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#YourCareer : Negotiating Like A Pro: Tips From An FBI Special Agent. Helpful When it Comes to your Salary, Job Offer(s), or Just Life. Great REad!

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Melissa Fortunato is an FBI Special Agent and Crisis Negotiator. Over the course of her career, she’s been involved in a number of high-stakes scenarios that required her to lean heavily on the skills of negotiation. She joined Negotiate Anything to share her most exciting stories, as well as her best advice for winning in everyday negotiations.

The Importance of a Full Assessment

Prior to entering a negotiation, it’s important to complete a full assessment of your counterpart. This may require more time than expected, but the outcomes will be worth it. Fortunato shared how she once went so far as to “marry” her undercover colleague just to get closer to a group of targets. She invested the time (months legitimizing her cover) which then presented a perfect opportunity for building connections: a wedding.

For Fortunato, conducting a full assessment meant finding strategic ways to connect with the targets in order to learn more about them. For the everyday negotiator, this can mean adding a little more time to the preparation phase of your strategy, as well as making calls to find out more about your counterpart. These calls could be to former employers, former partner organizations or other associates. While it may feel uncomfortable at first, entering a negotiation with a complete picture of your opponent will make it all worth it.

 

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Did you know?  First Sun Consulting, LLc (FSC) is celebrating over 30 years in the delivery of corporate & individual outplacement services & programs to over 1200 of our corporate clients in the U.S., Canada, UK, & Mexico!  

We here at FSC want to thank each of corporate partners in the opportunity in serving & moving each of their transitioning employee(s) rapidly toward employment !

Article continued …

 

Diversity As a Strategic Asset

While diversity should certainly be prioritized from a human rights perspective, we can’t overlook its role in a strong negotiation strategy. Diversity means a wider variety of backgrounds, strengths and opinions. This increases the odds of making a connection.

Every person is different, which means every counterpart will bring a different set of experiences, beliefs and emotional triggers to the table. The more diverse your team is, the more likely you are to make a connection. Connection is the foundation of strong negotiations.

“In any kind of negotiation, take advantage of all chances you get to make a connection,” Fortunato explains.

 

Prioritizing Empathy

While it may seem counterintuitive to some, empathy is the key to building strong connections and resolving complex negotiations. In one scenario, Fortunato was negotiating with a target who had shot a police officer and fled the scene. After a 15-hour barricade standoff, it was clear their current tactics were failing, so she decided to soften her approach. This slight shift in tone encouraged the target to engage with her while SWAT positioned themselves for the arrest.

While gender dynamics can be leveraged in certain situations, empathy should not be limited to women. Everybody has the potential to learn and build empathy in negotiations; all it requires is a simple shift in approach. Always be willing to forgo some of your original points if it’s clear the conversation is not moving in a positive direction and don’t hesitate to bring a new person into the conversation.

“There’s a strength in being able to see another person’s perspective and adjust your stance,” Fortunato shared.

 

Ask Questions Without Fear

Fortunato shared a personal story about a time in her life when her daughter was hospitalized but she found herself too afraid to ask the doctors important questions. She’s not alone in this experience. Many people hesitate to ask questions out of fear of looking “stupid.”

The truth is, not only will asking questions give you access to more information, but it also makes you look more engaged, intentional and thoughtful. Your counterpart will regard you as somebody who pays attention and is interested in what they have to say. This will level-up connections and strengthen your approach.

Just Listen

Fortunato wrapped up with an important reminder for listeners: as intimidating as negotiations can be (especially in her line of work) it all comes down to human interaction. Successful negotiations rely on listening and understanding, as most humans just want to be heard. If somebody feels they are being listened to, they are more likely to switch their position.

Consider this: with all of the power and artillery the FBI has to help manage crises, why would they continue to prioritize connection through expert negotiators?

“Because it works,” Fortunato shared.

Follow Melissa Fortunato on LinkedIn to learn more. To listen to the complete episode, click here.

Forbes.com Author:   Kwame Christian

Follow me on LinkedIn. Check out my website or some of my other work here.

 

Forbes.com | June 28, 2022

#YourCareer : Negotiating With Bullies – Get What You Want Without Losing Your Mind. In our Polarized Society, we have All Forgotten How to Persuade

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Judge Laurel Beatty Blunt is a judge for the Ohio 10th District Court of Appeals. She also serves on the Supreme Court of Ohio Board on Continuing Legal Education, the Ohio Sentencing Data Platform Governance Board and the Alvis, Inc. Board of Trustees.

With over twenty years of experience in the legal and political professions, Judge Beatty Blunt joined Negotiate Anything to discuss her most successful strategies for persuasive communication, as well as real-world tactics to use when negotiating with bullies.

State of Communication

Between covid, social media and the increased use of electronic communication, people are finding themselves with less face-to-face interaction. This encourages a phenomenon Judge Beatty Blunt refers to as “keyboard courage” – where technology makes it easier for people to say things they wouldn’t normally say in person.

In the professional setting, this can look like unnecessarily harsh tones or commentary in emails. While this behavior makes people feel powerful momentarily, this is the least effective way to persuade someone.

“In our polarized society, we have all forgotten how to persuade,” Judge Beatty Blunt shared. “All we are doing is arguing and trying to batter home our own point – which is not going to convince anybody.”

Persuasive Dialogue: What To Keep In Mind

When we think about successful persuasion, it’s important to remember two things: bullying isn’t effective and there is no “one size fits all” approach.

In difficult conversations, aggressive communication can move you further from your ultimate goal. Rather than approaching the dilemma with a sound mind and strategic response, the ego is calling all of the shots – and will likely end up breaking down any potential progress.

Additionally, when it comes to persuasion – everybody is different. Using the legal profession as an example, a strategy for effectively persuading a judge will likely differ from a strategy for persuading a jury. Similarly, persuasion will also vary depending on which judge you are speaking with.

Judge Beatty Blunt also encourages professionals, especially those in the legal field, to remember to answer the questions being asked.

“70% of the dockets are civil cases and 70% of time is spent on criminal cases,” Judge Beatty Blunt explained. “So time is essential if you are a civil attorney – you will need to make sure you are answering the questions the judge wants.”

 

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What Skill Sets Do You have to be ‘Sharpened’ ?

Did you know?  First Sun Consulting, LLc (FSC) is celebrating over 30 years in the delivery of corporate & individual outplacement services & programs to over 1200 of our corporate clients in the U.S., Canada, UK, & Mexico!  

We here at FSC want to thank each of corporate partners in the opportunity in serving & moving each of their transitioning employee(s) rapidly toward employment !

 

Article continued …

On Bullying: Strategies for Mitigating Conflict and Remaining Confident

Emotion Management

One of the most important things to consider when preparing for difficult conversations is how you will manage your own emotions and triggers. Once insulted or attacked – the ego works fast – often triggering a counterproductive response.

When it comes to emotions, the goal is to compartmentalize them, not suppress them. Make a list of your triggers. To the best of your ability, prepare for how you will respond if this trigger comes up during the conversation. One trick is to remain focused on your ultimate objective. Most importantly, make time to process the emotions later. Don’t be afraid to work with a therapist on this as well.

Allow Room for Silence

Judge Beatty Blunt once waited two minutes before responding to aggressive remarks from a colleague. Making room for silence has two distinct benefits: it allows you to process your emotions and plan for a productive response, and it shifts the energy of the conversation.

“When it gets quiet in a courtroom – it is heavy.” she shared. “I was just trying to get myself through the situation but looking back it probably was pretty effective because so many people are uncomfortable with silence.”

Respond Keeping Your Ultimate Goal in Mind

Once ready to respond, it’s important to remember your “why”. Another thing to remember is your own power. Everything doesn’t have to be a negotiation and when aggressive behavior is displayed – boundaries should be set. Sometimes the only thing to do is acknowledge you heard the commentary and end the conversation.

Judge Beatty Brown reflected on her response after those insulting remarks, “I sat there and let several responses go through my head,” she shared, “and then I just looked up and calmly responded, ‘Your insults are not persuasive. Is there anything further counsel?’ And the hearing was over.”

On some occasions it will be clear that that person just wants to be heard or validated. It’s okay to work that validation into a response while making it clear that negotiations are closed and the conversation is over.

Lead with Kindness

Though it will certainly be challenging at times, Judge Beatty Blunt encourages all professionals to lead with kindness where possible.

“Kindness is always the best way to go about it,” she stated. “That old saying about getting more bees with honey than vinegar – it’s true whether you are trying to talk with a spouse or persuade a client to use your services.”

Follow Judge Laurel Beatty Blunt on LinkedIn. To listen to the full episode, click here.

Follow me on LinkedIn. Check out my website or some of my other work here.
Forbes.com | April 27, 2022

#YourCareer : The Psychology Of Persuasion: Get What You Want More Often. Communication is Critical to Successful Negotiations.

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Psychology has become increasingly mainstream in recent years, with enormous attention being paid to how our psychologies, often unconsciously, influence how we behave in professional spaces as well.

The relevance of psychology to negotiation is especially important. On the surface, it may appear that we are negotiating prices, terms and conditions but it really all comes down to the need for both parties to come to one shared opinion or solution. That said, in negotiation it’s critical to understand the psychology behind opinions. This can form the foundation for a successful outcome.

Understanding Attitudes

In the research, psychologists will often refer to opinions as “attitudes.” In this context, an attitude can be anything from a strong moral conviction around a particular social issue, to a preference for one brand of coffee over the other. Attitudes are important for two reasons: they can be durable and they influence behavior.

Sticking to the coffee example, generally speaking people tend to have fairly strong opinions about the beverage. Usually, people either love it or hate it, and coffee drinkers typically have a preference for a particular blend or brand. A daily Starbucks drinker may have a particularly durable attitude, meaning it could be difficult to persuade them to switch to McDonalds or Tim Hortons on their morning commute. Similarly, there may be hints of influence as well. When out of town or traveling, they may find themselves seeking a Starbucks or even purchasing Starbucks brand instant coffee at the grocery store.

 

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What Skill Sets Do You have to be ‘Sharpened’ ?

Did you know?  First Sun Consulting, LLc (FSC) is celebrating over 30 years in the delivery of corporate & individual outplacement services & programs to over 1200 of our corporate clients in the U.S., Canada, UK, & Mexico!  

We here at FSC want to thank each of corporate partners in the opportunity in serving & moving each of their transitioning employee(s) rapidly toward employment !

Article continued …

Why Strength Matters

Not all opinions or attitudes are equal. While a particular attitude can influence behavior, it’s the strength of the attitude that will determine how much influence it will ultimately have.

Politics is a good example. If a citizen has a strong attitude in favor of a candidate, there is a higher chance that they will actually vote for them. If their attitude is weak, they may show a preference in conversations (or on surveys) but not actually take the action to vote that candidate into office.

This thought process applies to almost all attitudes, so in negotiations it’s important to uncover your counterpart’s attitudes and the strength of each one. This information can help negotiators identify which opinions are flexible and can be addressed and which should be avoided due to their durability.

Using the Right Language

Communication is critical to successful negotiations, and using the right language is equally important to navigating attitudes and opinions. Talking the same “language” is necessary to reaching an agreement. This means looking beyond the superficial opinions on a topic, and finding the underlying attitudes that align.

For example, let’s say two people sit down. One chooses to consume dairy as a part of their diet and the other person does not. On the surface, it may appear that they disagree. That said, perhaps there is a shared attitude around the importance of health and feeling good. Person A avoids dairy because it makes them feel bloated and ultimately they don’t believe it’s healthy for their system. Person B consumes dairy because they see it as a nutritious and healthy part of a diet that will keep them strong.

Talking the “health” language may help bring these two individuals to a common resolution, as opposed to focusing on the surface topic of dairy—where they disagree.

Incorporating Empathy

Empathy is a super-power, and using it to understand attitudes in negotiation will almost always improve outcomes. Once again, it all starts with asking questions to identify what attitudes and opinions your counterpart possesses, and how strong each of those attitudes are. Core attitudes are more durable, so it may not be worth attempting to dissuade people away from them; however, it’s still possible to demonstrate empathy for why they feel so strongly. For weaker opinions, in the process of moving towards a common resolution, incorporating empathy can be key. Allow empathy to help you explore your counterpart’s perspective and what they are truly looking to accomplish through these negotiations.

Attitudes and opinions play a huge role in the everyday behaviors of individuals, making them necessary to consider for successful negotiations and conflict resolution. Begin by asking questions and taking time to understand where your counterpart has strong attitudes and where there may be flexibility to begin moving toward a common ground.

 

Forbes.com | March 13, 2022 | Kwame Christian

#JobSearch : How To Negotiate With Confidence When You Really Need The Job. How can You Negotiate when Your in a Position of Weakness?

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When you’re looking for a job, you might feel like you’re in the weak position because you’re doing the asking and hoping employers say Yes. For example, you’re sending out resumes and waiting for interviews, or going on interviews and waiting on offers. If you are currently unemployed and really need a job, you might feel like you have no leverage and should take what you can get.

You should always negotiate. Whether you are conscious of it or not, you negotiate every step of the way in the job search, not just at the offer stage. Each step from the initial application (where you are likely asked about salary expectations) to multiple rounds of interviews establishes your value to the company and career priorities for yourself. (Here are some tips for navigating common negotiation issues for job seekers.) Furthermore, employers expect job seekers to negotiate and respect you more when you negotiate well.

If you are anxious about negotiating, here are five ways to reframe the offer situation so you can negotiate with confidence even when you really need the job:

1 – Even if you feel like you don’t have leverage, your potential employer doesn’t know that

In any negotiation, each side doesn’t know 100% what is going on with the other side – e.g., their priorities, constraints, anxieties. You might feel like you can’t or won’t say No to the offer, but the employer doesn’t know that for sure. Don’t assume that the employer sees how anxious you are.

You can also ease your anxiety by increasing your leverage all along your job search. A competing offer is just one form of leverage, so don’t worry if you don’t have another offer at the exact same time as this one you’re negotiating. Being close to an offer, or having multiple leads in play, is also leverage because they represent other potential options. Having a strong network that you can tap (even if it’s for contract work to tide you over till a full-time job materializes) is another form of leverage.

 

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Article continued …

2 – The employer also has something to lose if you say No

You feel like you really need this job, but remember that the employer also really needs to hire. This new addition to staff will cost money. It takes time to recruit and onboard. The hiring process takes people away from their day-to-day work. Clearly, the employer wouldn’t be doing this if they also didn’t really need something out of it – i.e., someone like you to fill the job.

The fact that you got the offer means that they want you, not someone else. So if you say No, they don’t get their first choice. If you say No, the search has to start all over again. The employer has to wait that much longer to get this much needed position filled. The employer also has something to lose if this offer story doesn’t have a happy ending, so they are just as invested as you in making things work.

3 — The right compensation matches the position, not just your specific situation

Maybe you have been underpaid before or you’re unemployed and therefore starting from a salary of $0, and this makes you uneasy about asking for any more money at all. A good way to reframe this negative head game is to remember that the right compensation matches the position being recruited, not the candidate. Whenever you discuss salary, bonus or other cash compensation with the employer, highlight any data that shows what the market commands for the role. Tie your request to the market, not your situation, especially if your salary history doesn’t match what the ideal compensation should be for this role.

4 – Don’t assume that the employer is trying to take advantage of you

You will have a more collaborative and effective negotiation if you assume the positive for the other side – i.e., that they, like you, genuinely want to come to agreement. If instead you assume that the employer is trying to take advantage of you, then you’ll approach the negotiation in a guarded way. This might show up in your attitude and be perceived as hesitation, or worse, declining interest in the role.

The employer made you an offer, which means they want to work with you. You also want to accept the position (if the offer is right!) and work with them. That shared agreement – you both want to be there – should be considered more important than anything else you’re negotiating and currently in disagreement about. Focus on the agreement you already have in common and how you can get to agreement on everything else. You’re working together, not against each other.

5 – If you don’t get what you want now, you can always try again

Even if you do everything right, the employer might still say No. If you are issued a best and final offer and you want to take it, then accept it wholeheartedly. Do a great job, and remember that you can negotiate at a later time.

 

Forbes.com – December 13, 2020 –  Caroline Ceniza-Levine

15 Smart Negotiating Techniques For Business Professionals.

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Coming to a consensus and closing a deal both rely heavily on the ability to negotiate. Business professionals utilize negotiation both with employees and investors, whether it’s in negotiating their salary or discussing future investments.

Negotiation isn’t a skill that arises from nothing, however. It requires a technique to properly execute and usually demands understanding of the other person to some extent.

The genuinely great negotiators always get what they want, while offering the other side enough to compromise on without losing faith in the deal. To aid professionals that have to navigate the treacherous routes of business agreements, 15 contributors to Forbes Coaches Council examine their best negotiation techniques.

1. Build Rapport First

In addition to being a business owner or professional, you are a human being. Human beings like to work with people they know, like and trust. Rapport is critical in the negotiation process because, when done correctly, it fosters trust, understanding and communication. The best negotiators know that building rapport first helps ensure they get what they want and that without it, they may not. – Lori A. Manns, Quality Media Consultant Group LLC

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What Skill Sets do You have to be ‘Sharpened’ ?

Continue of article:

2. Offer Something Of Value

Successful negotiation is about getting everyone to feel like they’ve won. If, for example, you’ve been offered a desirable job but wish to negotiate salary, make it worth an employer’s effort by offering something of value. Couching a reasonable request for a higher salary with, “If you can meet me on this, I’ll sign the offer today,” can give an employer a compelling reason to go to bat for you. – Scott Singer, Insider Career Strategies

Forbes Coaches Council is an invitation-only community for leading business and career coaches. Do I qualify?

3. Focus On Obtaining A Win-Win

Negotiation outcomes are win-win, win-lose and lose-lose. Should you want a win-win outcome, first decide on the wins that would work for you. Second, brainstorm potential wins that would appeal to the other side. Third, plan how these “opposing” positions could foster your win. At the negotiation, rearrange your steps. Learn the other’s desired win, roll out your plan, work through to win-win. – Rita Coco, Rita Coco Consulting

4. Make The Negotiation About Them

If you want something, you need to determine how what you want is good for the person that you want it from. If you can figure out how they will benefit from giving you what you want, then you have learned the most important tip in negotiation—you’re no longer negotiating. Now you have become good at presenting the value proposition of what you’re selling. – John Knotts, Crosscutter Enterprises

5. Don’t Take It Personally

As a salary negotiation coach, my biggest advice for clients is to not take things personally. While a salary offer affects you personally (a lot!), the offer itself is not personal. What a company is willing to pay says far more about how they value the job than how they value you as a person. The more objectively you can look at the offer, the more effective you’ll be in negotiating your pay! – Kate Dixon, Dixon Consulting

6. Determine What You’re Worth

I recently helped a client who didn’t think she would get a salary increase because she was younger than most of her peers. I advised her to truly think about the value she brings to the firm, come up with what she believes that is worth and confidently point out to her boss that this is what she deserves. She got the entire amount, which was well over $50,000. – Eric Beaudan, Odgers Berndtson

7. Always Be Honest

Most negotiations focus on strategy and some degree of calculated manipulation. I believe in doing the opposite. Instead, I prepare for discussing the underlying elements of what I want, why I want it and why and how the other side would benefit from (letting me have) it, as well. By being honest, you are not merely being vulnerable, you are creating a climate of value and equitable exchange. – Candice Gottlieb-Clark, Dynamic Team Solutions

8. Never Take The First Offer

Especially on job offers, never settle for the first offer. There are a hundred different things you might want in your new job, and if you’ve accepted the original offer, you’re doing yourself and the company a huge disservice by starting the relationship without what you both want. – Brian M Harman, Business Management Hallmark

9. Embrace The ‘Pregnant Pause’

During negotiations, both parties outline their top priorities. Usually, more intense conversations follow, including discussions about deal-breaking terms. A great tip is to embrace the “pregnant pause” during negotiations, which is when both parties stop talking to reflect or plan their next step. Don’t talk first. See if the other party comes back with a better offer or option. – Karan Rhodes, Shockingly Different Leadership

10. Define Your Nonnegotiables

Negotiations can get very emotional, so remind yourself that you can always take a breath and take some time to consider your options. Of equal importance is your understanding of your nonnegotiables before you get into the negotiation, so you know what you need to protect. – Brad Elson, Palmer OSG

11. Get Comfortable Saying ‘No’

Being able to assertively say “no” to a request is an important skill for a leader to master. “No” holds power. “No” saves time and money. “No” is a verbal brick wall that stops the forward movement of a request or inquiry in its tracks. It has the power to end a negotiation or conversation in a split second. “No” can be used for convenience, while other times it can be used out of necessity. – G. Riley Mills, Pinnacle Performance Company

12. Let Go Of The Outcome

It sounds counterintuitive; however, it’s easy to walk into a negotiation with a firm or fixed idea of what “must happen.” Letting go of desired outcomes leaves you free to listen to the other party and explore possibilities. Know your boundaries, what you can and cannot do, but don’t be so fixed on what you want that you can’t hear or think of alternative options. – Alex Rufatto Perry, Practically Speaking, LLC

13. Understand The Big Picture

During negotiations, it is important to understand the big picture. Be curious and gain an understanding of the other person’s perspective and what they are trying to achieve. The information gained can be used to have meaningful communication among the involved parties and shape the negotiation process to your advantage by generating creative solutions that meet the interests of all parties involved. – Jonathan Silk, Bridge 3 LLC

14. Focus On Your Counterpart’s Emotions

You need to accept the fact that emotions are involved in negotiations and you will be more successful when you start focusing on your counterpart’s emotions. Try to understand their motivations, expectations and fears. Acknowledge their feelings through positive body language, active listening and summarizing what they say. This attention to emotions lays the groundwork for joint success. – Antonia Bowring, ABstrategies LLC

15. Ask Questions And Listen

Knowing what drives the other person always stacks the odds in your favor. Ask good questions and really listen so you know exactly what they value most. When you know what excites them, you can tailor the conversation in a way that resonates most effectively and better anticipates their needs and potential objections. Once you’re on the same page, dazzle them with how you’ll deliver. – Erin Miller, Erin Miller INC

Forbes.com | December 16, 2019 | Forbes Coaches Council 

#Leadership : #Negotiating – How to #Negotiate Anything–From People Who have Done It ….From Asking for a #Raise to Getting to a #FlexibleWorkSchedule or a #Sabbatical , we Got Advice from People Who Have Successfully Gotten What they Asked For.

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Part of business–no matter what type you’re in–is bargaining and asking for what you want, deserve, and need. From going after opportunities to making a case for a raise–or requesting the ability to work from Bali–in a fierce, competitive landscape, standing up for yourself is an often undermined soft skill.

If there’s a part of your current gig that you want to change, consider these negotiation tips from people who have been there, won that:

It is always a bummer to find a company that captivates you with its mission but isn’t hiring. Instead of turning your attention to other pursuits and hoping an opening will will come up, why not pitch yourself? That’s exactly what Daniel Clark did when he discovered Brain.fm. The company didn’t have a budget for a developer, but he was convinced of the company’s potential, so he bargained to prove to them why his skills were needed. And the kicker? He did it for free: “I asked myself what was the ‘win-win’ I could find–what could I give up to eventually get what I want? I came to the conclusion the best way to do it was to give up my salary, and I did just that. I worked the first month for free and knew that if I showed what I could do they would keep me on, worst case, I lose a month salary,” he explained. Considering he’s now the CEO of the company, the risk was worth the wager.

Related: How To Pitch A Role That Doesn’t Exist (Yet)

Understandably not everyone can quit their current gig and lose out on a paycheck, but Clark says there is still a way to state your case and prove it. The first–and most important step–is to come prepared and open-minded. When you’re vying for a job opening that isn’t technically available, he says the worst case scenario is a “no”–so prove to them why you’re a “yes.” Negotiation simply is a process aimed at reaching an agreement between two parties. Usually it has to be successful for both people, and can’t be tipped in anyone’s favor.

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HOW TO NEGOTIATE REMOTE WORK

As the freelancing population continues to increase, the requirement of an office space decreases. More solopreneurs are taking their gigs around the world, where only strong Wi-Fi is required to meet deadlines and maintain cash flow. Even so, it takes a shift in thinking for most managers. So when the director of administration and marketing at the Player Progression Academy (PPA), Annie Gavett, was offered the opportunity to globe-trot for a year, she had to figure out a way to make it work. Her former employer declined her request, but PPA was open, since Gavett was honest from the get-go about about her needs. After explaining the ins and outs of the program, sending them a proposal, a few phone calls and in-person interview, they agreed to let her work from anywhere. Though her contract initially featured a lower salary, after four months of hard work, she asked for–and received–a raise. These days, she has two employees who report to her, too.

The key to her success? Gavett says it’s all about self-advocating. “Stand up for yourself. Verbalize your wants and needs. But also have the facts to support why you’re asking for X, Y, and Z. Ask for more than you want and need, and be willing to negotiate down from a higher base,” she adds.

HOW TO NEGOTIATE A LEAVE OF ABSENCE

You’ve heard of folks who take sabbaticals after the loss of a loved one, a tumultuous divorce, or another emotional or physically tasking experience. But what if you just want to take a break? After years of working as an attorney at a large law firm in Manhattan, Stacey Trimmer managed to negotiate a 10-month leave of absence to see the world. After expressing her need to have freedom, she spoke with a partner who–to her surprise–was fully supportive of her idea. “After our discussion, I walked immediately to the associate personnel director’s office to explain my request and was able to say I already had this partner’s backing,” she continued. “She asked for details on when I wanted to leave and return, and the next day I had confirmation that the firm had approved.”

Related: How To Convince Your Boss To Let You Take A Sabbatical

If you’re bargaining for any period of “pause” from your job, Trimmer says it is important to demonstrate and prove your worth over time. That way, when you’re ready to ask for a short (or long) stint away from day-to-day responsibilities, they are willing to hold your position. “It wasn’t just luck that the firm allowed me to take the leave of absence. The reason was that I had produced excellent work for five years and built a lot of trust in several partners and senior associates that were willing to support me,” she added.

HOW TO NEGOTIATE YOUR RATE

As a freelancer, you’re not only your own boss, but often your own accountant, client services executive, psychologist–and the list goes on. As new opportunities come across your inbox, you’re tasked with the sometimes grueling and tricky process of naming your rate. For Jonathan Rick, an entrepreneur and ghostwriter, earning what he is worth was less about negotiation and more about remaining steadfast. While considering taking on a digital-marketing project, he explained the value of the experience and expertise he would bring to the project, when they attempted to lower the rate. “I wasn’t defensive or curt, but I was respectfully firm this is the market rate for professional work,” he explained. “And as it turns out his reluctance wasn’t a negotiating ploy; he didn’t understand the scope of the services I was offering, and so after a few emails, I ended up getting my full fee.”

For those in similar situations, Rick suggests shying away from using ultimatum-like language, even if that’s basically what you’re presenting. “Couch your words in a way that communicates firmness but respect, and resist the temptation to get chatty. Succinctness here is a virtue; often it’s best just to bottom line it and say, ‘This is my rate,’ ” he says. End of story.

HOW TO NEGOTIATE A DEAL WITH A POTENTIAL PARTNER

Regardless of whether you’re a two-person show or a full-service company with dozens of offices, effectively working with current and potential partnerships is essential to the growth of your company. And frankly, your career prospects. President of Enterprise Strategic Partnerships Glenda McNeal at American Express has worked on some of the credit card company’s largest deals, including Hilton, Marriott, PayPal, and others. To ensure they are receiving as much as they’re giving, they often use a creative approach to these negotiations, outlining in specific ways the value they’re bringing to the table–either through co-branded products, tech integration or access to customers. “By taking an enterprise view of a potential or existing partnership, we can develop more holistic and deeper relationships that derive mutual value for years to come,” she explains.

For smaller operations, McNeal recommends starting with the outcome and developing your strategy for execution from day one. “Engage your team early on to develop a game plan that is agile and takes into consideration compromise, concessions and trade-offs. Preparation and focus provide a shared vision for the team, clarity on the process and a clear roadmap to the end game,” she shared.

HOW TO NEGOTIATE WITH A DIFFICULT CLIENT

There are great people to work with–and not so easy-peasy. No matter your industry, you’re bound to come across personalities that don’t mesh with your own, or whose ethics aren’t up to the standard you require. For beauty expert Sara Drury, being taken seriously as a hair and makeup artist is an uphill battle, especially when agreed-to terms are broken. Once, a client agreed to pay a certain amount and then tried to pay less when an invoice was due. Instead of typing up the angry email she wanted to pen, she decided to pick up the phone and cut to the chase, stat. “I wanted her to hear my voice and know that I wasn’t angry, but I wasn’t going to let that stand,” she explained. “We discussed the situation and, while I knew she wasn’t happy about it, eventually she agreed to pay me the full amount.”

For those who are less comfortable with confrontation, this method can be intimidating, but Drury stresses the importances of leaning into it: “Regardless of the profession you are in, there will be times that you have to stand up for yourself,” she shares. “Believe it or not, you teach people how to treat you by the way you treat yourself. You can be kind while still standing your ground.”

 

FastCompany.com | July 19, 2018 | BY LINDSAY TIGAR 7 MINUTE READ

Your #Career : #CareerAdvice #Salaries -4 #Benefits You Can #Negotiate (and How to Do It!)…When it Comes to Benefits, it’s Important to have a Clear Sense of Where you can #Negotiate .

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Remember — negotiations are a collaboration, not a contest. “I always appreciate creative requests,” Kuntzmann says. When it’s time to negotiate, be prepared, be gracious and be confident — you can do this!

As you consider what you need most out of a new position, salary is an important component of your compensation picture — but it’s not the only factor. A guide published by Northwestern Mutual titled Changing Jobs? Top Financial Considerations Beyond Salary cites data from the Bureau of Labor Statistics to solidify the claim: “Salary typically accounts for just 70 percent of an employee’s total compensation. Benefits make up the remaining 30 percent.”

When it comes to benefits, it’s important to have a clear sense of where you can negotiate. Ellen Kuntzmann, Director-Talent Acquisition for Integrity Staffing Solutions advises: “When speaking with a hiring manager you will want to understand what benefits can be negotiated vs. what is fixed. For example, smaller companies may not be able to adjust medical benefits but would be more likely to offer additional PTO.”

This is where you want to do your research and be clear on what you’re after. Also, recognize what constitutes “fixed benefits”; you’re unlikely to negotiate your way into a program the company doesn’t offer. So it’s probably not a good strategy to target transportation benefits if the company doesn’t offer that. But you might be able to negotiate a bonus or higher base salary by touting your merit. You can then use that extra pay to underwrite your transportation expenses.

Kuntzmann advises: “Things which are often negotiable may include work hours such as 4×10 hour days, span of control for your function or work location if you want to move to the corporate office or have family in a different branch that you may be supporting. Be sure to ask for any changes to benefits you are looking for in a concise, focused one-time request. Once you get agreement on one change or benefit, asking for additional may be perceived as not fully focused on what you want.”

A few other benefits you may want to consider negotiating for?

1. COBRA

One benefit that Kuntzmann notes may be worth pursuing is COBRA benefits. This is short-term healthcare that covers you and your family during transitional times. Kuntzmann points out: “If you are between jobs or are leaving your current job for a new role, you may ask for your cost of COBRA to be covered by your new employer until your medical benefits go live.”

9 Companies That Cover 100% of Healthcare Costs — Hiring Now

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2. Telecommuting  

Telecommuting can help foster fit for many employees. But some employers have not caught the wave. Maybe it doesn’t suit their business model, or their leadership isn’t open to it. Telecommuting can be a great job perk, but if you’re targeting it as a key benefit for job fit, it’s in your best interest to learn whether or not your prospects are open to it.

If you learn that it’s an option, Kuntzmann offers this advice for negotiating a telecommuting arrangement: “The key to remote work or telecommuting is to be specific — is it one day a week or one day a month?”

3. PTO

PTO is commonly negotiated as a means to better foster job fit. Kuntzmann explains: “PTO is what I’m most often asked to negotiate. Some companies have ranges that they offer based upon tenure, and others may allow you to use time already allotted for a personal vacation that’s already been paid for without utilizing paid time as part of your offer negotiation.”

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4. Bonus or Stock Pay

Kuntzmann explains that if you’re going after a particular benefit when you negotiate your salary, don’t assume that you need to accept a lower base pay to negotiate that benefit.

However, this might be true in the case of additional compensation. Kuntzmann explains: “I’ve often negotiated higher bonus or higher stock for a candidate for a lower base pay.” So if you find that the base pay offered is lower than what you’d expected, it might make sense to negotiate for an additional bonus or stock.

Remember — negotiations are a collaboration, not a contest. “I always appreciate creative requests,” Kuntzmann says. When it’s time to negotiate, be prepared, be gracious and be confident — you can do this!

 

Glassdoor.com | March 9, 2018 | Posted by