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?
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.
(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
Beyond FoldersTM is written by a team of Pendaflex associates
passionate about time management, communications, productivity and workplace organization. Believing in "continuous improvement" on both a personal and professional level, they share their unique perspectives on subjects of common interest to our readers.