Project Management

How to Get Your Counterpart to Bid Against Themselves


You may not think that it’s easy to get the other side to bid
against themselves. But you’d be wrong.

When you’re selling something, there’s a price point you
have in mind. At the same time, your counterpart has their own
general motivations when they come to the table. They have their
own number in mind—or at least a range of numbers in mind—for
what they’re willing to spend. And that’s what they’re
focusing on.

If you want to get your counterpart to bid against themselves,
you need to keep one thing in mind: The interaction is not about
you—it’s about them.

Project Management

Three Reasons Why Your Next Negotiation Could Fail

Every negotiation comes with its own set of potential pitfalls
Every negotiation comes
with its own set of potential pitfalls
Image Credit: jason

Not every negotiation that we are involved in will work out for
us. In fact, some of them will fail. When we think of failed
negotiations, generally we picture negotiators walking away from
the table in disappointment. It turns out that that’s only one
type of disappointing negotiation. It turns out that there
is another type of failure when it comes to negotiating
. A
negotiation can be considered to be a failure when both sides come
to regret the deal over time as well as those deals that fall apart
during implementation. As negotiators, we need to learn how to
avoid creating deals that will become failures.

We Walk Away From A Good Deal

Not every negotiation that we will be involved will proceed
smoothly. There will be times that after using all of our
negotiation styles and negotiating techniques we reach an impasse
even though
our best alternative to a negotiated agreement, BATNA
, is worse
than the deal that’s on the table. There are a lot of things that
can contribute to this situation including strong emotions,
threats, and overconfidence.

Threats are a powerful negotiating tool. As
negotiators we need to understand that when we issue a threat,

we need to be sure that we will feel comfortable implementing our
BATNA in the event that the other side refuses to meet our
. To make sure that you don’t get into a tricky
situation, before you issue a threat, carefully analyze your BATNA,
compare it to the deal on the table, and then make the most
rational choice—as painful as that sometimes can be.

We Make A Deal That We Later Regret

We are always looking for the deal that is the best for us. We
can make a mistake and reject a deal that turned out to be
better than our BATNA was
. At the same time, we can find
ourselves accepting a deal that’s worse than our BATNA. This can
occur because we’re often unaware that we’ve left value on the
negotiating table until later.

We need to keep in mind that in all types of business
negotiations, it’s tempting to cut corners on due
. We tend to do things like this when goodwill
and enthusiasm are running high. The wise negotiator considers the
potential risks and downsides of a deal as thoroughly as possible
in order to not make a mistake.

We Negotiate A Deal That’s Too Weak To Last For Long

Good negotiators understand that a negotiation extends on long
after the discussions are over. Any deal that is reached is going
to have to be implemented by both sides. That’s why a failure in
negotiations is an agreement that reaches the finish line
but quickly falls apart during the implementation
. Such deals often collapse due to a negotiator’s
failure to confront conflict during negotiations or to give the
deal a sound structure.

Negotiators need to understand that if mistrust exists between
both sides, then any deal that we’re going to be able to reach
will end up becoming spoiled during the implementation
. The best negotiators take the time to build rapport
and trust throughout the negotiation process, and negotiate the
terms of implementation thoroughly.

What All Of This Means For You

The reason that we’re willing to invest the time, energy, and
effort into a principled negotiation is because we believe that we
can create a deal that both sides will agree to. However,
negotiations can fail. What this means is that we
were either not able to reach a deal with the other side or we did
reach a deal, but it was a bad deal. No matter the cause,
negotiators need to understand what a bad deal looks like so that
we can avoid making them.

Negotiating failures can take on many different forms. One type
of negotiation failure happens when we walk away from a
deal that would have been good for us
. One of the reasons
that this may happen is because we decided to use threats that
ended up forcing us to walk away. We can also enter into deal that
we’ll end up regretting later on. If we cut corners and don’t
do our due diligence, then we may end up accepting a deal that is
no good for us. We can also negotiate a deal that turns out to be
too weak to last. These deals tend to fall apart during the
implementation phase.

In order to be viewed as being a successful negotiator, we need
to be able to create deals that will be beneficial to both
. If the deals that we are putting together become
failures, then nobody is going to want to negotiate with us. Take
the time to carefully look at the deal that you are working on and
make sure that it’s going to create a deal that will be
beneficial to both sides.

– Dr. Jim Anderson
Elephant Consulting –
Your Source For Real World Negotiating Skills™

Question For You: What can you do during a negotiation
to ensure that a deal will be able to be implemented successfully
by both sides?

here to get automatic updates when The Accidental Negotiator Blog
is updated.

P.S.: Free subscriptions to The Accidental Negotiator
Newsletter are now available. Learn what you need to know to do the
job. Subscribe now: Click

What We’ll Be Talking About Next Time

I can only speak for myself, but I have no problem sharing with
you that during a negotiation I can become very, very frustrated
with how things are going. No matter if your negotiation styles and
negotiating techniques are causing things to go too slow, go off in
the wrong direction, or, even worse, not go anywhere. I
start to become angrier and angrier as time passes
. This,
of course, leads to a fairly classic negotiating question. When you
become angry during a negotiation,
should you hide your emotions or should you show them to the other

The post
Three Reasons Why Your Next Negotiation Could Fail
first on The
Accidental Negotiator

Project Management

Negotiation Tactics to Use Over Email, on the Phone, and Face to Face

Negotiation tactics

Whenever you interact with someone—whether it’s over email,
on the phone, or face to face—they tend to remember two things
about your encounter:

  1. The most intense moment of the conversation
  2. The last moment of the conversation

That said, different mediums of communication lend themselves
better to different negotiation tactics. By letting those two ideas
guide your negotiations and coupling them with medium-specific
negotiation tools, you can become a more persuasive negotiator in
any scenario.

Project Management

Seven Sales Negotiation Resolutions for the New Year

We are at the end of one year and soon, the start of another. A
great time to reflect on what we have accomplished, and more
important, what we can do to make the next year even better,
especially when it comes to revenue and profitability. And if any
part of your job involves sales or business negotiations, what
better time to reflect upon how a few changes can make a big
difference in your business success in the coming year. It’s an
area where a small (but strategic) investment can pay big

Here are seven negotiation resolutions that will serve you and
your organization well in the coming year:

  1. Resolve to never make unprincipled concessions. This is perhaps
    the most important thing we teach our clients. When a seller makes
    a concession that appears only to get a faster deal, the customer
    wonders if there’s more to be had. This diminishes the perceived
    value of your offering, and reduces your credibility. We encourage
    a strategy that uses only principled concessions (rather than
    arbitrary ones) made for credible business reasons that are clear
    to the other side.
  2. Resolve to uncover the key challenges of your prospect early in
    the process. Don’t be a solution hunting for a problem. If the
    customer doesn’t know they have a problem, there will be no
    urgency to solve it.
  3. Resolve to clearly and succinctly articulate the value of your
    offering in a manner that resonates with the buyer’s needs. This
    means less emphasis on the canned sales pitch you were taught and
    more about focus on what you learned about the prospect during
    pre-call research and subsequent engagements.
  4. Resolve to always quantify the business benefit that your
    solution provides, using actual customer data. When possible,
    jointly develop the model for business value with your prospect in
    a way that directly addresses their key challenges. Gain agreement
    on the benefits before proceeding with next steps.

    1. What is the process you will need to go through to make a
    2. How long does it normally take?
    3. What criteria will be used to make the decision?
  5. Resolve to make it easier for your customers to buy. This
    starts with knowledge about your customer’s buying process (not
    your selling process). You then help them navigate this process in
    a smooth and pleasurable manner. Three great questions to get you
  6. Resolve to stop rushing to speed up the sales process: Whether
    because of quota/target pressures or because of management
    expectations, we attempt to speed up the process and ”force”
    closure. This tendency feels forced to the prospect who soon
    realizes that you care more about the commission than meeting his
    or her needs. You lose (hard-to-recover) credibility, deals are
    lost and sales cycles are lengthened.
  7. Resolve to keep your cool, even in the middle of tense
    negotiations. As I discussed in a
    recent article
    , there are many times professionals lose
    otherwise quality deals because the seller, the buyer or both,
    can’t keep their calm when the discussion becomes tense. Realize
    that any worthy negotiator on the other side—although we like to
    refer to them as “business partners” or “customers”—will
    attempt to recognize and understand your strengths and weaknesses
    early in a negotiation. From that point on, they will try to take
    advantage of your weaknesses and get around your strengths.

Don’t be like the person who said that the only New Year’s
resolution they ever kept was to quit making resolutions! Set, and
keep, these seven negotiation resolutions, and you will find
yourself with shorter sales cycles, less competitive pressure and
higher margins. Most important, your year will be full of more
revenue and profits. As always, we are happy to assist you in
keeping these resolutions so please reach out to us.

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Seven Sales Negotiation Resolutions for the New Year
first on Negotiation

Project Management

“Powerful Persuasion How To Boost And Increase Negotiations” – Negotiation Tip of the Week

“To increase your negotiation outcomes, increase your
skills of persuasion.”
-Greg Williams, The Master
Negotiator & Body Language Expert (Click to Tweet)

Click here to get the book

“Powerful Persuasion How To Boost And Increase

No matter her persuasion efforts, nothing
seemed to increase her negotiation position. And
the negotiations had extended over numerous
sessions. She thought, if we don’t close this deal, we could be
out of business. The negotiation was that dire! It had to bear

When was the last time you found yourself in a dire negotiation
– one where everything was on the line? If you’re past your
teenage years, more than likely, you’ve had such experiences.
During such times, did you consider the impact that persuasion had
on the negotiation and its outcome? Did you even think of the
persuasion techniques you’d use before, during, and after your
exchange of positions with others? You should have – because
doing that would have altered the course and outcome of the

The following are better ways to use persuasive techniques and
how to implement them to enhance your negotiation efforts.

Shape The Mind – Mold The Perception:

Most people are persuaded to conformity by group thinking,
acting, and adherence to what they listen to, and by those that
they view as authority figures. Thus, to shape the mind of those
that you wish to become your followers, you must mold their
perception. The stimulation of that source may occur from figures
seen on TV, heard on the radio or podcasts. They may even arise
from those whose writing they observe in magazines and articles
that they deem as possessing relevant content about insights that
interest them. And that’s where your opportunity to mold their
perception lies. You must be seen and heard in the mediums through
which your targets have their perspectives molded.

The point is, to increase your chances of influencing the
thoughts and actions of others, they must perceive you as someone
with authority. They must view you as a person that possesses
respected dominance in a domain that’s relevant to them. That
perception will allow the recipient of your actions to become
swayed by your suggestions, demands, or edicts.

So, what steps should you consider to shape the mind and mold
the perception of those you wish to persuade?

1. Casting Friend/Foe – Before your initial encounter with
your target, determine if they should fear or like you. The cliché
that comes to mind is, “It’s better to be feared than loved.”
And that’s true in some cases.

2. Once you’ve determined the demeanor to cast, assess the
leaders in your target’s spectrum that will be most influenced by
it, and gear your efforts at controlling those leaders. The linking
of your persona to those already known as influencers by your
target will eventually convey a sense of, they’re on board, and
I’m just like them – so I should be too.

3. Project and play your role in the venues in which your
actions influence others. The goal is to allow them to ingrain in
their minds who you are and what you’re willing to do to acquire
the outcome you seek.

Reward – Congruency:

Consistency is the glue that holds your persona together. Thus,
you must be mindful of projecting a consistent character, no matter
the environment. If you’re generally amenable in some situations
on some days and more demure during others, you’ll be sending an
incongruent message. Even if you extend an agreeable attitude to
those that accept your influence and chastise those that don’t,
you’ll emit the signal of rewarding those that adhere to your
wishes and punishing those that dismiss it.

The point is, you should reward those that accept your
leadership and seek ways to disfavor those that challenge it. The
amount of discord you allow is something you’ll have to address
based on the degree of tolerance you have for non-conformity. And,
the overarching message is, you’ll become rewarded by being
consistent. So, be consistent in how you present yourself.

Conformity – Using Social Pressure:

Social pressure influences people. The factor that you should
consider is, what form of social pressure you’ll use to control
those that you wish to curry favor with, and what elements you’ll
use to dissuade those that oppose you. You might:

1. Praise those that seek recognition in forums that would allow
your target to experience the highest degree of pride.

2. Demean and denigrate those that oppose you in mediums that
will have the most effect. To enhance this process, seek some from
their clan to use as examples. If admonished forcefully, it’ll
set a precedent that others will not want to incur.

3. Leave an open path that dissenters can use to move towards
you. And create a pit of hell for those that would continuously
defy you. The more you can control the impact that others
experience from social pressure, the more control you’ll have
over them.

4. Use your target influencers as your unwitting allies. Do that
by exploiting their weaknesses as leverage points to entice or
dissuade your target from adopting positions based on those that
they see their influencers taking.

Nurture Continuing Compliance:

Once your target acquiesces to your demands, concessions, and
desires, inspire them to continue their allegiance. You can
accomplish that by doling out favors or granting requests that are
slightly outside of what’s normal (do this with allies to display
the extension of your generosity for those that follow your
edicts). The fact is, once you’ve sought and acquired someone’s
adherence to your demands, seduce them to promote their continued
loyalty. It’s easier for them to meet your future requests –
the more they meet your current ones. Because psychologically
speaking, people naturally seek consistency. And that’s the
reason you must encourage continuing compliance with your requests.


In all of your negotiations, there’s a power factor that sways
the entities involved to move in one direction versus another. To
be more powerful, you must increase your abilities of persuasion.
Consider implementing the thoughts mentioned, how you’ll apply
them, along with when you’ll achieve them. That will give you an
increase in your advantage. And everything will be right with the

Remember, you’re always negotiating!

Listen to Greg’s podcast at

After reading this article, what are you thinking? I’d
like to know. Reach me at

To receive Greg’s free “Negotiation Tip of the
Week” and the “Sunday Negotiation Insight” click

#Persuasion #Increase #csuitenetwork #thoughtcouncil
#Bodylanguage #readingbodylanguage #Negotiations #Control
#Conversations #NegotiationStrategies #NegotiationProcess
#NegotiationSkillsTraining #NegotiationExamples
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#Nonverbal #Negotiate #Business #SmallBusiness #Negotiation
#Negotiator #NegotiatingWithABully
#Power #Perception
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#TheMasterNegotiator #ControlEmotions #GregWilliams #success
#negotiation examples #Negotiation strategies #negotiation
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#negotiation psychology #Howtowinmore #self-improvement
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The post
“Powerful Persuasion How To Boost And Increase Negotiations”
– Negotiation Tip of the Week
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Body Language Expert

Project Management

Does It Pay To Get Angry During A Negotiation?

When negotiating, we need to consider the effect of our emotions on others
When negotiating, we
need to consider the effect of our emotions on others
Image Credit:
Jeremy Hill

I can only speak for myself, but I have no problem sharing with
you that during a negotiation I can become very, very frustrated
with how things are going. No matter if your negotiation styles and
negotiating techniques are causing things to go too slow, go off in
the wrong direction, or, even worse, not go anywhere. I
start to become angrier and angrier as time passes
. This,
of course, leads to a fairly classic negotiating question. When you
become angry during a negotiation,
should you hide your emotions or should you show them to the other

False Displays of Anger Can Backfire

It turns out that deciding to show your anger during a
negotiation to the other side can be a good idea. What happens is
that the other side views you as an angry negotiator and therefore
as a formidable opponent, they then respond to your demands by
making concessions.
However, what we need to understand is that the effects of
anger in negotiation are far more complex than we might
. When negotiating, we need to follow these
guidelines, which show how displays of anger can backfire on

We might assume that when we want more from the other side, we
only need to act as though we are angry and they’ll cave in. It
turns out that not only is this questionable negotiation behavior
from an ethical perspective, but it may be an ineffective one.
Studies have shown that during a negotiation, negotiators
felt distrustful when the other side appeared to be faking their
and, as a result, made higher demands. These results
suggest that—unless you are an actor—strategic displays of
anger are likely to backfire if you are interested in building
trust in your negotiations.

Anger Can Lead to a Backlash

What we do today can come back to affect us tomorrow. During a
negotiation any short-term benefits of showing the other side that
we really are angry may have hidden long-term
. We need to understand that the other side will
react to any anger that we show to them. In experiments,
participants who had negotiated with an angry other side were more
likely than those who had negotiated with an emotionally neutral
other side to assign onerous tasks to the other side. What we need
to understand is that negotiators who faced an angry person ended
up feeling mistreated during the negotiation and later covertly
retaliated when given the chance.

So what does all of this mean for us? What we need to understand
is that when we are practicing the art of negotiation, we may gain
a better deal by expressing our anger to the other side. However,
we are then going to be facing the threat of
, possibly in ways we won’t detect until
later. A good example of having our anger come back to bite us
would be if you were in the process of having a bathroom added to
your house and you decided to chew out the contractor for missing a
deadline, he might take some shortcuts that you wouldn’t notice
until later on as he added the new bathroom.

Anger Can Trigger Unethical Behavior

One of the things that most of us don’t realize is that anger
is a very powerful emotion. It can affect how we go about
seeing the world
. Anger can lead negotiators to make
riskier choices and blame others if and when things go wrong. What
can make things even worse is that our anger also leads us to
behave more deceptively.

Research has been done to discover how anger can cause
changes in our behavior. In one experiment, some
participants were induced to feel angry while others were not.
Those who had been primed to feel angry during a negotiation were
more likely to deceptively exaggerate the generosity of their offer
to the other side than were those who were primed to feel neutral.
Anger reduced participants’ empathy, making them more
self-interested and less ethical. The anger that participants felt
in these studies was unrelated to their counterparts or the
negotiation. What was worse was that anger triggered by one’s
counterpart could generate even less ethical behavior.

What All Of This Means For You

In every principled negotiation, there is a lot of emotion. We
want to be able to reach a deal with the other side; however,
getting there can be a long and tedious process. It is perfectly
natural that during a negotiation we may become
. The big question that we need to deal with is if we
should let the other side know that we are angry. If it will help
us to get to a deal quicker, then it would be a good thing. If it
is going to cause us problems down the line, then we should keep
our anger to ourselves. What’s a negotiator to do?

We actually may not be angry with the other side; however,
we’d like to convince them that we are angry in order to move
things along and get them to make more concessions to us. However,
this kind of acting can backfire on us. Studies
have shown that if the other side does not really believe that we
are angry then they will start to trust you less. We need to
understand that showing our anger to the other side can end up
having long term effects on us. When we are angry, the other side
may start to feel mistreated and will end up retaliating against us
when given the chance. Even worse is that anger can cause unethical
behavior. What happens is that anger reduced our empathy, making us
more self-interested and less ethical.

There’s nothing that we can do about becoming angry during a
negotiation. However, there does not seem to be very much value in
showing our anger to the other side. Instead, a better idea would
be to take a break and cool down when you feel
angry and encourage the other side to do the same, lest someone
engage in behavior they might later regret.

– Dr. Jim Anderson
Elephant Consulting –
Your Source For Real World Negotiating Skills™

Question For You: If you become angry during a
negotiation, should you contine negotiating or should you take a

here to get automatic updates when The Accidental Negotiator Blog
is updated.

P.S.: Free subscriptions to The Accidental Negotiator
Newsletter are now available. Learn what you need to know to do the
job. Subscribe now: Click

What We’ll Be Talking About Next Time

The reason that we enter into a negotiation is because we want
to be able to use our negotiation styles and negotiating techniques
to reach a deal with the other side. The challenge that we have is
that what we want and what they want may be two very different
things. The whole purpose of a negotiation is for us to find a way
to build bridges between our two opposing camps and find some
common ground that both of us can live with. The one thing that we
don’t want to have happen is for us to run into an
that would be a negotiation
. What can we do to make sure that this does not

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Does It Pay To Get Angry During A Negotiation?
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Project Management

“What Is The Hidden Value Of More Civility, Pleasure?“ – Negotiation Insight

“There’s pleasure hidden in the value of civility. To
experience it, know when to be civil.” -Greg Williams, The Master
Negotiator & Body Language Expert (Click here to Tweet)

Click here to get the book

“What Is The Hidden Value Of More Civility,

What a time to be alive, he thought. I’m their leader, and
they love me! And yet, he had just defamed someone – a person
that had recently died who’d given much of his adult life to
serving others. The leader had a problem with
civility. The problem was, he didn’t see the
value in being civil. Nor did he understand that
it transmits a sense of induced pleasure.

Do you know the value of civility? Are you aware of when and
how to use it to induce the improvement you seek in others? If you
think you’re not in search of some form of enhancement when
you’re civil, this article may be eye-opening for you.

People tend to be more civil during certain times of the year or
when they’re in particular environments. As an example, the
public, in general, inclines to be more courteous and are in a
state of merriment during the end-of-year holidays. They wish one
another a Merry Christmas, Happy Hanukkah, Happy Kwanzaa, Feliz
Navidad, and a host of other greetings to display their civility
and good wishes to humankind. What happens to that civility during
the rest of the year, and why does it seem to wain after the
end-of-year holidays? Here are some helpful thoughts to ponder when
thinking about the value of civility and how you can use it to
improve situations.

Know when civility might work, and when it might not

In general, it’s nice to be kind to others. Because in return,
they’ll be helpful to you. And there’s a psychological sense of
pleasure instilled in a continuing exchange of civility. But some
people take civility as a sign that others won’t fight back. We
saw that manifest itself in Europe in the 1930s when one world
leader sought to appease another. The appeaser thought he’d
avoided future conflict. Later, the world discovered that those
actions only fed the fervent fever of a man that would take the
world to war.

When you seek to improve any situation, weigh the value that
civility will have on the outcome. You might also assess what the
lack of civility will cast. To enhance your assessment, know the
character of the person with whom you’re evaluating. While some
will respond favorably, others won’t. For those that won’t, let
your lack of civility be your guide.

What causes one to dismiss civility’s value?

Some individuals possess a bullying mindset. They’re the ones
that have gotten their gains by lying, cheating, and browbeating
others. Thus, they’re accustomed to using the same bullying
tactics that have gotten them to where they are. Because their
value perspective is to belittle others to make them submit to
their will, as alluded to earlier, they use the strategies that
have worked for them in the past. That mindset and actions make
such individuals easier to spot. Thus, they expose their future
actions by the deeds they’ve engaged in in the past, along with
how they engaged in those deeds. So, be mindful of someone’s
track record when assessing the probability of using civility to
induce a pleasant action. That means, when a person shows you his
true self, believe him. Otherwise stated, what you see is what
you’ll get.


As stated earlier, people are more amenable to being civil,
depending on the environment and on certain occasions. And that’s
where your opportunity may lie to influence them. If you’re aware
of a person’s personality type and the times they’re open to
being civil, choose a time and environment that’ll aid your
efforts the most. The converse is true too. Meaning, if a situation
is unconducive for civility and it serves your purpose, use that as
an opportunity to influence your subject. As with most things in
life, timing is everything. Thus, it impacts the probability of
success or failure. So, use timing and the environments you’re in


There’re hidden pleasures in being civil. It’s shown through
the dispositions displayed by those whose moods are enhanced as
they engage with others. You can also see it displayed in the
demeanor of those impacted by it when it’s absent. If you seek
improvement in your environments, weigh the factor that civility
might have to assist your efforts. It could be the extra weight
that enhances your improvement efforts. And be mindful of how you
apply civility based on your subject’s mindset. While it works to
put some individuals in a more pleasant state, some will see it as
an opening to mock or demean you. So, know when to be civil, in
what situations to apply it, and with whom to extend it. Once you
cover those bases, you’ll have a heightened chance of making
others and yourself become improved. And everything will be right
with the world.

Remember, you’re always negotiating!

Listen to Greg’s podcast at

After reading this article, what are you thinking? I’d
like to know. Reach me at

To receive Greg’s free “Negotiation Tip of the
Week” and the “Sunday Negotiation Insight” click

#Value #Pleasure #Civility #Bully #Bullying #Negotiate
#Business #SmallBusiness #Negotiation #Negotiator
#Power #Perception
#emotionalcontrol #relationships
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“What Is The Hidden Value Of More Civility, Pleasure?“ –
Negotiation Insight
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Body Language Expert

Project Management

Labels vs. Questions: The Key to Unlocking ‘The Floodgates of Truth Talk’

Labels vs. Questions

are the best information-gathering device out there. Bar none. This
is so true that Brandon Voss of The Black Swan Group has even
designated a subset of labels known as asking labels.

Why are we traditionally taught to ask questions? Because it’s
the easiest way to gather information, or so teachers say.

The Black Swan Group actually defines negotiation as an
information-gathering and influence-building process. The problem
is that most of the time, questions are a lousy way to gather

Project Management

What 50% of People Don’t Know About Getting A Raise

Half of American’s didn’t get paid more in 2019, according
. If you want to be in the other 50%, the most likely
way for you to get a raise, advancement, or whatever you want is by
creating your own negotiation plan.

This means you have to find someone who has the authority to
give you what you want (the decision-maker). Then, solve their
biggest problems (their pain), while not exceeding the amount of
time, energy, money, and emotion (the budget) that both of you are
willing to invest to solve the problem.

Your negotiation approach is to help them get what they want, in
return for a portion of the new gains AFTER they have been
realized. Not before.

The Camp
takes some time. It involves a lot more thinking and
work on your part than walking into an office and giving a list of
reasons why you should get more. (This makes you appear needy, and
your ability to negotiate decreases.)

With our approach, the bigger the problem you figure out how to
solve, the bigger the reward you can negotiate.

To get started, you have to think about your current

Do you enjoy your job? This includes the work you do, as well as
the work environment and the people around you. People often like
their job when their work and performance are appreciated. Is your
boss thankful?

If you hate your job, then no amount of moolah will make you
happy in the long term. In this case, you should consider finding a
different job in that company or quitting and finding a new place
of employment.

Finding a New Job In Your Company

If you don’t like what you do, then determine what would help
the company, of course, in an area that interests you.

If you need some training in this new area, first ask if there
is company-provided training. If not, find training on your own and
ask if the company will pay for it or at least contribute to your

If the company will not contribute, then consider investing in
yourself to learn some new skills. The upside is that once you have
new knowledge, it stays with you and you can apply it

Then, you prepare a plan that utilizes your new skills and
solves your company’s most important problem in your new area of

(Look at the section “Negotiating for more at your current

Quitting Your Job

More often than not, your income is necessary and you can’t
leave a job without finding a new one first. In this case, you have
to make adjustments where you are working.

Determine what your boss considers the most important thing they
want you to do and just focus on doing that well.

Create some free time for yourself by not doing things that are
not important to your boss/company. This means stop doing things
that you think are important, but make no difference to your

With your newly found time, make a plan to get a new job.

Negotiating for More At Your Current Job

If you enjoy your job and feel you deserve more compensation,
you should:

Think about the company’s biggest problems/opportunities, of
course, that are within your current area of responsibility.

Ask for a meeting with your boss to first confirm that you have
the best opportunities identified, and then offer to shift your
focus and time to help solve these problems.

Once your boss agrees that this is a good use of your time
because it is a big help to the company, tell them that you’ll
put together a plan to do this work.

When you finish your plan that quantifies the expected benefits
to the company and your boss, ask for a meeting with your boss to
share your plan.

You can offer to implement this plan and ask your boss if they
can commit to giving you a raise, promotion, or whatever you want,
once the company starts seeing the benefits associated with solving
this important problem.

With this salary negotiation, you are only asking for a share of
the potential new revenue or cost savings associated with your
project. It’s easier for your boss to give you a piece of a
bigger pie than to pay you from a fixed budget.

This is also a great approach to use when an employee asks you
for a raise. It avoids grief and jealousy from the employees that
weren’t bold enough to knock on your door, and sets a higher bar
for those expecting more money.

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What 50% of People Don’t Know About Getting A Raise
first on Camp

Project Management

Unwilling to Make Concessions in Negotiation?: Do This Instead

concessions in negotiation

You’ve got a logjam. The other side has dug in. Your boss may
want you to make this deal or maybe there’s something else
motivating you to work it out. The thought of giving in leaves you
with a bad feeling in the pit of your stomach.

What should you do in this scenario? It’s easy: Unleash a

tactical empathy
nuke—a “that’s right” summary.