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April19,2015

JenniferM.Leonard,B.A.
3603WawonaStreet
SanFrancisco,CA94116

SHORTINFORMATIONALREPORT
THEPOWEROFNEGOTIATIONbyJenniferLeonard

Section1
INTRODUCTION
Businessintodaysworldisrapidwithrecurrentchanges,forabusinessprofessionalitrequires
bothlongandshorttermvisionaryplan.Anybusinessprofessionalinordertoreachbothshort
and long term plans is required to negotiatewither it be for better pay, a promotion, and
extension, ect. Negotiating andrenegotiating are a crucial factor is the dynamic professional
realmhowevertheyareskillsoftenlacking.Negotiationrequiresgiveandtake.Negotiationskills
arecrucialintodayscompetitivebusinessenvironment.Fromdaytodayinformalinteractionsto
formalbusinesstransactionstheabilitytomeettogetheranddiscussneedsandgoalsandcometo
amutualagreementcanbeachievedinfoursteps:Assess.Prepare,Ask,andPackage.Thesefour
stepscansignificantlydeteronesprofessionalpotential.
Section2
I.DOYOURHOMEWORK
Iniscommonthatyouwillcometoapointinyourcareerthatrequiresyoutonegotiateyour
salary.Whennegotiatingasalaryitiscrucialtofirstunderstandandassessthecontextofpay.
Thatis,researchsalariesforthesamejobatotherlocationstounderstandthespectrumthatis
acceptable.AsMargaretNealedescribesBeforesalarynegotiation,doresearch:Whatisyour
marketvalue?Anonlinesitemightnothelpyoubecauseifyouaredoingwell,youshouldbe
makingmorethantheaveragesalaryrange.(Neal,Margaret)Whenpresentingyourcasetoa
superiortiethecompensationtotheskillsthatwillmeetthecorporategoals.Thisistoensure
understandingthatapayincreasebenefitsnotonlyyoubotalsothecompanyasitallowsyouto
bettertoyourjobinsomemanner.
II.WHATDOESYOURCOUNTERPARTWANT
Toplanforanegotiationalltomanyfocusonpersonalgain,whatthisnegotiationcandoforme.
HoweverMargaretNealremindsusnotonlyshouldyouknowwhatyourinterestsare...but
whataretheinterestsofyourcounterpart.Whatdoyouhavethatyourcounterpartneeds?Itis
crucialtoasuccessfulandpowerfulnegotiationtounderstandcompletelytheneedsandwantsof

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April19,2015

yourcounterpart,thiswayyoucanleveragewhatyouhavetobenefityourcounterpartandhow
anincreaseofpaywilleffectthat.Itisimportanttoremember,yourgoalisnottogetadeal,
yourgoalistogetagooddeal.(Neal,Margaret)Itisimportantinplanningtounderstandyour
goalsandvisionsshorttermandlongterm,aswellasyourcounterpart.Bybeingcognitiveofthis
yourproposalwillbemuchmoreconvincingandeffective.
III.ASKFORARAISEANDGETIT
Readytospeakupandaskforwhatyouwant?Thereisalotofmoneyonthetable,accordingto
theBureauofLaborStatistics,CompensationintheU.S.rose1.9%from2012to2013and
accordingtheexecutivesearchfirmSalvesonStetsonGroupSeniorexecutiveswhochanged
jobslastyearaverageda17%compensationincrease.Thesestatisticsexemplifythepowerof
negotiationandthepotentialgainstobemadefromasimpleaskfromanassertiveprofessional.
Inaddition,thesestatisticsprovethepowerofanalternative;heorshewiththebetteralternative
doesbetterinanegotiation.Sowhenpreparingforanegotiation,exploreallofyouroptions.One
ofthemostpowerfultoolsinaskingistoleverage.Leveragethecontrasteffectinyourproposal;
askformoreyoureyourBATNA(BestAlternativetoNegotiatingAgreement)Group, Your
counterpartislikelytofindareasonableofferevenmoreappealingafterrejectinganofferthats
out of the question. (www.pon.harvard.edu) Leveraging and understanding the power of
negotiationensuresprofessionalgainandincreasedprofessionalpotential.
IV.ADVERSIALRELATIONSHIPORPROBLEMSOLVING
Manyprofessionalsavoidnegotiationsbecausetheyfeelasifitisanadversialrelationship;they
associateitwithbeingdemanding,mean,orgreedy.Howeveritisbettertothingnegotiationas
problemsolving.Thiscanbedonebyyokingvariousissuestogetherintoapackageandusing
ifthenlanguage.Whenvariousissuesarebroughttothetablepackaged,itmorphsfroma
yesornoscenariotoatradinggameofsorts,IfIgetthisyougetthisLongtimeNewYork
careercoachEllisChaseadvisesclientstoimaginethattheyarestillinajobinterview.When
youretryingtogetthebasesalaryup,resellyourselfAllhiringmanagersexpectcandidatesto
trytogetmoremoney,hesays,andtheyarealmostalwayspreparedtogohigherthantheinitial
offer.Youjusthavetoask.(www.forbes.com).Packageyourneedsandtiethemtotheneeds
andbenefitsofthecompany,bydoingthistheprocessnotonlybecomeseasieritbecomesawin
winforbothparties.
Section3
CONCLUSION
Iwillusethisinformationthroughoutmycareer.Themosthelpfulunderstandsthatwhenyou
receiveajoboffer,asexcitedandthrilledyoumaybeabouttheopportunityitiscriticalto
respondwithamayIhaveacoupledaystothinkaboutit.Thereisacommonsentimentthatby
delayingyourresponsethejoboffermayberescinded,howevermorethanoftenthatisnotthe
case.Inaddition,byaskingforacoupledaystothinkabouttheofferyouallowyourselftimeto
collectyouremotions,researchthevariousaspectsofthecompanyincludingvacationtime,401K

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possibility,upwardmobility,overallsalary,whichwillallowyoutoprepareforasalarynegation.
InadditionIwillcontinuallyusethisinmyprofessionevenondaytodaytransactions,itis
criticaltounderstandhowtomorphanygivensituationintoawinwinscenario.