It's important to prepare as much as possible for high stakes conversations. In this video, learn how to anticipate objections and respond logically.
- To be prepared, really prepared for your negotiation, you need to anticipate pushback, or even outright rejection of your proposals. The best way to avoid tripping over your words without reframing or making a counter offer is to write scripts. These are scripts that you'll practice in advance of your conversation. Right now, I want to give you some of the most common objections and issues that come up. The first set of issues is a flat out no to any kind of a raise or a really tiny bump. You might hear something like, "Nobody's getting a raise right now." Great, just remember that no is the beginning of the negotiation, not the end, and your go-to skill is diagnostic questions. Like, "What's behind that decision?" Or, "What do you foresee happening in the next year or two?" Or, "When do you anticipate things will loosen up?" What I want to highlight here is that while, in the end, no may be the final answer, you need to ask questions that will help you understand your company's health and future profitability, and use that information to decide whether you stay or find a better job. In my experience when a raise has been impossible in the past, it usually goes hand in hand with scope creep in your job description. If your company's done some restructuring or eliminated positions, you've probably been taking on more and more responsibility. In this case, I recommend re-writing your job description and title and using it as the basis for your request for a raise. So the next set of pushbacks revolve around what the path to promotion looks like in your company. You might hear something like this: "I don't think you're ready for a promotion." Or, "You need to show me you can do the job "before I can promote you." now, the underlying issue here is that you're being judged on past performance, as opposed to your future potential, and a lack of clarity about your promotion process in your company. So in the exercise files you'll find several useful phrases to get you closer to clarity. I've also included a couple of comebacks for job seekers to help deal with those hard to answer questions like, "What's your current salary?" Or, "What are your salary expectations?" Or, "What kind of a range are you looking for?" Finally, I've added a few one liners that you can use if your boss fails to get a green light on your salary. So take a look at the exercise files and then try your hand at scripting your own responses, and then practice them.