Jeff Altman, The Big Game Hunter explains why you should not negotiate using a win-win philosophy.
In salary negotiation, most of us have been brought up to believe in the notion of a "win-win negotiation." Corporations, however, had been brought up to believe in the idea of a "winning negotiation." Win-win isn't really a part of the lexicon.
They may attempt to entrap the unsuspecting job hunter, supplier, or anyone else in this notion of win-win, but, ultimately, what they are going to try to do is have you make concessions and then to do as few as possible.
When you enter into a negotiation, in all probability is the last thing you should be talking about is salary. Why? Very simple. They're going to find it much easier to try to make other secondary concessions because they are going to want you to concede on salary issues because, after all, look at all the stuff we gave up! There is really nothing that they are giving up.
When you get to the salary part, I want to encourage you to remember this is not about you being a nice girl or a nice boy. It's about you getting as much as possible to get you target because, again, at the end of the day, when you go home, the company is still going to be around. Are you going to be satisfied with the salary that you negotiated?
You have to remember:
1. Your job is to win. The person on the other side of the table is the representative of that firm whose there to get you to give up what you want. You have to be prepared to use your one negotiating chip (the ability to stand up and walk away from the table) and say, "I don't think this is a good deal for me," and make them circle back to you. If they don't, remember, that indicates that there was more, no bargaining there anyway.
2. What number is going to cause you to walk away from the negotiation.
Rather than waste your breath, again, start off with all the secondary stuff. When you get to the money, be conscious of what will cause you to walk away. And, actually, if you need to do it, do it.
Jeff Altman, The Big Game Hunter is an executive job search and leadership coach who worked in recruiting for more than 40 years.
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