If you’re trying to convince someone you’re intrinsically and financially worth more, how do you do it? How do you negotiate a raise or a promotion? Sara Laschever—a negotiation coach and author—emphasizes that you have to prove why you deserve a raise by demonstrating your “why”. Demonstrating your “why” Sara is adamant that you can’t go into a negotiation and say, “I’m worth more.” Instead, go in and say, “If you give me what I…
Pretexting: How to Nail Your Negotiation Approach
Chris Hadnagy is brilliant. He is a master of the tactics and strategies required to persuade and influence. He shared a hypothetical in a recent episode of Negotiations Ninja. Base your pretext on the end goal Let’s say you’re about to enter a negotiation for a contract with a vendor. You know you’re up against other great vendors. The other problem? You know the other vendors are priced a little cheaper than you. Your initial thought…
How to Build Leverage into Your Salary Negotiation
Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that has helped hundreds of women negotiate compensation. Victoria helps her clients prepare a written strategic plan. Her strategic plan starts with market value. Why? Because most people don’t come to her before the interview. They have to ascertain a company’s interests during the negotiation process. She always starts with: What’s your market value? What’s the objective data on which you…
How to Employ Cialdini’s Principles of Influence at the Right Time
Too many people start a sales conversation with scarcity instead of starting with the principle of liking or creating social proof. Should there be timing around some of the principles? In Brian Ahearn’s book, “Persuasive Selling for Relationship Driven Insurance Agents,” he looks at the sales process. He covers which principles are most effective at each point of the sales process. So what could—or should—you start with? Authority, likability, and social proof When you are…
How to Overcome Your Fear of Negotiation
Lynn Price is the author of “Negotiate It!: How to Crush Your Fears, Develop Your Negotiation Muscle, and Gain Power in the Workplace.” She was in-house counsel for 20+ years for Telecom and the Engineering and Construction industry. She’s negotiated well over 11,000 agreements. Currently, Lynn is a trainer and consultant in negotiation. Her focus is training people to use her 3 R formula to dramatically improve their negotiating skills. Another topic that she covers…