Negotiation is one of the things we practice constantly, and researchers in the field of psychology have long studied the ways people negotiate in different walks of life. Negotiating salary is one of the situations in which one needs negotiating skill most. Everyone is looking for a better salary, but not everyone is good at negotiating, so they miss their chance to get the salary they deserve.
Negotiation skills are, in short, the skillful use of strategies and techniques to achieve the goal, such as the ability to persuade, good use of information, intelligence, and maneuverability depending on the situation.
Salary Negotiation Techniques
Here are 6 techniques that are the result of years of studies and will definitely be a good start in negotiating your salary.
1- Pre-negotiation stage
All battles are won or lost before they are fought, so the pre-negotiation stage is very important. You have to prepare yourself well by securing alternatives and knowing the value of your job in the market.
Securing an alternative is necessary for two reasons. The first is on a personal level; Because it gives you other options in case they refuse what you ask, and the second is that it makes them think twice before refusing; Because they know you have the alternatives. Knowing the value of your job in the market means knowing the average salary of people who work in your field of specialization.
If you don't have this information, then you will either dial a large or a modest number.
2- Set your expectations
Before starting a salary negotiation, you need to determine the minimum salary you can accept. Do not disclose this minimum during negotiation with the employer. Next, determine a realistic salary based on the responsibilities of the job in addition to the salary of someone in a similar position with similar qualifications to yours.
3- Don't show your weakness and hesitation
Feeling empowered can get you what you want and help you make better decisions. Salary negotiation is a stage of psychological agony that involves a lot of tension and hesitation, so you find yourself wondering if you asked for too much, or too little, or if what you are asking will make the other party feel insulted.
Feeling strong will make you feel confident about whatever number you dial, especially since most salary negotiations fail; Because the employee is afraid and hesitant.
There are many techniques to help you feel empowered, but the simplest and easiest is to think of a situation in which you already felt empowered, and you will feel immediate change.
4- Understanding, not feeling
You have to understand the other party you're negotiating and avoid trying to "understand his feelings." His feelings do not concern you in any way; Because you have to adopt logical analysis here.
Does the company, for example, operate according to a strict policy regarding salaries, but is more flexible with bonuses? Do they adopt the principle of excluding bonuses in exchange for providing other alternatives to employees?
When you have prepared yourself, you most likely have the answer. Currently, what is required of you is to come up with the best deal that suits both parties. Understanding the other's point of view not only helps you know the number that you will put forward, but also enables you to offer solutions in case your initial offer is rejected.
Knowing what they need is rational and logical, but trying to understand his feelings will put him in a stronger position. Getting into the fray of emotions will either make the other party take advantage of you, or you will find yourself giving up things that shouldn't be given up.
5- Make the best offer first
According to studies, the people who make the offer first usually get what they want. At this point, you have an idea of the salaries of the employees who work in your field; So you have to submit your offer not wait for their offer.
According to psychologists, the first number that is presented, whatever determines the criterion, and it also makes you have the power; Because the other party will not then negotiate a number much lower than what you suggested.
6- Offer alternative options
Employers usually offer alternative options, but employees generally do not. What is required of you is to reverse the image and put forward the options that suit you.
The beginning is by subtracting your negotiable number within a specific range, of course, taking care that the minimum is close to the upper limit. The importance of this step is that you show the other person that you are flexible and ready to negotiate.
If the company has a strict salary policy, then you should present a set of alternative options that will serve your goal and give him a wide range of options to choose from.
For example, you present your offer to him knowing in advance that the number you dial may not suit him, but you offer other options related to, for example, vacation days.
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