T.I.P.S. - To Improve Pay and Success
Use Questions in Negotiations As in all communications, negotiating is at least a two-way street. Questions can often help us uncover the true objections to our requests. Addressing those objections immediately becomes more possible when they are uncovered. Let's say you have asked for a raise and have been told "It's not in the budget." Whatever you do, don't turn and retreat. How much do you know about the budget? How much does your manager know, or how much control does she have? Here are some sample questions to ask in this case. Is a specific amount allocated to salaries, or a range of dollars? How close is our department to the top of the range? Can money be shifted from one part of the budget to another? What is this process? What exactly is the budget cycle? How flexible is the budget? When is it reviewed? What happens when it is exceeded? Can a bonus come out of another budget, or another part of this budget? You may believe you appear too pushy asking these questions. Get over that feeling, or push it aside and pretend you have no self-doubts until you leave the negotiations. If the budget is being used against you in requesting a raise, it is your business to know the details. Each answer you receive can open up a new path for negotiations. Awareness is the first key. Small adjustments make a big difference.
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