Salary is not necessarily the most important aspect of a job, but it certainly makes an impact on your overall job satisfaction. Therefore, the ability to negotiate a raise is one of the most important skills you will need in your professional career. That said, negotiating a raise can be a nerve-wracking process and it requires adequate preparation and a keen understanding of current market conditions. Successfully negotiating a salary also requires poise, confidence, and professionalism. Here are a few helpful tips for handling this challenging scenario in order to increase your chances of getting the salary you desire. 

Know Your Worth

If you feel you deserve a raise, you need to be prepared to explain why. This begins by tracking your accomplishments and making note of any specific achievements, successes, awards, or projects that you have completed. This will serve as tangible evidence of your value and can help you quantify your value to your company. You want to be prepared to show how your abilities have contributed to the overall success of your company. You need to be able to demonstrate that the value you bring to the company is worth the extra investment in your salary. Without actual evidence of your success, it appears that you are simply asking for more money. You need to be prepared to show your worth and make it clear that you are deserving of a raise. 

Research Current Salary Data

Aside from the skills you bring to the table, there are plenty of other factors that are important when it comes to successfully negotiating a raise. These include things like your geographic location, the cost of living in your area, and the current salary data for positions like yours in the area. Rather than just pulling a number out of the air, you need to make sure that the salary you are proposing for someone with your qualifications is in line with what similar positions are getting paid. You can research this information by using sites like salary.com or glassdoor.com. You also want to consider your years of experience, the current status of your company, and the size of your company to come up with a target salary that is fair based on your value and research.

Ask For More Than You Expect

You can’t expect your boss to value you if you don’t value yourself. Therefore, don’t sell yourself short. Be prepared to ask for a slightly higher salary range than you actually expect to get. This is especially true if you have evidence of accomplishments and your performance has been recognized. Your range should include the lowest amount you would actually take and the highest amount you feel you can respectfully ask for. It’s expected that you will negotiate until you reach a salary you both agree on. If you start with your bottom line, you may end up compromising on less than you want. 

Rapport is a powerful predictor of how well negotiators trust one another in order to reach an agreement. When there is a strong rapport between negotiators, you are likely to find a greater willingness to cooperate, more honest communication, and willingness to share important information. A good rapport also prevents misunderstandings, hostility, and frustration at the bargaining table. The ability to connect with people is the key to a successful negotiation, so here are some tips for developing rapport during negotiations. 

Earn Their Trust

Building a strong rapport with someone begins with establishing trust. Trust is the catalyst that pushes two parties forward to work together in a mutually beneficial way. You can earn the trust of someone else by taking a genuine interest in their needs. Rather than trying to come in and establish your position, you try to listen and understand the needs of the other person. This sincere effort immediately creates a feeling of trust between you and the other party. Rather than looking for an opportunity to advantage yourself at the other person’s expense, relationship-focused negotiators seek win-win solutions. This will help to build a legacy of trust between you and your counterpart which in turn will strengthen your rapport. 

Pay Attention to Non-Verbal Communication

You can also improve your rapport during negotiation by paying attention to your non-verbal body language. Maintaining eye contact, smiling, nodding your head in agreement, and leaning in to listen can all be indicators of openness and interest. Avoid crossing your arms, looking down, or furrowing your eyebrows as these nonverbal cues can indicate disinterest or frustration. 

Meet in Person

Whenever possible, it is always best to meet in person. It is much easier to build a rapport with someone through face-to-face interaction rather than through email or over the phone. Although the current pandemic conditions can make this more difficult, you should always try to connect via Zoom or another video conferencing tool if you cannot meet in person. It is still important to see each other and make that connection through more personal interaction. 

Learn About Them

Before just diving right into the discussion, spend some time making small talk with the other person and learning more about them. Talk about common interests, your family, or anything else that might help you connect with them. The more you know about one another, the easier it will be to find a commonality that builds trust. Besides, everyone wants to do business with someone they like, and asking about someone and taking a vested interest in them personally will help to strengthen your rapport.

The use of time can be a very effective tool when negotiating. That’s because people become pliable under time pressure and it has a way of convincing people to make decisions they may not have made otherwise. When used properly, time can work for either side in a negotiation and it can be very beneficial. There are several ways you can use time to your advantage. Here are a few ways to make a ticking clockwork in your favor. 

Don’t Wait Too Long

You should never begin any negotiation until the person you are negotiating with knows they have a decision to make and it needs to be done in a short amount of time. You want to make people aware on the front end that you are seeking an agreement as soon as possible. If you give people too much time to make a decision, it will usually not be to your advantage. Not only do you want to avoid dragging things on and on, but if you give people too much time you risk them changing their minds and walking away. 

Identify Important Deadlines

Deadlines can have a significant impact on negotiations. For this reason, it is important to figure out which deadlines exist for both you and your counterpart. For example, do you have a quarter-end deadline or a certain quota to meet? Does your counterpart? Identifying these deadlines can help you move things along faster. 

Apply Deadline Pressure

Deadlines have a way of helping ease people into making decisions. Sure, they can be stressful, but deadlines force action and make things happen. For example, if you have someone who is teetering and can’t decide whether or not to pull the trigger on your deal, it’s time to apply some deadline pressure. Saying something like, “I can only offer this price until the end of the month, which means we need to decide soon” might incentivize someone who is hesitant to go ahead and sign the agreement. The key is for the salesperson to leverage the short window of time that the customer has to make a decision. 

Understand Their Sense of Urgency

You need to know what the timeline is for your customer. Are they in a hurry to make a deal? Are they desperate for your product or service right away? If there is an urgent need for your product or service, you can use this to your advantage. You know the person is in need of a quick answer, so you have the upper hand in the negotiation. On the other hand, if your customer is in no hurry to make a decision, you need to create a timeline in which the negotiation will conclude. This prevents the other party from dragging things on and on. 

Prior to any negotiations, it is important to be properly prepared and this means collecting sufficient information about what is motivating both you and the other party. You need to have a solid understanding of both sides of the negotiating table so you can develop a strategy that will be beneficial to both sides. When you are trying to determine what is most valuable to the other side and how they will negotiate with you, one of the most important discoveries you need to make is to find out what is motivating them. 

Motivations are what drives someone to act a certain way. Basic motivations influence behavior and they can also influence the way the person approaches a negotiation. Their motive might drive them to employ a certain tactic to achieve their desired outcome. Therefore you need to answer this pertinent question: Why are they acting as they do? Understanding the answer to this question will help you navigate the negotiation process and have a better idea of the goals and objectives of your counterpart. 

There is a distinct relationship between motivations and objectives. Motivations are the ‘why’ in a negotiation while the objectives are the ‘what.’ 

Motivation: Why are they acting this way?

Objective: What are they trying to achieve?

Without understanding the motives, you are merely guessing at what the other person is trying to achieve. How can you possibly contribute to a win-win solution if you don’t know what the other person wants? This is one of the reasons why motives are so important. They help you steer your negotiation in the right direction so you can find a solution that works for the other party. 

On the other hand, you also need to understand your own motives. This will help you when it comes time to make concessions. By establishing what your motives are and what is most important to you, you can stay on track to achieve your objectives. You need to be well aware of your motives so you don’t concede something that is important to you. It can be tempting to give in when pressure is mounting at the negotiating table, but having a clear understanding of your motives and objectives will help you refrain from conceding too much too soon. 

Motives also help to establish the value of things. If you want to know how motivated the other side is to take your deal, you need to consider how much they value what you are offering. The more value your product or service has, the more motivated they will be to reach a deal with you. The logic is simple: the greater the value you can offer, the more likely a deal can be reached. 

Motivation is what drives people during negotiation so it is so important that you take the time to understand what motivates both sides. This will help you to understand why they are making the decisions they are making and it will help you to create better solutions. This mutual understanding of motives will ultimately help you close the deal.

Whether you are negotiating the terms of a new job or you are attempting to close the biggest deal of your career, negotiations are always going to be part of your professional life. When you stop to think about it, most things in life are partially negotiable. You would expect to negotiate the price of a new car, the price of a house, or even divvying up household chores. What you may not expect is that there is usually more up for negotiation than you may realize. For example, did you know you can negotiate the terms of your auto loan? Did you know you can negotiate medical bills? Were you aware that you can even negotiate the interest rate on your credit card? The fact is, knowing what is negotiable can save you hundreds or even thousands of dollars in your personal life and this same principle applies to professional negotiations. 

How to Find Out What is Negotiable?

Gather Background Information: Walking into a negotiation blindly can ruin your chances of negotiating successfully. For example, if you are negotiating your salary, you need to know what people in similar positions make. If you are negotiating the terms of a service agreement, you need to know what kinds of deals and agreements similar companies are offering. The more research you do in advance, the more you will be able to bring up any knowledge or data during the negotiation. This will put you in a better position to negotiate additional items. 

Find Out What is Motivating the Other Party: You want to learn as much as you can about the person you are negotiating with and you should start by discovering their pain points. Let’s say, for example, you work for a printing company and you have a client that needs flyers printed for their upcoming conference. If you know that they are in a huge hurry, you have identified their problem and you can use this to your advantage. They would probably be willing to pay a rush fee in exchange for getting the flyers printed quickly. In another example, let’s say you are negotiating the price of a new car. If you discover that the salesperson is just one car away from meeting their quote, chances are they will negotiate with you to get the deal done. By identifying what is motivating your counterpart, you can get a better understanding of what is most important to them and what they might be willing to negotiate. 

You Don’t Know if You Don’t Ask: You never know what is negotiable if you don’t ask, and chances are, more things are negotiable than you would probably assume. When negotiating, think about all the factors that can affect your deal other than price alone. For example, when negotiating an auto loan, you can work to negotiate the length of the loan, the interest rate, or other terms. Ask the lender if they would be able to negotiate any of these factors? You might be surprised at what you find. If you are negotiating the terms of a new job, you should consider all of the factors that will affect your job aside from salary alone. For example, would they be willing to offer a flexible work schedule, better benefits, or more vacation days? Oftentimes, there is more to be negotiated than price alone.  All you have to do is ask. Don’t miss out on negotiating a potentially better deal for failure to ask.

People have different personalities and communication styles. For example, some people are extroverts and tend to be the leader of a group, while others are introverted and prefer not to be in charge. Just the same, there are different types of negotiators. Each individual has their own unique skills, experiences, and personality traits that affect the way they interact with others. This also translates into how they negotiate. As a result of these differences, five distinct negotiation styles have emerged: 

-Competition (win-lose)

-Collaboration (win-win)

-Compromise (split the difference)

-Accommodation (lose-win)

-Avoidance (lose-lose)

Let’s take a closer look at the characteristics of each style so you can find out which you seem to identify with the most. 

Competition

A competition-style follows the “I win, you lose” mentality. Competitive negotiators tend to do whatever it takes to reach their desired outcome-even if it’s at the expense of the other party. They are results-oriented and are highly motivated by their desire to succeed. Typically, these negotiators are willing to use hardball tactics to achieve their goals and they are more concerned with “winning” the negotiation than building a working relationship with the other party. While this style may result in short-term success, it’s a risky move because it can be detrimental to the long-term relationship with the other party. Likewise, it can oftentimes end in a deadlock if you are dealing with another competitive negotiator. 

Collaboration

Unlike the competitive negotiator, the collaborative negotiator seeks a win/win outcome. This style focuses on making sure both parties have their needs met. In this style of negotiation, both the relationship and the outcome are equally important, and they seek to preserve and strengthen the working relationship for future success. While it can be difficult and time-consuming to reach a collaborative agreement, this style can be highly effective if you desire a long-lasting relationship with the other party. 

Compromise

Many people confuse this style with the collaborative style. However, unlike the “win-win” model in the collaborative style, the compromise style follows an “I win/lose some, you win/lose some” model. Often described as the style that “splits the difference,” a compromising style results in both parties agreeing to about half of the terms of the negotiation. In other words, some of the party’s needs will be met, but not all of them. You agree to give up some things for the sake of the other party. This style can sometimes result in the feeling that you gave up too much and didn’t get enough in return. 

Accommodation

This style is the direct opposite of the competitive style because it follows the “I lose, you win” model. This style might be used in situations where one party is trying to repair their relationship with the other party. It may also be used as a means for increasing the chances that the other party will work with you again in the future. It’s a great style to use when you are trying to strengthen the relationship between you and another party. Its focus is solely on the relationship, as opposed to the results. 

Avoidance

This style follows the “I lose, you lose” model and is used when neither the outcome nor the relationship are important. There are situations where the time and energy simply aren’t worth it and it’s better to simply avoid negotiating altogether. While this style is used infrequently, it can be implemented if a party wants to withdraw from the relationship with the other party.

Becoming a master negotiator involves a deep understanding of the negotiation process, as well as a tremendous amount of practice in developing a negotiation style. It is not something that happens overnight, nor is it an easy feat. You may not become an expert negotiator right away, but the chances of your success will improve if you follow a few basic rules. These seven rules constitute the most important guidelines for what to do in order to reach a  win/win negotiation. 

Rule 1: Be Prepared

Perhaps the most important rule in negotiations is simply being prepared. No amount of skill, strategy, or persuasive technique can compensate for lack of preparation. Preparation starts with knowing about the party that you will be negotiating with and what is motivating them. You want to learn as much as you can about their needs and goals so you can come up with a plan to meet their needs. Furthermore, you want to find out about their strengths and weaknesses as well as familiarize yourself with your competitors so you can look for an advantage. Finally, you want to be sure you are dealing directly with the decision maker. The last thing you want is to find yourself in a situation where you are about to close the deal only to find that they need to get approval from someone higher in authority. 

Rule 2: Know What You Want

It sounds obvious but too many people enter into a negotiation without having a clear understanding of what they really want. It’s important to define your goals right from the start. Otherwise, you may end up accepting an offer you don’t really want. 

Rule 3: Be Honest and Fair

No one wants to deal with someone who is deceitful. After all, what goes around comes around. The goal in a negotiation is to seek mutual benefit so it’s also important to do whatever it takes to reach a win/win outcome. This involves being honest with your counterpart and also being willing to compromise and make fair concessions. 

Rule 4: Never Accept the First Offer

It’s common for people to make an offer that they expect you to refuse, because they want to see just how firm you will be on your stance. Therefore, never accept the first offer, but rather use it to leverage what you really want. Chances are, if you accept the first offer, you will be leaving money on the table. 

Rule 5: Concede Slowly

Successful negotiation is all about give and take. For this reason, you should always have an idea of what you are willing to concede before you sit down at the negotiating table. In fact, you should prioritize your concessions in order of which is most important and least important to you. As you progress through the negotiation, you want to concede slowly. Giving up too much too fast can make you appear weak and can lead your counterpart to push you even harder. Instead, be cautious with the concessions you make and only concede when necessary. You also want to keep in mind that anytime you concede, you should get something in return. 

Rule 6: Be Cooperative and Friendly

It’s easy to let your emotions get the best of you, especially when you are dealing with tough negotiators. However, it is important to maintain your composure and try to remain cooperative and friendly at all times. Always treat your counterpart with respect, even if things are getting heated. If necessary, stop and take a break and resume negotiations when everyone has calmed down. You are far more likely to make good decisions when you are calm and thinking clearly. 

Rule 7: Know When to Walk Away

Though the goal of any negotiation is to reach an agreement, the reality is that this doesn’t always happen. Before the negotiation begins, know your walk away point and stick to it. Deadlock cannot always be avoided and the best negotiators aren’t afraid to walk away from a bad deal.

Negotiation can seem like a tricky process and you may find yourself wondering what the other person is thinking. If only you could see into their mind. Well, you may not be able to look into their mind but you can tell a lot about how someone is feeling by their body language. Communication happens both verbally and nonverbally and if you only focus on the verbal exchange, you are likely to walk away wondering why things didn’t go your way. On the other hand, if you pay attention to things like facial expressions and body movements, you can get a much better understanding of how the other person is reacting to the conversation. Here are a few body language clues to watch for in your next negotiation. 

Eye Contact

There are a few telltale signs to look for on a person’s face and this starts with eye contact. If a person is showing increased and steady eye contact, that’s a good indicator of honesty and interest. On the other hand, if a person looks away or avoids making eye contact with you, that can indicate that the person is trying to hide something from you. You also want to pay attention to the way the person moves their eyebrows. A raised eyebrow, for instance, can often mean that the person is confused or disbelieving what you are saying. 

Red Face

If you notice your counterpart getting red in the face that’s a sign that it’s time to stop for a moment. A red face usually means the person is angry, embarrassed or both. If you notice a bulging vein in their face, this definitely indicates that the person is feeling stressed and their blood pressure has shot up. All of these signs mean you need to take a break and reassess the situation. 

Arm Movement

In addition to facial expressions, you can also tell a lot about how someone is feeling by their arm movement. Open arms generally indicate that the person is listening and open to what you are saying. On the other hand, crossed arms can mean the person is feeling frustrated or angry. It can also indicate that the person is feeling defensive. Furthermore, if someone turns one shoulder toward you, this can mean that they are defensive and are about to let you know. At this point, you may want to change your approach. 

Hand Gestures

Hand signals can also provide information about how someone is feeling. Open and relaxed hands are usually a green light that things are going well and the person is listening and engaged. In contrast, tightly clasped hands are a sign that the person is feeling a strong negative reaction and this can go along with a red face. If you notice the person constantly fidgeting with their hands and touching their face or clothing, this can indicate nervousness or tension. 

Body Angle

You may be surprised at how much you can learn from someone’s body angle. For example, if the other person is leaning forward, this means that they are listening and following you. This is a good sign that things are going well. On the other hand, if they are leaning back or turning their face away from you, this usually indicates that they are negatively reacting to what you are saying. If they are swaying side to side, this might show doubt or insecurity. At this point, you want to probe to see if they are uncomfortable or they have just lost interest. 

Whenever you are negotiating with someone, be sure and pay attention to these subtle body language clues. Look for shifts in their body movements or obvious facial expressions to better understand what they are experiencing. Be mindful of your own body language as well, as you may end up giving away more than realize by doing some of these same things.

As much as we want negotiations with our counterparts to be fair, honest, and friendly, there are times when we might encounter a more difficult negotiator. Sometimes these negotiators will even employ manipulative tactics to get what they want. This can make the situation a little tricky to navigate, especially if the person isn’t willing to budge. So what should you do if you are faced with a manipulative negotiator? Regardless of their techniques, it is important to stay calm and composed under the pressure. Here are a few tips for how to prepare yourself for manipulative negotiations. 

Be clear about your goals for the negotiation.

Some negotiators will use manipulative tactics such as deadline pressure, false competition, power, or time delays to get their way. However, you can neutralize these tactics by having a clear understanding of exactly what you want before the negotiation even begins. If you know what your goals are ahead of time, you won’t crack under the pressure or allow yourself to get tricked into making a bad decision. Knowing your goals allows you to keep the negotiations on track, no matter how hard the other negotiator tries to derail it. 

Don’t be afraid to ask questions. 

Oftentimes, a manipulative negotiator will try to get you to agree to a deal by employing strategies such as deadline pressure or false competition. For example, they may say something like “If we don’t sign this deal by Friday, I can’t guarantee the delivery date you need.” In this case, be prepared to ask questions to find out how firm the deadline really is. You may say something like, “May I speak to another supervisor about this deadline?” It is in your best interest to be skeptical before deciding whether or not a deadline is real. Another powerful manipulation tactic is to make you believe there is fasle competition. For example, the other party may create a false claim that “I will have to check other bids because company XYZ sells the same thing for less.” In this case, you need to be ready to ask questions to back up their claim such as “When did you get this price?” “ Can you tell me more about their product or service?” You want to gather as much information as possible to see if they really are offering the same product or service for less money. 

Be mindful of your body language.

Manipulators will try their best to break you and throw you off your game. Their goal is to catch you off guard so you will agree to their terms. Believe it or not, they will be able to gauge whether or not you are a good target by your body language. For example, they may see the puzzled expression on your face or the fact that you keep averting your eyes. They may also see how you begin squirming in your seat or fidgeting with your hands. All of these are signs that they have you right where they want you. The way in which you present yourself will determine how far they will push your buttons. Therefore, be prepared to recognize your emotions and become aware of your body language. Try maintaining good eye contact, speaking with authority, keeping your shoulders up and back, and your hands and feet still. The more you exert a commanding and confident presence, the less they will try to manipulate you. 

Offer mutually beneficial alternatives.

Sometimes you can save yourself from manipulation by offering a collaborative solution. If the other party comes at you with a manipulative tactic, try offering a mutually beneficial alternative instead. An example might be something like this: “I can’t agree to the price you demand at this time but I can offer you additional services that can help improve your overall net profit.” Prepare a few creative solutions ahead of time and be ready to pull these out during the negotiation. Remember to look for solutions that will solve their problem while also benefiting you as well. You can also show your authority by giving them the choice to walk away if they want. This leaves them with the pressure to decide whether or not to take the deal. 

Bargaining techniques are an important component of a successful negotiation. Knowing how to negotiate is one of the most useful skills as you work to create more value for your business. Whether you are bargaining with vendors for better pricing or trying to close a deal with a new customer, there are certain techniques that can help you achieve your goals. Bargaining is all about reaching a mutually beneficial solution between both parties and it can help to resolve conflict and build communication among parties. Consider the following bargaining techniques that have proven to be effective in any negotiation. 

Be Diplomatic

You have probably heard the expression, “You catch more bees with honey than with vinegar.” Keep this in mind when you sit down at the bargaining table. People will respond much better to an offer from a kind, friendly salesperson as opposed to one who is arrogant and demanding. Walk-in with a smile and keep things friendly. The more likable you are, the more likely you will be to close the deal. 

Give Them a Reason to Bargain with You

Start the conversation by mentioning that you love supporting local businesses and that’s why you are looking forward to creating this relationship. Or perhaps you might mention that you are planning on purchasing more products in the future and you are hoping to do so with their company. The point is, people are far more likely to bargain with you if they have an incentive to do so. Look for a connection between you and your counterpart and think of something positive you can offer in return. 

Make it Difficult to Say “No”

It’s easy for someone to say “no” if you simply sit down and ask for 15% off. However, it’s not quite as easy to say “no” if you say, ‘I really want to work with you guys and I know we would work well as a team, but your price is just a little out of my budget. Is there any way we can figure something out?” Don’t make it so easy for people to walk away or say “no.” Instead, give them a chance to try and come up with an alternative solution. 

Make Them Feel Like Winners

Compromise is the key to a successful negotiation. You have to be willing to make concessions and be prepared to offer something of value in exchange for whatever it is you want. For example, you may be trying to get a customer to sign a 1-year contract with you but they are hesitant. So, you offer them the first month free if they agree to sign. In the end, you are getting what you want but you have made them feel like they got a great deal as well. 

Be Willing to Walk Away

Think about the last time you were on a car lot. Chances are, you didn’t agree to pay the sticker price. You probably haggled with the salesman over the price and when he didn’t agree to your offer, you may have walked away. At this point, the salesman “pulled some strings” and was able to meet your request. Why? Because no one wants to lose the deal. You have to know your bottom line and be prepared to walk away. Not only can this end up earning you the deal (like the car salesman), but it will prevent you from making a bad deal as well.