When you think about factors that could impact your next payrise, your performance, presentation and punctuality might come to mind. They’re important elements of many jobs, but there’s a lot more to a successful salary negotiation. In our last blog we explored how the power to persuade can improve your negotiation outcomes. Now let’s look [...] READ MORE
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
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
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
Mind over matter. We’ve all heard it before, and you know it’s true. The mind is a powerful tool. So powerful in fact, that you should harness it in your salary negotiations. Here are two (counter-intuitive) strategies to help you foster the right kind of negotiation mindset. Strategy 1: Deal with ALL terms at once [...] READ MORE
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