NEGOTIATING A SALARY

LDR 655
Baheejah Lumumba

Introduction

Whether we know it or not, we negotiate everyday. At work at home,

and in our relationships. We negotiate to resolve conflicts and make
deals. It does not matter the type of negotiation we are involved in,
what matters is the basic skills and techniques used to get our point
across.

. In some instances, we depend on the skills of others to help us

resolve a conflict.

Negotiations involves continued interaction and dialogue between

all parties involved.

The goal is to reach a resolution that is acceptable to both parties.

There are six essential skills you will need to become a successful negotiator.

Each one of these aspects deserves our attention because it will help us to develop a
better skill set and the confidence needed to become a better negotiator.

Through preparation.

The ability to set limits and goals.

Good listening skills.

Clarity of communication.

Know how and when to push your pause button.

Know how to close the deal.

The negotiation process does not have to be conflict-oriented. The process goes more
smoothly and faster if the two parties work to establish a cooperative relationship based
on honesty and trust from the outset. (Scarborough 2012 p.150)

Conflict management draws upon the skills of emotional

intelligence.

The concept is defined as the the capacity for recognizing

our own feeling and those of others.

For motivating ourselves, and for managing emotions well in

ourselves and in our relationships. (Goleman 1998 p.317)

Communication skills is one way of establishing equality and trust.

Speaking to others in a positive tone. By listening, reflective

feeling, clarify what you heard, and question when needed- and
summarize.

One fact emerges from understanding goals: when individuals clearly understand
the nature of the problem and what they want when they occur, the more effective
they will be in solving problems.

Wilmot & Hocker (2007) describes conflict as an expressed struggle between two
interdependent parties who perceive incompatible goals, scarce resources, and
interferences from others in achieving their goals (p.9) Typically, people in a
conflict pursue four type of goals which are called Trip the acronym trip stands for.

Topic or content.

Relational.

Identity.

Process.

People who have a clear sense of their values have less

difficulty negotating.

Your values are the standards you live by. They define how you treat
others, especially,-while interacting in negotiations.

Reardon, Lenz, Sampson, & Peterson (2009) found A persons wellbeing and self-esteem are highest when that person lives according to his
or her values(p.16)

Often people are torn between their wants, needs or another situation that
can deter them from achieving their goals.

Resistance

Block (2011) discovered there are steps a person can take to help an
individual get pass the resistance and get on with the problem solving.
The basic strategy is to help the resistance blow itself out, and not fight
it head on because feeling pass and change when they are expressed
directly (p.149)

When negotiating,- consider the fact that you do not have to conquer the
fight because you will only intensify the problem.

Define your resistance point.

Incentives

Offering incentives are often used when closing a deal,- Kolb &
Williams (2011) found in any negotiation, the other party controls
something the bargainer needs:

Money

Time cooperation

The other side must recognize that benefits will accrue from those
benefits it must not only be visible-but right there on the table; they must
also resonate with the other sides needs (p.44)

Salary

Typically speaking, at some point in life, most people asks for an raise.
In doing so, keep track of all of your accomplishments because when it is
time to ask for a raise, you will be able to substantiate your claim.

Although, promotions are always negotiation opportunities employees

who want more and are willing to take risks should not be afraid of
rejecting the first offer.

Know the going rate for your services will help to win a salary
negotiation.

Preparing yourself internally will help in asking for a raise by being

specific to what someone wants done, time: how long it will take-and
the resources. ( Gosselin 2007 p. 175)

Salary

To negotiate properly, you need information, once you gather the data tell
your boss you want to schedule a meeting about your salary be clear and
persuasive without being overly aggressive. Being straightforward
everybody wins; and nobody loses.

Conclusion

Negotiation occurs in everyday life it provides the most effective method

for conflict resolution therefore, it is up to you to choice the best tactics.

References

Block, P. (2011) Flawless Consulting: A Guide to getting your expertise used

( 3rd ed.) Pfeiffer: San Francisco, CA

Goleman, D. ( 1998) Working with emotional intelligence: Bantam Books

Kolb, M. D. & Williams, J. (2011) Harvard Business Review: Winning
Negotiations, Harvard Business Review Press. Boston, MA

Reardon, R. Lenz, J. Sampson, J. & Peterson, G. (2009) Career Development

and planning : A Comprehensive Approach ( Third ed.) Mason, OH
Cenage Learning

Scarborough, M. N. (2012) effective small business management: An

Entrepreneurial Approach (10th ed.) Upper Saddle River, NJ