T.I.P.S. - To Improve Pay and Success
Anticipate Negotiating Strategies
Your opponent may try to mislead you by bluffing or distorting the facts. Don’t assume your opponent is simply stupid or ignorant of the facts. She may know exactly what is going on. With as many facts as possible, try to clarify the situation. "I have to disagree with you on that point. Expense records for the past six months indicate otherwise." This may be hard to do. You are not anxious to argue with someone who is in a position of authority. Try to consider how mad you will be at yourself if you lose what you want simply because she made up stories to help her case. Negotiations may drag out longer than you want in order to wear you down. Again, this is not a strategy I recommend you try, but it may be used against you. Someone may want to "consider" what you propose and get back to you later. Ask what factors will be considered, and which ones will weigh more heavily than others. Ask when a decision will be made, and by whom. Your persistence may result in a decision being made on the spot. If not, they at least know they cannot put you off with a simple "we’ll consider it." Negotiations are going on all around us. We need to recognize this and participate when appropriate. Awareness is the first step. Small adjustments make a big difference.
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Many negotiating techniques (see Each of Us) can only be used by the party in greater power. Assuming this is not you, you really shouldn’t attempt to use them. However, if you are unaware of them, they may take you by surprise as you negotiate. This surprise could weaken your position.