Strategy: Using Principled Negotiation to Secure the Bag

Using principled negotiation tactics as a strategy in discussions around salary can be a great approach. Here are a few tips.

(1) Divide the emotions of participants from the process of the negotiation. Focus on principle not feeling. Don’t let your emotions lead the conversation. Avoid getting caught up in what you “feel” is the right salary. No room for big egos!

(2) Present factual objective criteria not personal subjective opinions. Look up salaries for comparable roles in your area. Ensure the data is recent, comparable, verified and substantiated. Wanting fair pay is an undeniable reasonable concern.

(3) Don’t limit your options. Be creative! Look beyond the paycheck and account for other things like benefits, bonus programs, allowances, growth and/or training opportunities, reputation, experience, exposure as well as stock options.

(4) Don’t focus on tangible things you want like the raise itself. Instead identify and then focus on the negotiating parties’ interests. This would be things like the employer’s needs, desires, aspirations and concerns. This opens the way to a more problem-solving dialogue that can often result in a solution that satisfies both sides.