1. "Nibbles": Reach a general agreement (agree on a basic premise). Instead of instantly accepting the deal, push for one small concession at a time.
2. Before entering into a discussion, think about a 'BATNA' = Best Alternative To Negotiated Agreement. Are there other options? Is there a minimum you are willing to agree with?
3. "Expanding the pie": While certain points in contention may be very inflexible (salary, job position), "expand the pie" and seek out other areas which may be more flexible (vacation days, compensation). This also serves to clarify the central hinge of the negotiations.
4. Disarming Empathy. Essentially, the act of being empathetic (in a sort of self-deprecating way perhaps?) so that the other side bargains against themselves while you do not budge from your initial offer.
NB: Nibbles = get the other party to feel like this is a done deal, then push them for further small concessions. (nibbles are one-way) example: "gee, that job offer sounds great!! but there is one thing- just caught that I have to pay for parking. Can you do anything there to make up for that?" Expanding the pie = find a compromise that benefits both parties: "I understand you're extremely short on office space until the new office space is built out, and your office will be a painfully long commute for me until my lease runs out and I can move closer to the office. How about I work from home for a while?"
2. Before entering into a discussion, think about a 'BATNA' = Best Alternative To Negotiated Agreement. Are there other options? Is there a minimum you are willing to agree with?
3. "Expanding the pie": While certain points in contention may be very inflexible (salary, job position), "expand the pie" and seek out other areas which may be more flexible (vacation days, compensation). This also serves to clarify the central hinge of the negotiations.
4. Disarming Empathy. Essentially, the act of being empathetic (in a sort of self-deprecating way perhaps?) so that the other side bargains against themselves while you do not budge from your initial offer.
NB: Nibbles = get the other party to feel like this is a done deal, then push them for further small concessions. (nibbles are one-way) example: "gee, that job offer sounds great!! but there is one thing- just caught that I have to pay for parking. Can you do anything there to make up for that?" Expanding the pie = find a compromise that benefits both parties: "I understand you're extremely short on office space until the new office space is built out, and your office will be a painfully long commute for me until my lease runs out and I can move closer to the office. How about I work from home for a while?"
