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By Lisa Gates | Tuesday, August 20, 2013

Negotiating the salary you want

salary_negotiation_SM

When you open a salary discussion with the question “Is it negotiable?” you’ve weakened your position out of the gate by implying that you’d accept the salary even if it isn’t negotiable. You’re better off assuming that everything is negotiable. Prepare to open and close your next salary conversation strong by watching my course Negotiation Fundamentals, and Valerie Sutton’s course Negotiating Your Salary.

Here are a few tips that you can use when approaching your next salary negotiation:

First, determine your fair market value using salary research tools such as salary.com or payscale.com. Next, prioritize each element of your compensation package so you’re clear on exactly what you need, and what you’re willing to concede. Now it’s time to negotiate.

By Lisa Gates | Saturday, October 27, 2012

Negotiation: A conversation or a wrestling match?

Still image of two people have a negotiation meeting, taken from a lynda.com course

If the idea of negotiation makes you cringe, you’re not alone. For many people, negotiation is a loaded proposition. Yet if you were to track your conversations for one day, you’d be surprised to learn how often you’re actually negotiating, that is, having discussions intended to reach an agreement.

In the workplace we often find ourselves angling to be included in special projects, asking for help in meeting a deadline, or trying to convince our manager to let us telecommute one day a week. In our families, we negotiate with our children over peanut butter or baloney sandwiches, with our spouses over Hawaii or San Francisco as possible vacation venues, or with our parents about who will host the winter holiday family gatherings.

Social scientists who study negotiation tell us about that half the population thinks the negotiation process is as enjoyable as a root canal, while the other half experiences it more like a sporting event. But no matter where we land, negotiation is simply a conversation with innumerable subjects and a single end: agreement.

What we don’t like about the idea of negotiation is the moment of impasse that happens when we disagree. We don’t like the smell of conflict, and having to steel ourselves to solve a problem or get what we want. Think used car salesman, a micromanaging boss, an office mate who eats lunch at your desk, or the perennial favorite, asking for a raise.

Getting comfortable in negotiation requires two things: learning the vocabulary of the strategies and tactics you’re already employing every day, and consciously practicing them to achieve your goals.

In my course Negotiation Fundamentals, I teach interest-based, mutual benefit negotiation. In response to member requests for a live-action role-playing scenario that illustrates negotiation techniques, I have also added a new video that demonstrates the conversational quality of negotiation, and highlights the collaborative strategies and tactics used along the way. This video is available to both members and nonmembers, so I encourage you to watch itand share your thoughts in the comment box below.

Interested in more?• All business courses on lynda.com• All courses by Lisa Gates

Suggested courses to watch next:• Managing your Career• Time Management Fundamentals• LinkedIn Essential TrainingSEO Fundamentals

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