Negotiation techniques – part 2

You’ve found a time when your manager is free and is prepared to talk. Now it’s time to begin. But where?

It’s also best not to start with ‘I want a pay increase/promotion.’ Take time to prepare for your meeting. Write down what you want to say, and how you are going to say it. Remember my column on body language? This is an important part of any negotiation technique. The way you use your voice and mannerisms will be instrumental to the outcome of this meeting.


Depending on the circumstances, this may be a very emotional meeting for you. But try and keep your emotions in check. Shouting and screaming if you don’t get your own way will do you no favours whatsoever. Show your maturity by speaking in a slow, concise manner, backing up your presentation with some facts and figures.


Good preparation is essential, if you are in control of the facts and figures you have prepared you will have a stronger case to negotiate. It will also show your manager that this isn’t a whim, you have shown in detail what you want to achieve, and how you want to achieve it.

Interpersonal skills

It is extremely important to listen to what the other party is saying through any negotiation meeting. This means not cutting off the other person’s sentences either. You will be understandably nervous, but take time to listen objectively to your manager’s views. You will have played this scenario out in your head lots of times, but unfortunately no one can predict what the outcome will be. So don’t hear what you want to hear; actively listen and you will find this is a much more effective way of dealing with the situation.

Remember to be open-minded about the outcome. Sometimes there may not be an opportunity at this stage for your end goal. You will then have to decide if this is something you can work towards, or it may be the time to look for alternative employment with a company who can give you what you are looking for.

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