Successful negotiations should feel “fair” to all of the participants as this will make them value the outcome. It will also make them more inclined to work together in the future. During negotiations both sides will present evidence about the costs and benefits relating to parts of the agreement. The legitimacy of this evidence needs to be measured against criteria or standards that assess fairness and value.
What Questions Are Being Answered?
The primary issues at stake will determine what types of criteria are needed. You should then work to anticipate any questions that might be raised during the course of the negotiation. For example, if you are in negotiations about a job offer one of the primary issues that you will be discussing is the level compensation; an associated question could be – what is a fair salary for this job?
What Standards Bolster My Case?
There are many standards that can be used to address any question. When determining a reasonable salary for a job, you might consider:
- What is the cost of living for the area?
- What do other people at the company make for performing similar jobs?
- How much would someone with your skills be expected to earn at another company?
After identifying standards or criteria that could be used to answer important questions, you want to determine which standard will generate the best outcome for you. It is important to also craft arguments for why the standard you prefer should be used instead of the other ones available.
For example, if the expected pay for someone with your skills is higher than what the company usually pays for this position then you can frame salary requests by comparing how much you would be paid for similar work elsewhere.
Preparation Questions
No matter the size or type of negotiation, it is important to spend time preparing for it. Identifying the right standards to use in a negotiation can help you get the best deal so before you enter make sure you can answer following questions:
- What objective standards exist for determining substantive issues?
- Which of these standards will best help me achieve my goals?
Learning to consciously think about negotiating will allow you to better navigate everyday life. You can learn the elements of negotiation by signing up for our free email series.
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