Negotiating: How, When and Why

Abstract

The subject of negotiating in the work place often conjures images of power struggles and leveraging to obtain more resources and/or support. In reality, negotiating is not an event, but rather a process. From the moment that each day begins, we must consider tradeoffs and negotiate where to invest our time. While contracts are important, contracts are only a small part of negotiating in the workplace. As individuals seek resources, higher pay, and greater job opportunities, it is important to realize that negotiating with supervisors begins when you are first hired, occurs each day, and continues until the employment ends. Negotiations occur constantly and planning is essential to maximize the outcome for both parties. Preparation with adjusted style and body language are essential for success. Using intuition alone is not as effective as a planned approach and negotiation is learned skill. Listening, building trust and compromise are the keys to success in most negotiations.