ON NEGOTIATING || The 5 C's to Negotiate Authentically
Can you use better negotiation skills?
I think all of us can. Most women are afraid of negotiating, and are 2.5X more likely to feel anxious about it than men.
I recently attended an event where the guest speaker, Carrie Gallant, taught us the 5 C's to negotiate authentically and found these tips to be helpful so I want to share it with our readers with Carrie's permission.
CLARIFY TO AMPLIFY
Be clear about what it is you are negotiating about. Are both sides clear on what is at stake and what is being negotiated? Laying out the a clear and focused foundation for the negotiation helps set the stage for a successful negotiation.
CONNECT TO PARTNER AND PROFIT
When we think of negotiation we often feel like it's us against them, it's a win-lose situation. What needs to change with your mindset is that negotiating can be a partnership. A true 'win' in negotiation is when both sides get the majority of what they want, not when both sides 'meet in the middle'.
So connect with your partner and grow the pie bigger, through understanding their objectives, how they want to be treated, and truly listen to understand their needs.
COLLABORATE TO CREATE YES
It can be as simple as using language such as 'we' instead of 'I' in your conversation. Similar to the point above, you want to take a collaborative approach, how can you both get what you want and grow the pie bigger overall? You will need to get creative with your options and potential outcomes, but that is what negotiation is supposed to do, flesh out all the options that could work for both parties.
CRAFT THE CONVERSATION
The best approach to take is to be calm and assertive. Easier said than done of course, but if you put in the necessary prep work to think through every possible scenario, every possible question and potential answer from your negotiation partner, you are much more likely to achieve success.
Some tactics would be to consider your openers, building your questions strategy, testing assumptions, and when to make an offer (whoever makes the first offer places an anchor for the negotiation).
One tool that is often overlooked in negotiation is silence. After you make your offer, don't be in a haste to jump in and justify your needs, just stay silent, and wait for the other party to respond. Silence is golden.
COMMIT AND CELEBRATE
The end of a negotiation is perceived to be the point when both parties shake hands, signalling that an agreement has been reached. However, in Carrie's words, a sprinter doesn't stop right at the finish line, their adrenaline takes them far beyond the finish line before they can come to a complete stop. Agreement is great, but now you need 'commitment'.
Who is going to do what?
When are they going to do it?
How are they going to do it?
You need to outline all the next steps that need to be actioned to get the ball rolling, THEN you can celebrate.
While we have outlined some of the key negotiation principles Carrie shared with us during the event, there are many benefits to schedule a one-on-one with a negotiation expert like Carrie. They can help you built your negotiation strategy to get the most of of a salary negotiation, taking you further in your career. For more insight and to find out more about Carrie, visit her website here.
