CareerCommunication

5 Things You Might Not Know about Negotiating

In an article for The Muse, Victoria Pynchon shares some somewhat unorthodox insights about negotiations. They could help to put the finishing touches on your own negotiation strategy. The first insight is that the negotiation does not truly begin until somebody says “no” (or the equivalent). These roadblocks indicate the positions where problem-solving can begin; they are not conversation-enders. Another tip is that people are actually happier when you have to make concessions than they are when they just get what they want. For instance, if a person instantly gets the raise he or she asks for, the person might actually feel remorseful that he or she did not ask for more money.

A third tip is that money is ultimately extremely subjective; it can be used for an infinite variety of purposes. Consider how much value money really has in your current negotiation, assuming money plays into it at all. On top of that, remember that your “bargaining strength” is all in your head, and it can be bolstered further by studying up on your situation as much as possible in advance. Lastly, and most interestingly, “Any reason is far better than no reason and nearly as good as an excellent one.” A study suggests that offering no reason for a request ineffective, but providing a good reason or even an inane reason is much more effective. It is a case where you can exploit “correlation is causation” a lot of the time regardless of the truth.

For examples of all of these ideas in action, especially that curious last one, you can view the full article here: https://www.themuse.com/advice/5-things-most-people-dont-know-about-negotiating

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