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Negotiating an salary

Strategies for negotiating a salary

LDR 655
Siena Heights University
Baheejah Lumumba

Negotiating an salary
Introduction
Whether we know it or not, we negotiate every day. At work, at home, and in our
relationships; we negotiate to resolve conflicts and make deals. It does not matter the type of
negotiation we are involved in, what matters is the basic skills and techniques used to get our
point across. In some instances, we depend on the skills of others to help us resolve a conflict,
especially, - when we lack the skills- and know how on negotiating.
Needless,- to say, negotiations involves continued interaction and dialogue between all
parties involved, the goal is to reach a resolution that is acceptable to both parties. According to
Donaldson (2007) there are six essential skills you will need to become a successful negotiator
by through preparation, the ability to set limits and goals, good listening skills, clarity of
communication,-knowing how and when to push your pause button and knowing how to close
the deal (p.10).
Each one of these aspects deserves our attention because it will help us to develop a better
skill set- and give us the confidence needed to become a better negotiator. Conflict is inevitable
and the choices we make can determine what outcome we achieve; especially,- while,- trying to
accomplish objectives that are at odds with those of the opposing party,- Scarborough (2012)
found the negotiation process does not have to be conflict-oriented.
The process goes more smoothly and faster if the two parties work to establish a cooperative
relationship based on honesty and trust from the outset (p.150) Conflict management draws
upon the skills of emotional intelligence. The concept is defined as the capacity for recognizing
our own feelings and those of others, for motivating ourselves, and for managing emotions well
in ourselves and in our relationships (Goleman 1998, p.317) Communication and conflict are
inextricably tied; because having good communication skills is one way of establishing equality

Negotiating an salary
and trust; by talking directly with those involved; negotiators will be able to understand what the
other persons issues might be, and what the stakes are. (Young-Bruehl & Bethelard 2000) found
speaking to others in a positive tone, listening, reflecting feeling, clarify what you heard, and
question when needed- and summarize is a good approach while negotiating. Although, this
approach was first pioneered by Carl Rogers in the 1950s many others have expanded the
concept of a person centered approach.
Goals
One fact emerges from understanding goals is the fact; when individuals clearly understand
the nature of the problem and what they want to occur, the more effective they will be in solving
problems. Wilmot & Hocker (2007) describes conflict as-an expressed struggle between two
interdependent parties who perceive incompatible goals, scarce resources, and interference from
others in achieving their goals ( p.9). Typically, people who are in a conflict pursue four type of
goals which are called TRIP, the acronym trip stands for.
Topic or content
Relational
Identity
process
Negotiations can become more difficult when parties are stuck in their own positions; in
other words, both parties should try to become more considerate, of one anothers position
Wilmot & Hocker (2011) discovered productive conflict management is enhanced by clarifying
your goals, better estimating the others goals, and working to building on collaborative
goals(p.101) People who have a clear sense of their values have less difficulty negotiating.
Values

Negotiating an salary
Your values are the standards you live by. They define how you treat others, especially,while interacting in negotiations Reardon, Lenz, Sampson, & Peterson,(2009) found A persons
well- being and self-esteem are highest when that person lives according to his or her
values(p.16) This resonates with me because people will negotiate and are torn between their
wants, needs or another situation that can deter-them from achieving their goals. However, at
some point,- people have to clarify what is most important:- for me it is self-esteem.
Resistance
Block (2011) discovered there are steps a person can take to help an individual get pass the
resistance and get on with the problem solving. The basic strategy is to help the resistance blow
itself out, and not fight it head on because feeling pass and change when they are expressed
directly. (p.149). When negotiating,- consider the fact that you do not have to conquer the fight
because you will only intensify the problem.
Incentives
Offering incentives are often used when closing a deal,- Kolb & Williams ( 2011) found in
any negotiation, the other party controls something the bargainer needs: money, time
cooperation,- the other side must recognize that benefits will accrue from negotiations those
benefits must not only be visible-but right there on the table; they must also resonate with the
other sides needs (p.44)
Salary increase
Typically speaking, at some point in life, most people asks for a raise. In doing so, keep
track of all of your accomplishments because when it is time to ask for a raise, you will be able
to substantiate your claim. Austin (2015) discovered a person should know their worth because
it is important to discern where you stand in a company if you want to land a raise. Although,

Negotiating an salary
-promotions are always negotiation opportunities employees who want more and are willing to
take risks should not be afraid of rejecting the first offer. Secondly, know the going rate for your
services will help to win a salary negotiation. Donaldson (2007) found that if you do not believe
that you deserve a raise, no one else will (p.335) It will be a good idea to gather documentation
to prove that you have made important contributions to the organization.
Preparing yourself internally will help in asking for a raise by being specific to what
someone wants done, time: how long it will take - and the resources (Gosselin 2007 p.175). To
negotiate properly, you need information, once you gather the data tell your boss you want to
schedule a meeting about your salary be clear and persuasive without being overly aggressive.
Being straightforward everybody wins; and nobody loses.
Conclusion
Negotiation occurs in everyday life it provides the most effective method for conflict
resolution, and therefore, it is up to you to choose the best tactics.

Negotiating an salary
References
Austin, C. (2015) The Ladders: How to negotiate a raise or a promotion at your first job
Retrieved from http://info.theladders.com/career-advice/negotiators
Block, P. (2011) Flawless Consulting: A Guide to getting your expertise used (3rd ed.) Pfeiffer
San Francisco, CA
Donaldson, C. M. (2007) Negotiating for Dummies (2nd ed.) Wiley, Hoboken, NJ
Goleman, D.(1998) Working with emotional intelligence: Bantam Books New York, NY
Gosselin, T. (2007) Practical Tools, Tactics, & Techniques Negotiating Published by John Wiley
& Sons, Inc., Hoboken, NJ
Kolb, M. D. & Williams, J.(2011) Harvard Business Review: Winning Negotiations, Harvard
Business Review press. Boston, MA
Reardon, R. Lenz, J. Sampson, J. & Peterson, G. (2009) Career Development and Planning
A Comprehensive Approach ( Third ed.) Mason OH: Cenage Learning
Saybrook University (2012) Reflective Listening; Rogers Paradox Retrieved from
https://www.saybrook.edu/newexistentialists/post/0
Scarborough, M. N. (2012) effective small business management: An Entrepreneurial Approach
(10th ed.) Upper saddle River, NJ
Wilmot, W. & Hocker, J. (2007) Interpersonal Conflict: (8thed.) McGraw- Hill New York, NY
Young-Bruehl, E. & Bethelard, F.( 2000) Cherishment: A psychology of the heart, The Free
Press. New York, NY

Negotiating an salary