5 Tips on How to Negotiate a Salary

To negotiate a salary can be both the most profitable and the most humiliating thing an employee or job seeker can do. If correct knowledge about how negotiations work, an employee can achieve marvelous results. If taken lightly, the negotiation will often end up in frustration and humiliation. Thus, the route of knowledge should definitely be chosen by anyone seriously wanting to negotiate for a high salary. Here are five important tips for the salary negotiator:  

Tips # 1 – always aim for a win-win scenario The basic principle of all negotiations – not only salary negotiations – is that the negotiations will end up in a co-operation between the parties only if the benefits for both of entering into an agreement exceed the costs for doing so. Thus, the salary negotiator must always aim for a win-win scenario when negotiating the salary.  

Tips # 2 – focus on the interests of the employer In order to achieve the sought for win-win situation, the employee or job seeker must focus hard on the employer’s interests and really understand them. The job which salary is negotiated fits in somewhere in the employer’s plans. The employee or job seeker must understand those plans in order to be able to present himself/herself as the solution to them or an important contribution to their achievement.  

Tips # 3 – prepare carefully before negotiating the salary Research shows that the key factor explaining the difference between successful and less successful negotiators is the extent to which preparations are made. There are several important steps to take, among them to find the range within which the salary can be negotiated and to brain storm for arguments that the employee/job seeker should have a salary in the higher end of this range.  

Tips # 4 – adopt a winning attitude To succeed with anything, a winning attitude is of great importance. This applies to athletes and salary negotiators equally. One way to adopt a winning attitude is to write down an ambitious target for the salary negotiation, the reaching of which is thereafter visualized by the employee or job seeker days before the negotiation.  

Tips # 5 – make sure the timing is right The employee or job seeker must wait and try to avoid discussing actual salary figures until the right moment. The employer must “be on the hook” first, being really interested in the employee/job seeker and his/her job there. Only then shall s/he name his price.

War Gaming Your Sales Negotiations

Are you constantly looking for ways to predict your buyer’s next move and calibrate your own strategy to maximize your negotiation outcome. By War Gaming your upcoming negotiation you can do just that.

A Negotiation War Game has 3 main steps:

  • Intelligence
  • Simulation
  • Debriefing

Intelligence

1. Organize your team into two teams- One “Home Team”, and one “Away Team”.

2. Collect some basic information on the actual people you will be meeting. Google your counterpart’s two most important people, have a look at their Facebook page etc. Look for information that tells you “who” they are. Please note: a War Game is an analytical way of using less data and more inferences.

The collected info. is the Away Team’s briefing material. Don’t bother collecting info. on the Home Team as this is your own people – they already know who they are.

3. Decide how many simulations you feel like doing and how long they should be. Rule of thumb – in a Sales-negotiation I would do several short simulations in rapid succession (each simulation interrupted by a strategy break). Strategy breaks are used to evaluate the progress (Teams are kept apart).

4. Get the physical lay-out right. Once the teams are set, the briefing material is done and the simulations are structured, it is important to structure your War Game.

To do a proper War Game you need access to 3 separate rooms:

Room no. 1: Have one large room in which a pre-simulation briefing will be held (briefing material will be handed out). This room will also be used for the negotiation simulation. Last but not least, this room will be used to debrief the participants.

Room no. 2: Have a smaller room in which the Home Team can prepare and evaluate proceedings in peace.

Room no. 3: Have another small room in which the Away Team can prepare and evaluate proceedings in peace.

Simulation

5. Run the simulations

As the simulations get going the Home Team will get a sense of how well their strategy is working against this specific counterpart. In the strategy breaks, the Home Team will re-group, calibrate their strategy and come back to the negotiation table.

Think about adding a feedback system if needed.

Debriefing

6. Gather your team and collect Lessons Learned, when the simulation, or rather the series of simulations are done.

At this point, you and your team will know what your actual counterpart will most likely do when confronted by your original and subsequent (increasingly calibrated) strategies – and better yet, you will have developed a tailor-made negotiation strategy.

Please note that the above mentioned method does not, in advance, prescribe to any particular strategy or tactic. A Negotiation War Game is simply an incredibly accurate, risk-free environment, in which any strategy or tactic can be tested.

So if you are doing anything before your next big Sales negotiation – it better be war gaming!

Cyber-Space Ministry – A Method For Present & Future

Validation is a crucial exercise. We do all sorts of things in life, yet it’s the things we do that find favour amongst others, especially others we richly respect, that compels us to continue to do the things we do.

I found reassurance in this fact recently when I read one of the most respected and time-honoured pastors in Perth give his blessing to those, like I, who minister in the ether. Those of us engaged in speaking about God using internet tools like blogs, Facebook and Twitter etc can safely look to our elders who’ve preceded us in this work.

And when I cast my mind over some of these local champions of faith I thought of three (amongst many) that have made such an impact on the immediate world around them. These are Pastors Margaret Court, Phil Baker and Graham Mabury. The latter-most is the person who’s effectively blessed the practice of cyber-discipleship and cyber-evangelism. (I’d call myself more passionate regarding the former than the latter.)

But, let us get it into context. This is why I love the Bible–the words never change (though our meaning for those words can change due to our growth with God).

Graham Mabury’s benedictory quote goes like this:

“God bless every one of you who is prayerfully, creatively, Holy Spirit powerfully being salt and light in cyber space. You are His witnesses in MySpace, Facebook and to the uttermost blog on the net. Go into all the [virtual] world and make disciples, and He will be with you to the end of the [technological] age”[1] –Technologically ‘enhanced’ paraphrase of Jesus’ Great Commission in Matthew 28:18-20.

This unreserved ‘blessing’ does not come without qualification. We who do this are to do so considerately, and with respect and fairness i.e. prayerfully. We who do this are to do it in a way that hopefully inspires and enlarges people’s lives and their visions of life i.e. do it creatively. We who do this are finally to do it in a way that is powered by the Holy Spirit, for we cannot be salt and light to the world without living a spiritually-congruent ‘called’ life.

Who knows what medium we’ll be using in 5-years, let alone twenty. Let us hope we can urge those ambassadors of God to also be prayerful, creative and led by the Spirit in the way they do ministry. Most importantly, however, because we are ‘in attendance,’ let us carry the present baton with distinction.

Copyright © 2009, S. J. Wickham. All Rights Reserved Worldwide.

[1] Graham Mabury, “On air with Graham Mabury” in The Advocate (June 2009 edition), p. 4. www.theadvocate.tv Graham Mabury presents his program on Perth’s 6PR (882AM) every weeknight from 8:00 pm to midnight. He has also been pastor of Mount Pleasant Baptist Church for many years.