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25 Tactics For Negotiating With Your
Employer
By David A. Holdford, RPh, PhD
Assistant Professor of Pharmacy Administration, Virginia
Commonwealth University School of Pharmacy
The tactics used in a negotiation greatly depend on whether there is
an ongoing relationship between the parties or a desire for one. If
a negotiation is a one-time-only event, such as with the purchase of
a house, both parties may use tactics that maximize the potential
for their getting the best deal. But if there's an ongoing
relationship involved, such as with your employer, it is more
desirable for both sides to be satisfied with the outcome of an
agreement.
At the conclusion of negotiations with your employer, you will know
if the tactics were successful if you can answer yes to the
following questions.
·
Are we both satisfied with the result?
·
Did I present myself as cooperative and devoted to the
[pharmacy] organization?
Although "win-win" negotiations require group problem solving and
cooperation between the employer and employee, never rely completely
on the good will of your employer. No matter how benevolent the
employer, only you can best serve your interests. Negotiating
tactics can help prevent you from leaving too much on the
negotiating "table."
The following is a list of several potential tactics to use when
negotiating with an employer. Because every negotiation is unique,
the appropriate tactics to use in any situation depend upon the
circumstances of that particular negotiation. Whether an individual
tactic is "good" or "bad" for a situation depends on whether it is
likely to produce a successful outcome.
Understand the areas of common ground between you and your
employer.
You want a job where you can be successful and happy. Your employer
wants you to be successful and happy in the job so you will be
productive and continue to work there.
Focus on solving your employer's problem before mentioning your
own wishes.
This demonstrates good will and a willingness to meet the needs of
your employer. Once it is established what you can offer, your
compensation can be discussed.
Frame your negotiations in terms of a long-term relationship.
For instance, if you agree to work at the less desirable store, make
it clear that you are doing so as a step toward being placed in a
more desirable location.
Be the one to frame the problem being negotiated.
How a problem is framed will often determine the type of solution
devised. A problem that is defined as "insufficient staffing
resulting in pharmacist overwork" may result in a different solution
than the same problem defined as "insufficient staffing affecting
patient safety." If you can get your employer to see the problem as
you see it, your chances for a desirable solution are better.
If possible, pick the best time and place for any negotiation
with an employer.
This will help you maintain control over when a proposal is
presented and environment in which it is discussed.
Understand the difference between negotiating situations in which
you are comfortable and those in which you are uncomfortable.
Some situations may be too sensitive, such as negotiating with
friends. Other circumstances may not be worth the time and effort.
Negotiating hard for an extra hundred dollars of salary per year may
be a waste of time. Remember, the level to which you take the
negotiation is strictly up to you.
Realize that everything is negotiable.
Even under circumstances that are not normally associated with
negotiations, you can try to improve the conditions of any
agreement. If you are fired from a company, you can attempt to
negotiate a severance package. You have little to lose if you fail.
Don't attempt to discredit or embarrass the other party.
Never attempt to embarrass your employer. Ask yourself, "Is it worth
it to make someone feel bad for a few extra dollars?"
Be fair in all of your negotiations.
Even occasional unfair behavior breeds mistrust and complicates
future negotiations. Mistrust forces people to watch for signs of
deception and causes them to be less flexible in negotiations. Under
conditions of mistrust, once negotiations are concluded, all parties
believe that they got the "short end" of the deal.
Develop a good working relationship with your superiors.
Strengthening relationships prior to negotiations should be a
priority because they can make negotiations go much smoother. If
your competence is well established and there is trust between both
parties, it is much easier to reach an agreement.
Generate competition.
If you want a raise, let your employer know that you love your job
but have received a significantly better offer than what you are
currently getting. This tactic should only be used when you have
actually received a competing offer and you are serious about going
to the new employer if an acceptable offer is not extended.
Ask for more than you want - but be reasonable.
You may actually get what you ask for. If you do not, you have the
ability to fall back to your original position and appear as if you
are making a concession. If you want a part-time clerk to fill in
during busy periods in a pharmacy, consider asking for a full-time
clerk as long as you can make a logical request to do so.
Learn how to say no in a positive manner.
To illustrate, if you are unable to agree when your boss
unexpectedly asks you to work late, let your boss know that you
would like to help but you have made previous plans. If you have
established a record of commitment to the job and have helped out in
the past, most employers will respect your situation.
Avoid negotiating when you have few options.
When you want something too badly and are unwilling to walk away
from a deal, you lose the ability to negotiate. In adversarial
negotiations you may try to hide your interest from your opponent.
However, in a negotiation between cooperative and trusted partners a
different tactic may work. You may decide to openly submit to your
employer's benevolence and say, "I trust your goodwill and judgement.
Give me your best offer. I am sure it will be fair." Although this
tactic can be risky, it can also bring about several benefits.
First, the other party takes some responsibility in making sure your
needs are met. Second, you demonstrate a level of trust and goodwill
that can strengthen the relationship with your employer. Third, it
can save time because there is no haggling over terms.
Exercise patience and know when not to speak.
A golden rule in salary negotiations is, "never be the first to make
an offer." When you suggest an expected salary to a potential
employer, you can hurt your cause if your salary expectations are
lower than the employer is willing to pay. One of the worst things
to hear is that your employer was willing to pay a lot more than
what you asked for. In salary negotiations, you can respond to
questions about salary expectations by stating that you wish to be
paid a "fair salary" or a "salary equal to the contribution you make
to the organization." If you are new to salary negotiations,
practice whatever phrase you plan to use, so it comes naturally when
in actual negotiations.
Give in on points to establish reciprocity.
Reciprocity is an unwritten social code that states that when you
give someone something, the other person is expected to reciprocate
in kind. If you offer to work on an undesirable shift, your employer
should respond with something you want. One reason to develop a
track record as a team player and a superior worker is that you are
establishing a case of reciprocity for any favors you may ask for in
the future.
Develop the capability to walk away from your employer.
It is important to increase your options when negotiating with
employers. If you put your financial house in order, you will be
more able to refuse unfavorable conditions of employment. If you
continually develop your skills and broaden your job experiences,
your ability to go to another employer will be enhanced if the
situation requires you to leave your current position.
Do not be stopped by the statement "our policy will not allow
that."
Policies are rigid rules designed to help under typical conditions.
Your situation may not be "typical." Some negotiators try to hide
behind rules and policies by saying, "I'm sorry, I would like to
help you on this issue but my hands are tied by this policy." It may
be true in many cases, but in others, rules can be flexible if the
employer wants something badly enough.
Do not assume you know everything about the motivations of your
boss.
For example, you may assume that your boss will be rewarded for
minimizing your salary increase. However, this assumption may be
incorrect because the salaries of some bosses are set at a rough
percentage above staff salaries. This would make any staff salary
increases an increase for the boss also.
Do not bargain over positions, or philosophies.
When negotiators bargain over positions, they tend to lock
themselves into a specific stance and argue that viewpoint.
Positional bargaining quickly becomes a contest of wills instead of
a search for agreement. Negotiations then become battles that strain
the relationship between parties. The more people dig in their heals
on a particular position, the less attention they devote to meeting
underlying concerns of the other party.
If you feel ready to give up on a negotiation, take a deep breath
and continue just a little while longer.
There may be points when parties become frustrated with the process
and either accept an unfavorable offer or quit the negotiations
altogether. Many good agreements come when parties continue
discussions past the point of exasperation. Success in these
situations requires patience and persistence.
Make each negotiation a learning experience.
After each negotiation, analyze how it went. Ask yourself how you
and your employer felt about the way the negotiation was conducted
and its final outcome. What was surprising about the experience and
what were you unprepared for? What do you want to improve on with
your next negotiation?
Develop a script to follow for everyday negotiations.
In everyday negotiations, one may not have the time or desire to
prepare. Therefore, it is often useful to have a script in your mind
for common negotiation scenarios in your job. When your boss asks
you to work overtime, you can consider your script of negotiation
points before replying. The script should include your other
commitments, benefits of saying yes, and some set tactics to use
under the specific scenario.
Keep your promises in any agreement.
If the deal is reasonable and the other party keeps their part of
the bargain, then stick to your agreement. Word gets around when you
fail to keep your promises.
Remember.
Effective negotiations require you to be assertive in standing up
for your needs while considering the needs of another. They require
that you balance your self-interest with the interest of your
employer. Handling the conflict between cooperation and competition
requires practice and experience.
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