 |
What you say in the first few moments of a salary negotiation often sets the climate of the negotiation.
- Don’t argue with people in the early stages of the negotiation, it creates confrontation and confrontation creates competition.
- Get in the habit of agreeing and then turning it around.
- Use the Feel, Felt, Found formula to turn the hostility around. Having Feel, Felt, Found in the back of your mind gives you time to think when the other side throws some unexpected hostility your way.
You start a negotiation with your boss for an increase in pay, only to be told: “We’re going through the toughest times this industry has ever seen. We’re all lucky to still be working here.”
Respond with: “I understand exactly how you feel about that. Many managers have felt exactly the same way as you do right now. (Now you have diffused that competitive spirit. You’re not arguing with them, you’re agreeing with them.) But you know what I have always found? When times are tough, it’s also a time of great opportunity. Let me tell you some of the ideas I have for getting us past these difficult times.”