salary negotiation

Building Rapport at a Salary Negotiation

4 (almost devious) rapport-building secrets to transform your negotiations

21st February 2017

Negotiations aren’t just about offers and counter-offers. The state of your connection with your counterpart can make all the difference to how things turn out. That’s why rapport building is critical. It helps to create a collaborative dynamic that’s more conducive to achieving high value outcomes. But how do you build rapport effectively? Here are [...] READ MORE

Building Rapport at a Salary Negotiation

The communication tactics you won’t believe will improve your next salary negotiation

2nd February 2017

While some people think of negotiation as an aggressive, fight-to-the-death battle from which only one winner can emerge, there’s an ever-growing body of research showing that collaboration – not competition – leads to better, win-win outcomes for everyone. But how do you get your counterpart to collaborate with you? Let’s say you’re negotiating your next [...] READ MORE

reframe negotiation requests

How to magically frame your requests to get what you want

4th April 2017

It may seem hard to believe, but the way you phrase your requests can be a game-changer in negotiation. And there’s a huge amount of research to back this up: people, it seems, respond differently to messages simply based on how they’re framed (Tversky & Kahneman, 1981). For example, a 2011 study by Grant and [...] READ MORE

Woman Making First Offer in Negotiation

Should you make the first offer in a negotiation?

23rd March 2017

In our last post, we explored how to make negotiation offers that result in higher value outcomes. But we didn’t discuss the vexed, long-debated question of who should make the first offer in a negotiation. Let’s explore it. Drop anchor Question: Did Gandhi die before or after 140 years old? If you said ‘before’, you’re [...] READ MORE