Negotiating at Work: How to Ask for More and Get It

byJi Eun (Jamie) Lee

jieunjamie.com

Friday, July 26, 13

Agenda & Goals1. Believing in your value

2. Articulating your value

3. Plan of action for asking for your value

• Clarity Confidence

• Framework Be ready

• Script Practice and take action

Download your free worksheet:jieunjamie.com

Friday, July 26, 13

Before a negotiation I feel...

• Dread

➡Procrastination

• Fear

➡Undervalue myself

• Lower expectations

➡Lower outcomes

Friday, July 26, 13

What lies underneath the fear?

Locus of control

I’m in control of my destiny

Someone else is in control

External

You’re in control.Everything is negotiable.If you want it, ask for it.

Internal

Friday, July 26, 13

Ding!

• Deep breaths.

• Imagine from their perspective. Identify shared interests.

• Name the emotions you are feeling. What lies underneath your emotions?

• Go do something that makes you feel good. Then prepare and practice your negotiation scenario.

*adapted from It’s Always Personal, by Anne Kreamer

Friday, July 26, 13

How to ask for anything

Confidence• Believe in your value.

Preparation• 80% of successful

negotiation.

Relationship• Make it about them.

Friday, July 26, 13

Frameworks

• Value

• Interest

• SMART‣ Specific, Measurable, Attainable, Relevant, Time-bound

• Buy-in

Friday, July 26, 13

Self-assessment & planning

• How do you contribute value?

• What are you getting for your contributions?

• What more do you want? Why?

• What drives your company’s success?

• How can you deliver even more benefits and value?

• How can you transition into a bigger role?

• How will you research for benchmarks?

• Whom will you speak with? When?

Friday, July 26, 13

Speaking your value

• Align your ask with company objectives

• Frame your ask as mutual benefit

• Get to yes

• Listen to the other side

• If you’re told no, don’t be discouraged. Try again later. Or be prepared for BATNA

Example scenarios

Friday, July 26, 13

Finally, don’t settle at no.

Prepare. Practice. Be Persistent. (Yes, like a puppy)

Friday, July 26, 13