25 tactics for negotiating with your employer
By David A. Holdford, RPh, PhD
Assistant Professor of Pharmacy Administration, Virginia Commonwealth
University School of Pharmacy
The tactics used in a negotiation greatly depend on whether there is an
ongoing relationship between the parties or a desire for one. If a
negotiation is a one-time-only event, such as with the purchase of a
house, both parties may use tactics that maximize the potential for
their getting the best deal. But if there's an ongoing relationship
involved, such as with your employer, it is more desirable for both
sides to be satisfied with the outcome of an agreement.
At the conclusion of negotiations with your employer, you will know if
the tactics were successful if you can answer yes to the following
questions.
- Are we both satisfied with the result?
- Did I present myself as cooperative and devoted to the [pharmacy]
organization?
Although "win-win" negotiations require group problem solving and
cooperation between the employer and employee, never rely completely on
the good will of your employer. No matter how benevolent the employer,
only you can best serve your interests. Negotiating tactics can help
prevent you from leaving too much on the negotiating "table."
The following is a list of several potential tactics to use when
negotiating with an employer. Because every negotiation is unique, the
appropriate tactics to use in any situation depend upon the
circumstances of that particular negotiation. Whether an individual
tactic is "good" or "bad" for a situation depends on whether it is
likely to produce a successful outcome.
Understand the areas of common ground between you and your
employer.
You want a job where you can be successful and happy. Your employer
wants you to be successful and happy in the job so you will be
productive and continue to work there.
Focus on solving your employer's problem before mentioning your own
wishes.
This demonstrates good will and a willingness to meet the needs of your
employer. Once it is established what you can offer, your compensation
can be discussed.
Frame your negotiations in terms of a long-term relationship.
For instance, if you agree to work at the less desirable store, make it
clear that you are doing so as a step toward being placed in a more
desirable location.
Be the one to frame the problem being negotiated.
How a problem is framed will often determine the type of solution
devised. A problem that is defined as "insufficient staffing resulting
in pharmacist overwork" may result in a different solution than the same
problem defined as "insufficient staffing affecting patient safety." If
you can get your employer to see the problem as you see it, your chances
for a desirable solution are better.
If possible, pick the best time and place for any negotiation with an
employer.
This will help you maintain control over when a proposal is presented
and environment in which it is discussed.
Understand the difference between negotiating situations in which you
are comfortable and those in which you are uncomfortable.
Some situations may be too sensitive, such as negotiating with friends.
Other circumstances may not be worth the time and effort. Negotiating
hard for an extra hundred dollars of salary per year may be a waste of
time. Remember, the level to which you take the negotiation is strictly
up to you.
Realize that everything is negotiable.
Even under circumstances that are not normally associated with
negotiations, you can try to improve the conditions of any agreement. If
you are fired from a company, you can attempt to negotiate a severance
package. You have little to lose if you fail.
Don't attempt to discredit or embarrass the other party.
Never attempt to embarrass your employer. Ask yourself, "Is it worth it
to make someone feel bad for a few extra dollars?"
Be fair in all of your negotiations.
Even occasional unfair behavior breeds mistrust and complicates future
negotiations. Mistrust forces people to watch for signs of deception and
causes them to be less flexible in negotiations. Under conditions of
mistrust, once negotiations are concluded, all parties believe that they
got the "short end" of the deal.
Develop a good working relationship with your superiors.
Strengthening relationships prior to negotiations should be a priority
because they can make negotiations go much smoother. If your competence
is well established and there is trust between both parties, it is much
easier to reach an agreement.
Generate competition.
If you want a raise, let your employer know that you love your job but
have received a significantly better offer than what you are currently
getting. This tactic should only be used when you have actually received
a competing offer and you are serious about going to the new employer if
an acceptable offer is not extended.
Ask for more than you want - but be reasonable.
You may actually get what you ask for. If you do not, you have the
ability to fall back to your original position and appear as if you are
making a concession. If you want a part-time clerk to fill in during
busy periods in a pharmacy, consider asking for a full-time clerk as
long as you can make a logical request to do so.
Learn how to say no in a positive manner.
To illustrate, if you are unable to agree when your boss unexpectedly
asks you to work late, let your boss know that you would like to help
but you have made previous plans. If you have established a record of
commitment to the job and have helped out in the past, most employers
will respect your situation.
Avoid negotiating when you have few options.
When you want something too badly and are unwilling to walk away from a
deal, you lose the ability to negotiate. In adversarial negotiations you
may try to hide your interest from your opponent. However, in a
negotiation between cooperative and trusted partners a different tactic
may work. You may decide to openly submit to your employer's benevolence
and say, "I trust your goodwill and judgement. Give me your best offer.
I am sure it will be fair." Although this tactic can be risky, it can
also bring about several benefits. First, the other party takes some
responsibility in making sure your needs are met. Second, you
demonstrate a level of trust and goodwill that can strengthen the
relationship with your employer. Third, it can save time because there
is no haggling over terms.
Exercise patience and know when not to speak.
A golden rule in salary negotiations is, "never be the first to make an
offer." When you suggest an expected salary to a potential employer, you
can hurt your cause if your salary expectations are lower than the
employer is willing to pay. One of the worst things to hear is that your
employer was willing to pay a lot more than what you asked for. In
salary negotiations, you can respond to questions about salary
expectations by stating that you wish to be paid a "fair salary" or a
"salary equal to the contribution you make to the organization." If you
are new to salary negotiations, practice whatever phrase you plan to
use, so it comes naturally when in actual negotiations.
Give in on points to establish reciprocity.
Reciprocity is an unwritten social code that states that when you give
someone something, the other person is expected to reciprocate in kind.
If you offer to work on an undesirable shift, your employer should
respond with something you want. One reason to develop a track record as
a team player and a superior worker is that you are establishing a case
of reciprocity for any favors you may ask for in the future.
Develop the capability to walk away from your employer.
It is important to increase your options when negotiating with
employers. If you put your financial house in order, you will be more
able to refuse unfavorable conditions of employment. If you continually
develop your skills and broaden your job experiences, your ability to go
to another employer will be enhanced if the situation requires you to
leave your current position.
Do not be stopped by the statement "our policy will not allow
that."
Policies are rigid rules designed to help under typical conditions. Your
situation may not be "typical." Some negotiators try to hide behind
rules and policies by saying, "I'm sorry, I would like to help you on
this issue but my hands are tied by this policy." It may be true in many
cases, but in others, rules can be flexible if the employer wants
something badly enough.
Do not assume you know everything about the motivations of your
boss.
For example, you may assume that your boss will be rewarded for
minimizing your salary increase. However, this assumption may be
incorrect because the salaries of some bosses are set at a rough
percentage above staff salaries. This would make any staff salary
increases an increase for the boss also.
Do not bargain over positions, or philosophies.
When negotiators bargain over positions, they tend to lock themselves
into a specific stance and argue that viewpoint. Positional bargaining
quickly becomes a contest of wills instead of a search for agreement.
Negotiations then become battles that strain the relationship between
parties. The more people dig in their heals on a particular position,
the less attention they devote to meeting underlying concerns of the
other party.
If you feel ready to give up on a negotiation, take a deep breath and
continue just a little while longer.
There may be points when parties become frustrated with the process and
either accept an unfavorable offer or quit the negotiations altogether.
Many good agreements come when parties continue discussions past the
point of exasperation. Success in these situations requires patience and
persistence.
Make each negotiation a learning experience.
After each negotiation, analyze how it went. Ask yourself how you and
your employer felt about the way the negotiation was conducted and its
final outcome. What was surprising about the experience and what were
you unprepared for? What do you want to improve on with your next
negotiation?
Develop a script to follow for everyday negotiations.
In everyday negotiations, one may not have the time or desire to
prepare. Therefore, it is often useful to have a script in your mind for
common negotiation scenarios in your job. When your boss asks you to
work overtime, you can consider your script of negotiation points before
replying. The script should include your other commitments, benefits of
saying yes, and some set tactics to use under the specific scenario.
Keep your promises in any agreement.
If the deal is reasonable and the other party keeps their part of the
bargain, then stick to your agreement. Word gets around when you fail to
keep your promises.
Remember.
Effective negotiations require you to be assertive in standing up for
your needs while considering the needs of another. They require that you
balance your self-interest with the interest of your employer. Handling
the conflict between cooperation and competition requires practice and
experience.
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