Don’t wait to be asked
One of the most frustrating problems with budding negotiators is their unwillingness to put themselves out there – to ask for what they want.
There are many reasons for this – lack of confidence, poor preparation or even just not wanting to appear greedy / needy.
A lack of confidence can be down to inexperience or simply from their personality some people feel uncomfortable asking for something – be it a pay rise, a discount or anything for themselves.
But asking for a discount in a shop is not something to be afraid of. Many salesmen will look shocked and say its impossible, but don’t let that put you off. They are trained to refuse as politely as possible, for as long as possible, but they will ALL give you a discount eventually, so long as you don’t go over the top with your demands.
Poor preparation can also be a killer. If you don’t have the information to back up your demands for a discount or pay rise, you will buckle under any pressure from the other party, as you won’t be able to prove your point. Which do you think will bring more success:
Q: “Why do you want a 10% pay rise?”
A: “Because I am worth it.” No chance.
Much more likely to bring you success:
A: “Because the current market salary for the job I am doing is 10% higher in the
following organisations who are currently recruiting.”
If you are worried about appearing needy or greedy, remember we are not suggesting you simply put forward a demand, but by using the Purple
Conditionality Principle you can confidently put forward your proposal with something for both sides. “If you give me some of what I want, then I could give you some of what you want.” If you can address the needs of the other party too, you are much more likely to be successful in your negotiation. Unilateral demands are never easy to give in to, but by offering something in return for your demand you give the other party a reason to agree without them feeling like they are losing.
To find out more about the Purple Conditionality Principle, get in touch.