Negotiate What You Deserve

Published Tuesday, July 13, 2010 8:14 AM

Business writer and negotiating-guru Dr. Chester L. Karrass has said, "In business, you don't get what you deserve, you get what you negotiate." As anyone who has tried to reach a deal on a car lease, a home's sale price or even a teenager's curfew knows, life, not just business, requires negotiating chops. So how to get the best raise, sale price or deal? 

Do You Know What You're Worth?

To begin, arm yourself with information. Different negotiating experts employ various strategies and tips, but all sound a common theme: educate yourself before sitting down at the bargaining table. Research and listen; often the person across the table will reveal useful information.

Don't Capitulate (Or Worse, Eviscerate)

Since knowledge-is-power in negotiating, we've assembled a selection of resources offering constructive negotiating tips and techniques. One pointer from authors Roger Fisher and Daniel Shapiro of the Harvard Negotiation Project  strikes me as being spot-on: successful negotiating requires respect for both yourself and others.

Don't put yourself at a disadvantage by undermining your position with a lack of self-respect for your needs. Similarly, you'll have a greater chance of reaching a winning outcome if you treat your counterpart respectfully and don't try to bludgeon or bully them into accepting your point of view.

For more hands-on tools and tactics, arm yourself with information from these resources:


Do you have strategic negotiating tips? Share your thoughts here and on the Beyond Folders Community's Facebook and Twitter pages.

by Candie Harris


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