director with two blue chip multinationals including Nortel Networks here in Galway and more recently as the owner and CEO of Collins McNicholas Recruitment & HR Services Group, which also has an office in Galway.
This book is available in Charlie Byrne’s Bookshop, Kenny’s Bookshop, University College Galway Bookshop and online through buythebook.ie and amazon.
This is the fifth in a series of eight articles based on Colman’s book.
This week’s topic is: Learn to negotiate and look for win/win outcomes
Adopt best practice when negotiating and look for win/win outcomes.
Regardless of who you are negotiating with, I strongly recommend that you move away from the traditional win/lose model and adopt a more sustainable win/win model. Companies are generally more consultative and participative nowadays, and this has given rise to a more collaborative than confrontational style of negotiation. In this win/win negotiating model you are particularly attentive to the relationships between the negotiators at all stages of the negotiating process. It can be quite challenging to ensure that your relationship with the person you are negotiating with is preserved if you become involved in a protracted negotiating process. Maintaining a respectful manner at all stages of the negotiating process provides the basis for a positive ongoing relationship between both parties.
Negotiate with your boss.
Although most of your interactions with your boss may seem like normal conversations, they often have an element of negotiation involved inthem. You need to be able to identify when this element is present and be prepared to negotiate if you have an alternative point of view. Traditionally, new graduates would just do what they were told but many employers are now looking for more assertiveness in professional employees which involves them being able to negotiate.
Learn to negotiate with colleagues.
As per the previous point this is often a case of realising when a discussion involves an element of negotiation, being aware of your own requirements, and ensuring these are fully considered.
Learn to say ‘No’.
You need to learn this skill because if you don’t you will limit your effectiveness at work. You may develop a reputation for being particularly obliging and this is generally regarded as being a good quality. However, if this results in you doing work that diverts you away from your key goals and objectives, then you will not be considered successful at work regardless of how obliging you are.
Do your research before you negotiate.
Say, for example, you wish to negotiate a salary increase, it will not be suffi cient to request a salary increase just because you think you deserve it. You will need to justify your reasons for looking for this salary increase especially if you are looking for the increase before the increase is due. This may involve doing some external research to establish salary rates in your sector for people with your qualifications and experience. It may also involve clearly identifying what internal reasons you have to justify your request. This may mean identifying additional work you have successfully undertaken or some examples of exceptional performancethat will support your case.
Be assertive when you negotiate.
There is no point in doing your research and preparing your case thoroughly if you fail to present your arguments in a confident and persuasive manner. Anything less will seriously undermine your negotiating position. This applies equally to face-to-face communications and to written communications. Get trained as a negotiator. It takes time to become an effective negotiator and you will probably require training to achieve this status. Your performance review is an ideal opportunity to request this training.
Observe effective role models.
Study these people carefully. Try to adopt the techniques they use that suit your operating style. Do not try to imitate them as this could result in you selling yourself short by not operating in a way that suits your own negotiating style.
Keep your cool.
Regardless of how emotionally charged a negotiation process becomes it is critical that you remain calm at all times. This may not be easy especially if you encounter strong resistance and even personal animosity. However, if you allow yourself to lose your composure you will weaken your negotiating position and you could easily damage your standing within your company. Therefore, it is essential that keep your cool at all times.
