Misconceptions About Negotiating

The pervasive perception of negotiation in the West is more negative than it is in most other places in the world. We imagine men screaming at each other across a boardroom table, spittle flying. But that’s not what negotiation really looks like if you are doing it right. The goal of negotiation is for both parties to get what they want. The aim is to reach a win-win. There are several misconceptions about negotiating that we would like to straighten out here and now.

 

It’s too combative - As mentioned above, negotiation shouldn’t be aggressive or nasty. You don’t need to view it as a competition or confrontation because it’s not. Instead, bargaining is simply an exchange of points and offers. 

 

It’s only for cheapskates - More people are watching their pennies nowadays, and one way to improve your wealth is to negotiate, especially on high ticket items. Why pay more than you need to? How do you think people with a lot of money in the bank got there? No doubt, part of their strategy was to negotiate the price of things when appropriate.

 

It’s improper - Especially in the case of high ticket items, sales people expect you to try to negotiate price. If you own a house, for example, did you settle on the asking price or did you offer less? Same with a car. Most car dealerships state their highest price, knowing that people will ask for something lower. If they get their asking price, all the better. But they don’t expect it. It’s not improper to save money.

 

It takes a certain type of personality - This misconception goes back to believing that negotiating is aggressive. Though it may feel less than comfortable in the beginning, some practice can take care of that. Even shy people can learn to negotiate. It’s a skill that can be learned, not necessarily something you are born with.

 

It’s not worth the time or money - Again, in the case of expensive purchases, it can be well worth your time to negotiate price. Many people who are selling something, whether a company or an individual on Craig’s List set their price high, expecting to bargain. Is it worth your time to shave a few car payments off the life of your car loan? If not, it should be.

 

It’s embarrassing - This misconception is rooted in the fact that most people are uncomfortable negotiating. But all it takes is some practice. You also won’t negotiate on everything you buy. The kid checking you out at a fast food place or movie theater isn’t going to knock down the price. But the salesman trying to sell you a dishwasher probably would. Knowing when to bargain and then practicing it is all that is needed to end the embarrassment.

 

Why It’s Important to Be Able to Debate

When you think of the word debate, you probably think of a somewhat nerdy after-school activity offered in some high schools. But debating isn't just for sport, as it is also known as "arguing." And clearly, arguments have a place in our everyday lives. No matter what you call it, though, it is an important life skill to have for several different reasons. 

 

Debating Helps You Form Your Own Opinion

 

If you've never debated a topic, chances are your feelings about the topic aren't fully formed. When you debate something, it challenges you to think about the topic at a deeper level. And when you think about the topic at a deeper level, it helps you solidify your emotions about the topic. 

 

Debate Helps You Learn

 

Besides just solidifying your emotions about a particular topic, the debate also allows you to learn more about a topic you may be passionate about. Your opponent may make a point that you had never heard of before. However, for this to hold true, you need to make sure you listen when the other person(s) are speaking instead of just preparing your answer while they speak. 

 

Debate Activates Your Brain

 

While debate isn't the only way to activate your brain, it activates a part of your brain that you don't often use. This part of the brain deals with problem-solving and the art of persuasion. When you debate with someone, you exercise both of these skills, crucial to survival as an adult. Even most schools recognize this, so several colleges such as Oxford recommend debate classes for all of their students. 

 

Debate Solves Problems

 

If you have an opinion and never share it with anyone in your life, problems could arise because you haven't made your opinions clear. Debating a topic helps bring everyone's opinions to the forefront in an environment where they are respected. Just make sure you never attack someone else for their beliefs. Only attack the topic at hand so that it doesn’t become personal.

 

These are just a few of the many reasons that it's important to learn to debate. Without knowing how to debate, it's likely an individual will go through life being misunderstood by others and even by themselves, as they may not understand their stance on certain issues. So, if you think this describes you, it’s time to learn how to debate today!

 

5 Tips to Help You Have More Energy When Socializing

Introvert or extrovert? You wouldn't think it matters, but the truth is, some people thrive on social interaction. Others don't.

 

But even if you're not an introvert, social interactions can sometimes be draining. The problem is these interactions tend to be the ones where you do need to be at your best. Think about the last time you had a job interview or spent time in conversation with a mentor. Even the best conversations can leave you tired.

 

So, how do you turn this around and keep up your vitality for even the most draining social interactions?

 

Imagine Who You Want to Be

 

If you want to have high energy during social interaction, you first need to picture yourself as someone who has this kind of energy. What does it look like? What kind of gestures would you use when speaking? What tone of voice do you use? Do you laugh or smile often? If you can picture the person you want to become, it's much easier to become that person. This might seem like a form of acting, and at first, it might well be, but the more you do it, the more authentic this high-energy version of yourself will become. 

 

Try Being Someone Else

 

Who do you admire who has a lot of energy? This might be an actor or celebrity, or it might be your own best friend. When interacting socially, start asking yourself how this other individual would likely act in the same situation. Do what they do. Again, mimicking high energy has a funny way of becoming high energy.

 

Try Some Coffee

 

This one won't work for everyone, but coffee is a great stimulant. If you know you're going to be needing a lot of energy for an upcoming social situation, why not have a cup of coffee beforehand? You might need to experiment with this slightly to figure out how much coffee gives you an optimal amount of energy without leaving you jittery. 

 

Look Around

 

When attention lags, it's natural to come off as being more low energy. By remaining interested in your surroundings and especially in the people around you, you naturally maintain a higher level of energy. Start taking note of details. This has the added benefit of giving you things to talk about. 

 

Deal with Stress

 

if the energy drains right out of you in social situations, chances are it's because you're stressed. Any time you're experiencing anxiety, your body takes more energy to get through simple tasks. With this in mind, the best way to get more energy for social situations is the deal with the root of the anxiety you're feeling when being social. This might mean dealing with some baggage. It's worth it in the end, though. 

 

How to Make Networking Events Less Stressful

How many people do you know who actually enjoy networking? If you’re like most people, you find it awkward or uncomfortable, and if you’re an introvert, it might even feel excruciating. 

 

But you know that effective networking is crucial for your career, whether you’re looking for a new job, a promotion, or to build your business. Excellent networking skills are essential if you want to get ahead. So how can you make it less stressful? Try these tips to get more out of your network, and maybe you’ll even enjoy it!

 

Do your homework

 

You wouldn’t dream of going to a job interview or an important meeting without preparing, would you? Treat networking events the same. Find out as much as you can about the event, who’s organizing it, and who will be there. Study the sponsor’s website and arm yourself with knowledge, so you have two or three topics of conversation to help break the ice and start connecting with other participants. 

 

Find yourself a role

 

If it’s appropriate, see if there’s any way you can volunteer to help out. If you have some official position, you have a ready-made pretext to connect with people. Make sure to check in with the organizers first, but maybe they could do with some extra people to staff the registration desk or set out welcome packs. Perhaps you could offer to take event photos or live Tweet. At question time, you could help pass the microphone.

 

Take a friend

 

Who says you have to go to networking events alone? It will feel much better if you invite a friend or colleague to share the learnings. Not only will you feel braver about connecting, but you’ll also likely look more approachable than if you’re standing alone radiating anxiety.  

 

Find the key networker

 

You can take the stress off yourself by looking around to find the extrovert, the natural networker who knows everyone. In any big group, there will always be one or two people who are enjoying connecting with people. Find that person and benefit from their positive networking. Follow in their wake, and you will find it much easier to join in the conversation. 

 

Turn it into a game

 

Try taking the heat off yourself by turning networking into a game. Before you go, make yourself a list or even a bingo card of things you want to achieve. Your networking goals can include things like connecting with two people, handing your business card to five people, connecting on LinkedIn to three people. 

Top 8 Tips for Delivering Your Elevator Pitch at Networking Events

You probably know how important networking is for maximizing your career. But it’s not always enjoyable. You can make networking a whole lot less painful by being prepared and by having your personal elevator pitch rehearsed and ready to go. 

 

Here are eight tips to help you polish your pitch for your next networking event. 

 

1.    Keep it punchy

 

A good elevator pitch should be no more than 45 seconds (yes, the average length of an elevator ride). It should be interesting, memorable, and brief, and you should feel comfortable delivering it. It should sound natural and not like an elevator pitch!

 

2.    Keep it focused

 

You can tailor your elevator pitch to the event. Are you there representing your organization or there to get your next sale or your next job? Keep your two- or three-line pitch focused on that objective. If the person you’re talking to is from the same sector or went to your college, include that to get their attention. If you have an existing connection, you can start to build the relationship there. 

 

3.    Mention your career experience or goals 

 

Be clear about your experience or your business goals. Tell them you’ve worked in 3D printing or horse-breaking for however many years, or that you’re an entrepreneur or a human right advocate. Mention any specializations without falling into jargon and make sure to steer away from too much detail.

 

4.    Mention your qualifications

 

If you have a diploma of jurisprudence or an MBA, mention them. If you’ve just graduated, you can specify your college major. You might want to include any significant achievements, leadership skills, or standout strengths. 

 

5.    Highlight what makes you unique

 

Think of what makes you stand out. Do you speak other languages? Have you worked or volunteered overseas? What unique qualities or experiences make you memorable?

 

6.    Include a question

 

Your elevator pitch isn’t a party piece that just finishes, and that’s it. It’s an invitation to continue the conversation. You should consider including an open-ended question, perhaps asking about the other person’s company or an opportunity to speak again. 

 

7.    Slow down!

 

In your eagerness to get your elevator pitch across, it’s easy to speak too fast or even appear desperate to impress. Remember to breathe, slow down, and smile! Make eye contact and allow the other person to respond. 

 

8.    Practice!

 

Above all, once you’ve written your elevator pitch, you should rehearse and refine until it’s second nature. Practice repeatedly with your partners, a friend, or even your dog. Practice in front of the mirror and observe your expression and body language. What image are you projecting? You want to look calm, confident and engaging. 

Three Rules To Help You Make A Good First Impression

Making a great first impression isn’t always easy, but it’s well worth attempting as much as you possibly can. To help you make it happen more often, here are three simple rules you should always follow. While they are not the only great advice on making a good first impression, they are the things that will have the biggest impact – whether you get them right or wrong. I suggest you get them right :) 

 

Rule #1 – Dress To Impress 

 

Pay attention to what you’re wearing. This may seem very superficial, but that’s what first impressions are all about. They are a first, quick judgment based on things like appearance. Overdress just a little if it’s an important first meeting like going to a job interview or meeting the future in-laws for the first time. 

 

At the very least make sure that what you’re wearing is neat and flattering. Don’t go crazy and when in doubt go for something somewhat conservative. You can always let your personality shine after you’ve made that great first impression. 

 

Rule #2 – Be On Time 

 

Another very important thing to remember is to always be on time. It makes you look prepared and reliable. But there’s another important reason for this. The world is made up of two types of people. The first group is a stickler for time. Being late is one of their biggest pet peeves. The other group has a more looseinterpretation of being on time and doesn’t mind waiting for someone for a few minutes, or being late themselves. 

 

The problem is that you never know what camp the person you’re about to meet will fall into ahead of time. So be prepared and make sure you get there on time or even a little early. It’ll look good no matter how the person you’re meeting will feel about time and it will definitely keep you from making a bad impression with a time stickler. 

 

Rule #3 – Think Before You Speak 

 

Last but not least, think before you speak. It’s easy to get nervous and just prattle on about anything and everything. It makes you look nervous and silly. Even worse, if you don’t think before you talk it’s very easy to put your foot in your mouth. Trust me, I’ve done it plenty of times. It’s not a good feeling and definitely a quick and easy way to ruin that first impression. 

 

10 Expert Tips for Negotiating in Today’s Business Environment

The heart of business lies in negotiation. Whether you’re trying to close on a sale or get yourself included on a plush project that could make your career, knowing how to get people to listen to you is crucial to your success. 

 

How do you go about getting what you want? Read on for some expert tips for negotiating in today’s business environment.

 

Challenge the Status Quo

 

You start by being assertive. Remember, everything is open to negotiation. You need to step out in confidence and be able to express your needs, while never losing sight of the fact that you have the right to ask for anything. 

 

Listen

 

You’d be amazed how much more people are willing to go to bat for you if you only do them the courtesy of listening to what they have to say. More important, by letting the other person do the talking, you’ll find out everything you need to know to handle the negotiation.

 

Research

 

Know what the other person needs before going in. Have settled in your own mind the value and worth of what you’re negotiating for. This information will help you to find the middle ground where agreement can be reached.

 

Walk Away

 

Be willing to end negotiations if things aren’t going well. Don’t be hammered into a deal you’re going to regret. Also, by terminating the negotiation, you show the other person what your values are worth.

 

Slow Down

 

There’s no need to rush. Take time to think through the options. 

 

Aim High

 

Oddly enough, you’ll have better success when you ask for something big. 

 

Know the Competition

 

Understanding what the other side needs will always work in your favor. Keep your focus there. How can you take advantage of their worries and frustrations?

 

Look for the Mutual Benefit

 

If you can find the solution that’s beneficial to the person you’re negotiating with, as well as yourself, you’re sure to have success. Find out how your resolution can best meet their needs, then be sure to point that out.

 

Remember the Give and Take

 

If you give up anything in the negotiation, make sure you’re getting something in return for it. The deal has to be fair on both sides, or it’s not worth taking.

 

Keep an Emotional Distance

 

Remember, success or failure is never about you. Nothing that happens in business should ever be personal.

 

By following these tips, you’re sure to experience success in whatever negotiation you face in the business world. 

 

3 Irrational Reasons Why We Don’t Negotiate

Why is it so hard to ask for what we want?

 

We see other people do it all the time. Someone else gets a better deal on a car or really nails that raise. Life looks good for everyone else, while we’re the ones who seem to be going nowhere fast.

 

Why is this? Is everyone else just better at negotiating?

 

The reality is, if you’re not getting what you want, you’re probably not asking. In fact, about 2/3 of the population will not negotiate in a given situation, though it’s not for the reason you think. It isn’t opportunity holding you back, it’s fear. But can we truly be blamed? Fear can be a powerful motivator.

 

Let’s look at some of the irrational reasons why we don’t negotiate.

 

“I might be rejected.”

 

No one likes to hear “no.” In fact, it’s such a strong dislike, people will go way out of their way to avoid this kind of response. It’s why people break out in a cold sweat when they think about proposing to their special someone or would rather do just about anything to avoid asking for a favor. In the world of negotiation, this can be especially daunting because a ‘no’ here means you don’t get what you’re angling for. How do you get past this? Tell yourself it’s okay to hear ‘no.’ You won’t get what you want if you don’t ask, so you’ve got nothing to lose. 

 

“What will they think of me?”

 

Afraid you’re going to look bad if you ask? Our image is everything. Not wanting to look miserly or too much like you’re taking unfair advantage are reasonable worries. On the other hand, we tend to be our own harshest critics. Will the other person really look at you differently for asking? A salesman isn’t going to think twice about your asking, and your boss may respect you more for having the guts to ask. In the end, the more important question is, what will you think of you if you don’t ask?

 

“What if I screw this up?”

 

Nothing makes us kick ourselves more than the idea of losing an opportunity. On the other hand, if you don’t ask, you might be missing out on an even better opportunity. 

 

While these fears are irrational, there is some truth to the idea you need to think before you speak. Paying attention to who you’re dealing with should give you a feel for when to throw caution to the wind. In the end, even a missed opportunity isn’t the end of the world. There are always new things around the corner. Don’t let fear rule your life. You’re really braver than you think.

 

6 Steps to Negotiating Your Salary Like a Boss

Think back to the last job you got. What happened when they offered you the position?

 

If you took the salary offered, don’t feel bad. Approximately 60% of the population does (with the numbers higher if you happen to be a woman). What most people don’t realize is just how much leeway there can be in the amount they’re offered. In fact, most people who put themselves out there will actually gain a higher salary than initially offered. Some statistics state as much as $5,000 more a year!

 

With facts like that, learning how to negotiate a higher salary becomes crucial. Try these steps the next time you’re in this position, whether taking a new job or trying for a higher raise during your annual review.

 

Know the Base Pay Going In

 

If you’re not sure how much the position is typically worth, how are you going to know if you’re being offered a fair salary? Do online research before you even go into the interview. Have some idea what is typically paid for people in this position. 

 

Consider the Extras

 

It might be you’re not looking for more money so much as you’d like to see other bonuses such as extra days off, a better insurance package, or other benefits. Decide before you even start negotiations what perks are essential to you.

 

Try Outside Help

 

If you’re looking for a new employer, using a recruiter or headhunter might help you to gain a better salary range than you would on your own. They can also give you an idea of your value if you’re looking to renegotiate your salary where you are now.

 

What About Your Past Performances?

 

When talking salary, discussing your accomplishments reminds the potential employer of your value. This can be tricky to navigate, as most people don’t want to sound like they’re boasting. On the other hand, too much modesty won’t get you where you want to go either. Aim for somewhere in the middle for the best success.

 

Play Hardball

 

If you feel like you’re being severely undervalued, there comes a time when you need to stick up for yourself. Let the employer know you won’t do it for less than [insert specific amount you can live with.] If your skillset is particularly valuable, you’d be surprised at how often this works, or at least opens the door for further negotiation.

 

Use the Bottom Line

 

How have you saved the company money in the past, or increased sales? Money talks. Details like this go a long way toward reminding the employer of your value.

 

6 Tactics to Negotiate the Best Deal Possible

Nothing is absolute. When it comes to getting what you want, whether it’s the deal you’re trying to close or the car you’re buying, nothing is set in stone. You really can negotiate just about everything. 

 

Think about that a minute. You don’t have to pay the price listed whether you’re in a store shopping or talking to a vendor at a flea market. In fact, with the right tactics, you can negotiate the best deal possible, no matter where you are. 

Here are some tips to get you started:

 

Never Bother the Salesperson

 

To negotiate, you need to start with whoever is at the top. This means asking to speak to the store owner or the manager. The person in charge is the only one with the power to give you what you want. There’s no point in wasting time with anyone who doesn’t have the power to make a decision.

 

Put on Your Game Face

 

If you’re gushing about the product, you’ve already lost any power you might have had in the negotiation. A good poker face is essential. Never let on just how important something is to you.

 

Let Them Bid First

 

Negotiating is a game of back and forth. The trick? Never be the one to make the first move. Let them offer the opening price before making your offer. Then once you’ve put in your bid, wait for them to respond with a counteroffer before bidding again. Why? If you make the first bid, you might inadvertently start at a higher price than they were considering. Also, by taking turns, you never wind-up bidding against yourself, a tactic guaranteed to end in failure.

 

Lighten Up

 

Laugh. Smile. Keep things from getting too serious. Good negotiation happens when everyone is relaxed and enjoying themselves. This also has the benefit of keeping you from appearing too serious. If they think you’re not interested, they might offer up a better deal.

 

Try Email

 

Negotiating through another medium such as email slows down the process considerably and gives you time to really think about what you’re doing. It also provides a detailed record of the entire negotiation, so everyone is clear on the expectations and what the parameters of the final deal are.

 

Find a Training Ground

 

Wanting to negotiate something big and important like the purchase of a house or car? Spend some time practicing the art of negotiation. Flea markets, garage sales, and farmer’s markets are all great places to hone your skills. While there, watch how other people do it for additional insight.

 

In the end, you’ll be amazed at just how easy it is to learn how to negotiate to get what you want. With a little practice, you’ll be surprised at just how far you can go! 

 

7 Tips for Negotiating a Raise During Your Annual Review

It’s that time again. Are you ready? Most people look at their annual review with about as much anticipation as one would a root canal. No one truly enjoys the recital of the year’s successes, or worse, the failures. 

 

The worst part? The part of the conversation where money becomes the focal point of the discussion. In fact, more people dread this aspect of the review so much that they’ll take whatever is offered by way of raise without so much as a murmur.

 

While you’re certainly being agreeable enough, did you know you might be leaving money on the table? In fact, your annual review is the perfect place to negotiate a raise, setting yourself up for a significant earnings increase.

 

Here’s how to do it:

 

Document Everything

 

Your preparation for this moment should have started in the days following your last annual review. If you’ve done your homework, you’ve kept a record of what work you’ve accomplished, and all projects you’ve been part of, along with a list of your personal contributions to each. Weren’t quite prepared enough? Sit down and recreate as much of this material as you can in the days leading up to your review (and remember to start documenting for next year immediately afterward).

 

Know the Numbers

 

How much are others in your position earning, keeping in mind your experience and what part of the country you live in? Don’t know? Find out online. Knowledge is power.

 

Keep Your Ear to the Ground

 

How are other people’s reviews going? Listen for word about whether the expected raises were more or less for this year. 

 

What is Your Dollar Amount?

 

Using the information you have now, have a figure in mind going into the meeting. What amount would you like to see for the coming year?

 

Hold Your Ground

 

Once you’re in the meeting, don’t be afraid to use the information you’ve brought to the table to make your case. No matter what, don’t be combative, belligerent, emotional, or otherwise negative in your approach. Simply state the facts and go from there.

 

Ask for a Plan

 

Still got a ‘no’? Talk to your employer about what needs to happen to gain the desired level of salary. Make a timeline and ask for another review somewhere down the road to revisit the issue after you’ve made those changes.

 

Make it Official

 

Once you have a plan in place (or better yet, a promise of a raise) make sure you have the details in writing. This doesn’t have to be some long official document. Even a quick memo sent to HR and your boss should suffice. Make sure to include any details that came out in the discussion.

 

7 Tips to Become a More Successful Negotiator

Who’s looking out for you?

 

In a world where getting what you want is entirely up to you, being a skilled negotiator is crucial to your success, whether you’re angling for a raise or trying to get an outstanding deal on a used car. Sadly, negotiation isn’t one of those skills we’re taught as children. The good news is, it’s never too late to learn how to be a more successful negotiator. You can start with these simple tips:

 

Do Your Research

 

Before you do anything else, you need to know the facts about what you’re negotiating for. If you think your job is worth a raise, first look up what the salary generally is for your position. If you’re looking at a used car, find out what other cars of that make and model typically go for. A little knowledge goes a long way.

 

Listen

 

A negotiation takes two people, both of whom generally want something. Start paying attention early on to what the other person is saying. Getting a feel for where they’re coming from will be to your advantage. 

 

Speak Up

 

Never be afraid to ask for what you want. The trick is to remember there’s a fine line between being assertive and aggressive. Be careful about how strong you’re coming on.

 

Take Your Time

 

The temptation is to close the deal quickly and to take what you can get. Here’s where you need to pull back a little. It’s okay to take time to think about the offer. You also will want to go over the terms and conditions carefully before making a final decision. 

 

Know When to Step Back

 

Remember, you can always walk out of the negotiation. Stick to your guns, especially when you know you’re in the right. When you’re willing to leave the table if you’re terms aren’t met, it shows you mean business.

 

No Weakness

 

The minute you start thinking of the other person as a bigger and stronger opponent, you’ve already lost. This is not the place to show weakness. Instead of worrying about your own shortcomings, concentrate on theirs. How can you use that information?

 

Remember the Give and Take

 

Don’t give up points unless you’re getting something in return. When you concede too much, you’re building up your opponent and setting a poor precedent for future negotiation.

 

Remember the trick is not to let things get personal. At the end of the day, if you knew what you wanted and feel like you looked out for yourself, and then you’ve come out a winner.