9 Tips to Becoming an Expert Negotiator

​Today is Equal Pay Day.  According to Canada’s National Committee on Pay Equity, today is the day that we, women, finally match what our male counterparts earned last year.  It only took an extra 3 months!!

There are so many reasons why this is the case.  And negotiating, while maybe a factor, is just the tip of the iceberg.  But it is the part of the tip that I can help with.
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I’ve written about getting your worth in the past, focusing on the pieces of the offer you should think about negotiating and provided some scripts to make it easier.

Today, I want to talk about some tips on how to be a killer negotiator.

1. Believe in Yourself
So often we don’t negotiate because we don’t 100% believe in our value and worth.  You need to fully believe that you are the person for the job, no one else can do what you can do.  Think positively and be excited about how you will benefit this organization!

2. Know your bottom Line
You must enter the negotiation knowing at what point you will just walk away.  Figure out that bottom line and then stick to it.  Be willing to leave the offer on the table if they can’t meet it.

3. Don’t Speak
This is a classic sales technique.  You tell them what you want and then you shut your mouth.  And you keep it shut.  You do not speak first. It may get uncomfortable and awkward.   Be prepared for that and for that feeling of discomfort.  The other person will break eventually. 
The reason for this piece of advice, is that this is a power move.  The first person who speaks hands over their power to the other person, and you want to make sure you have the upper hand during negotiation!

4. Talk it out
Do NOT try and negotiate over email.  You must get the hiring manager on the phone to talk it through.  Simply email them saying you have some questions.  This way you are adding tone to the conversation which is so powerful.

5. Present your “WHY”
Don’t just ask for more money, tell them why you deserve more.  Create your business case, how are you going to help propel their growth or overcome a particular challenge or solve their problems?  Go in prepared to show yourself off, to convince them of all that you offer.

6. Don’t Rush It
We all want answers right away.  In a negotiation there are more factors at play then you and the hiring manager.  If they don’t have an answer right away, that is okay.  Give them time to go see what they can do. 

7. Keep a level head
Yes you are on edge, you are nervous and anxious.  Not many people like negotiating or asking for more!  Remember to breathe throughout the process so that you can keep calm.  You have the right to ask for more, just like they have the right to say no.  It is ok.

8. Listen
Listen to what they are saying, don’t focus so much on what you are going to say next that you miss out on what they are saying.  This will give you information you can use during the negotiation but also on your decision making.
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9. Think about your feelings
What are your feelings about the whole negotiation process?  Are you nervous about it because you are afraid they won’t like you anymore?  Or afraid that they will judge you for thinking that you are worth more?  Well a few things here, first prepare yourself for these feelings as they will try to derail your negotiation. Second, chances are they aren’t going to think like that.  Probably they are expecting you to negotiate.  And lastly, if they do then that is OK.  They are entitled to those feelings.  And if it does mean you walk away, then you are better off.
 
At the end of the day, negotiating for yourself is hard.  Arming yourself with information and these tips and tricks might not make it less hard but it will make it more likely that you are successful at getting what you deserve.