Negotiating at work

by Caro Handley

Get what you want without making enemies. Get the facts right here!

The ability to negotiate is one of the most valuable skills you can bring to any job.

Negotiation is about both sides reaching a good outcome, and it will almost certainly involve compromise on both sides.

The seven-step negotiation plan:

1. Set out to reach a win-win situation. Both sides should leave the negotiation feeling they’ve come away with something and that they’re satisfied.

2. Always begin by saying something positive and appreciative to the person you’re negotiating with. For instance, ’I’ve noticed how hard you’ve been working,’ or ‘You really did a good job on that report’. It will increase the goodwill on both sides.

3. If the other person is angry or hostile, then refuse to fight. Keep smiling and being pleasant and sooner or later they’ll calm down.

4. Get clear about your bottom line. Decide, in advance, what really matters to you and what doesn’t. Then stick to it.

5. Give yourself room to manoeuvre. Make sure you have something to offer the other person, as well as something you want.

6. Listen. And keep listening. It’s vital to really understand what the other person is saying and their point of view. To listen shows respect and good intentions.

7. Keep your options open. If you don’t get what you want then resist the impulse to insult the other person. End the negotiation politely, and with a smile. That way you can always try again later.

The ability to negotiate will help in virtually any work situation and will often allow you to sidestep conflict.


manoeuvre: movement or set of movements needing skill and care.
to sidestep: to avoid talking about a subject, especially by starting to talk about something elseTexto adaptado para propósitos pedagógicos. Pode ser visualizado na íntegra no link descrito pela fonte.



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