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How To Negotiate With People Who Have More Sway Than You

How To Negotiate With People Who Have More Sway Than You

The workplace can be an intimidating environment, especially when you land the task of negotiating with people with more sway than you. We are not going to lie and say that negotiating with powerful people is easy, because unfortunately it isn’t. However there are a number of things you can do to improve your argument and make yourself more confident in your approach to negotiating.

1. Prepare what you are going to say

There is no such thing as over-preparing for a negotiation. Do your homework to ensure that you not only have enough knowledge of the subject of your negotiation, but also the person you will be negotiating with. The more effort you put into preparing for a negotiation, the more confident you will be. The other person will be able to pick up on your confidence and knowledge and is likely to take you much more seriously.

For example, say you are negotiating with a higher-level colleague about the appropriate action to take with your campaign, in order to drive successful results. Preparing your argument and why you believe you should take a specific approach, over their approach (with facts and figures to back up your points) will show the other person that you have done your homework and help them to see things from your perspective.

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2. Anticipate what the other person wants from you

Part of your preparation process should involve thinking about what the other person wants. Predicting their argument and any objections they may have to your argument, will allow you to find facts and statements to back yourself up with. Thinking about what the other person wants from you will allow you to incorporate how you are going to meet their needs in your argument, making it stronger and harder to say no to.

Say for example you were asking for funding to hire an assistant. You would need to anticipate what the other side requires to justify the additional expense. This would involve proving that you required an assistant and how it would benefit them e.g. increased productivity levels, better efficiency, more profit.

3.  Keep calm

It is natural to feel intimidated when negotiating with someone with more sway than you, but the key is to keep calm. Whether you are negotiating a pay rise or funding for your project, it is important to remember that although the other person is more powerful than you, you have earned the right to converse with them.

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Think positive and tell yourself and others that you are feeling confident and have a great case to make. Telling other people that you feel nervous about your negotiation can make you feel more nervous. Taking a few deep breaths will also help to calm your nerves and focus your mind.

4.  Think positively and aim high

Always think positively and aim high. That way, you won’t be disappointed when the person you are negotiating with meets you somewhere in the middle. In order to aim high you need to understand and believe that you and the case you are making are of value to the other person.

Aiming high works particularly well when it comes to negotiating a pay rise. If you ask for more money than you believe you will get and have facts such as successful projects you have worked on and your experience to back you up, it is more likely that your manager will meet you in the middle and you won’t leave disappointed.

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5.  Listen carefully

While anticipating what the other side may be arguing is essential when preparing your argument, it is still important to listen carefully to what they are saying during your negotiation. You never know, they may not ask for as much as you predicted, allowing you to tailor your comeback accordingly.

Listening to the person with more sway than you will also show you respect them and in turn command far greater respect for yourself. Show you are listening to them by asking the right questions, preferably open-ended ones that will allow you to gain more information as to what they require of you.

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    6.  Don’t be afraid to ask for what you want

    There is little point in negotiating with someone if you compromise on what you want from the beginning. Enter the negotiating knowing exactly what you want to achieve from it and do not be afraid to ask for what you want. Providing you have points to back up why you deserve a pay raise, funding, job or whatever you are negotiating, will show that you are assertive and have self-worth.

    7.  Remember that you can always walk away

    Always enter negotiations knowing that you can walk away if the other side is unwilling to compromise. If your negotiation is going nowhere and you are unwilling to walk away, you may appear desperate. Showing you are prepared to walk away if you cannot negotiate a satisfactory will with show the other person that you mean business.

    Although these techniques may seem simple, following them will go a long way in helping you to achieve your goals. Even if you have less sway than the person you are negotiating with, using these techniques will show that you are knowledgeable and have a valid case to make. Keep calm and positive, listen carefully, back up your points with facts and remember that you always have the option to walk away.

    Featured photo credit: Fotolia via financefox.ca

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    Last Updated on November 19, 2019

    Work Smarter, Not Harder: 12 Ways to Work Smart

    Work Smarter, Not Harder: 12 Ways to Work Smart

    I imagine that like me, you say that you never have enough time and that you just cannot cope with 60 dozen things all at once.

    How on earth do you get out of that spiral?

    Many people never sit down and look at how to work smarter, rather than harder and even longer hours. But not you, you’re smart enough to try to learn effective ways to work.

    So how to work smarter not harder? Here are 12 smart ways you should be following:

    1. Improve Your Time Management Skills

    Easier said than done? Well, no actually, because there are a few simple rules that can really help you to manage time better.

    For example, when setting up a top priority task, you need to switch off the phone and ignore your email first. Then you need to abandon any ideas of multitasking as that will slow you down and ruin your focus.

    Finally, set a reasonable deadline and do everything in your power to meet it.

    “When you’re born, you’re born with 30,000 days. That’s it. The best strategic planning I can give to you is to think about that.” — Sir Ray Avery

    2. Speed up Your Typing and Use Shortcuts

    These days we’re all keyboard slaves. So why not speed up your typing and try to get rid of the two finger syndrome. In fact, when you save 21 days per year just by typing fast!

    This is exactly what I am doing now, so I cannot honestly say I am practicing what I preach!

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    But help is at hand. Try some of these apps and games to help you type fast: 8 Most Effective Games and Apps to Learn to Type Fast

    Using shortcuts on the keyboard is another time saver and can speed up your work.

    For example, press F2 to rename a selected file, while CTRL + I will put selected text in italics.

    There are so many of these. If you make the effort to learn them, they really can be helpful.

    3. Learn How to Use Productivity Tools

    It is well worth downloading all the useful tools and apps that can highly boost your productivity. Take a look at these 18 Best Time Management Apps and Tools and install whatever fits your needs.

    Now that is really a great way of working smarter, not harder.

    4. Use Your Phone Wisely

    Instead of writing emails, sometimes it’s better to pick up the phone and talk to the person responsible. It saves time, especially for important or urgent discussions.

    If that colleague works in the same office, it is even better to go and talk to him or her. It gives you a break, you get some exercise and you actually make human contact which is becoming quite rare in this electronic world.

    5. Keep a Tab on Your Tabs

    If you are like me, you might well find that you have a ton of tabs open at the top of your browser.

    In order to find the one you want, you have to search for them as they are off screen. Having all these tabs open slows down your browser too.

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    One solution is to use OneTab which can keep a neat list on the screen of all these tabs when you want to quickly get to one of them or you want to remind yourself which ones you have open.

    6. Use a “To Don’t” List

    We all know about to do lists and I find that they are generally great. They give me a great sense of achievement as I cross off the tasks done.

    But often, I find that we are doing non-essential tasks or ones that can easily be postponed. That is why many people recommend the to don’t list.[1]

    Some people prefer to savagely prune the to do list while others prefer to have two separate lists, to do and to don’t. You just have to work out what works best for you when you are trying to save precious time to become more productive.

    7. Expect Failure and Fight Paranoia

    When failure rears its ugly head, some people get a bit paranoid and fear that this may become a trend.

    Projects will go wrong and failure should be expected rather than feared. Learning lessons from failure and analyzing what went wrong is the best way forward.

    “Do not be embarrassed by your failures, learn from them and start again.” — Richard Branson

    And here you can find 10 Great Lessons Highly Successful People Have Learned From Failure.

    8. Be Concise

    Rambling on at meetings, in emails and even when introducing yourself to new clients can waste a lot of people’s time.

    One way is to practice and sharpen your “elevator speech,”[2] which tells people in 30 seconds or less why they need your skills and how they can benefit from doing business with you.

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    Just think of the many situations where this could be useful:

    • Making new contacts
    • Talking about yourself at a job interview
    • Meeting people at conferences or parties
    • Phone calls to new clients

    9. Ask the Right Questions

    “You can tell whether a man is clever by his answers. You can tell whether a man is wise by his questions.” — Naguib Mahfouz

    How do you get feedback? The secret is to ask the right questions at the right time.

    When you do this, you are gathering the information you need to help in decision making. This will save you time and you will be able to cut meetings to a minimum.

    Forbes magazine reports on research that they carried out on asking the right questions.[3] When that happens, the positive effects are increased by 400%. There are also other benefits in staff motivation and a positive impact on the company’s bottom line.

    Lifehack’s CEO Leon has shared about how to ask for feedback to learn faster: How to Learn Quickly And Master Any Skill You Want

    10. Learn as Much as You Can

    You should always be on a steep learning curve. Look at your skills profile and determine where you need to fill a gap. Talk to important connections and network in your niche.

    Keep up to date on trends and developments. It is a fact-changing world. When an opportunity arises, you will be the best equipped to seize it because you have never stopped learning. Just another way of working smarter.

    “Live as if you were to die tomorrow. Learn as if you were to live forever.” — Mahatma Gandhi

    11. Look After Your Greatest Resource

    No, your greatest resource is not time. It is YOU.

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    If you do not get enough sleep, exercise and relaxation, you find that you become less and less productive. You begin to work longer and longer hours, which is the exact opposite of what you want.

    What you should be doing is making sure you are in the best shape. It is useful to remember that you need a break of 15 minutes after every one and a half hours of work.[4]

    Taking breaks and getting fresh air and exercise is one of the best ways of working smarter, not harder.

    12. Don’t Fall into the Trap of Working Smarter and Harder

    As a society, we are obsessed with doing everything smarter so we are more efficient and we save time all around.[5]

    But the most important thing to remember is to accept when we are ready to switch off that computer and not fill up the time with even more work!

    The Bottom Line

    The key to greater productivity is to work smarter, not harder. Working smarter saves precious time and energy for the things that really matter — your life goals, your personal growth, your health and your relationships.

    Stop working for more hours and start working smarter!

    More About Working Smart

    Featured photo credit: Unsplash via unsplash.com

    Reference

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