When you’re negotiating for an increase in pay, the only thing that matters is concentrating on the issues, the movement of the goal concessions across the negotiating table.
- Focus on where you are now, compared to where you were five minutes ago, half an hour ago, yesterday, or last week.
- Bear in mind you are in very sensitive territory since in our minds we very quickly tie how much money we make to our worth as a human being. Be prepared for this kind of sensitive issue.
- Don’t get upset. Good negotiators don’t let themselves get upset in a negotiation unless it is a planned negotiating gambit.
- Take the following approach in negotiating an increase in pay with your boss: “It’s okay to get upset with people in a negotiation, as long as you’re in control and you’re doing it as a specific negotiating technique. It’s when you get upset and lose control that you always lose in a negotiation.” (Former Secretary of State Warren Christopher)