Getting ready for Salary and Position Negotiation

There are different types of negotiations there are different types of negotiators.

What do we have:

1. Great initial position. Great initial base position. The best sales position in the company. Leading sales results 1,92 nearest colleague 1,47.
2. Lack of understanding of your own position.
3. Self-confidence  – weak
4. Good understanding of management and people who make decisions.

Key Concepts to learn

1. First of all, let’s grasp the BATNA concept. Since your self-confidence is low.  BATNA is an acronym that stands for Best Alternative To a Negotiated Agreement.
2. A very nice, tough guy. Very polite at the same time you are assertive. You are not reacting to any offensive things that addressed to you.
3. Investigate, investigate, investigate.
4. You can investigate the competitive market salary and competitive market conditions. You can always use it as a reference.
5. Ancors – You set the highest legitimate anchor.

Tactics

1.  Always offer a range. Let’s say if you need to have 0.8%. You can say the market pays from 0.8%-1.5%. The decision-maker almost always jumps at the lower number.
2. Mirrors, repeat 2-3 words.
3. Summary
4. Perehrase
5. Ask questions. Questions. a) How. How can we accomplish it?  b) What makes you do it?  c)  Ask why only in one way. Why do you work with me. Then wait.
6. Strategic pauses

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Updated on: 2024-12-23. Author: Vasiliy Smetanin