Negotiating effectively for a job is indispensable in the changing business world. In this article, Mike Thompson, an experienced management scientist and professor, discusses five rookie mistakes that even experienced leaders make while navigating their job and the importance of mastering negotiation skills. To save yourself from the folly of naive negotiators, he recommends a relational style of negotiation: treating the discussion as a conversation between people with shared interests and a pursuit for a productive, fulfilling workplace.
He emphasizes the importance of being proactive when negotiating for a job, not waiting for memos and actively advocating for yourself. This does not mean to take one for the team, but making sure that what you contribute is recognized and appropriately rewarded. Going for the transactional approach of “take it or leave it” should definitely be avoided.
Equally essential is to avoid an email-centric approach. Use in-person conversations whenever feasible, as they are less prone to misinterpretation and they provide the space to pick up on body language or to adjust messages quickly.
Lastly, when negotiating, focus on mutual gains, not on how many toys you are entitled to. Focus on what it is you can bring to the table and use that to advocate for yourself. It’s not “greedy” to want to be paid what you are worth, so don’t be afraid to ask.
In summary, Thompson’s research-backed advice is invaluable when it comes to navigating a job and the subsequent negotiation. He encourages perspective taking, teamwork, and thorough preparation. All in all, having a deeper understanding of the negotiation process and the importance of actively advocating for yourself is the key to success in any job negotiation.
Company Mentioned:
The company mentioned in the article is ChatGPT, an AI-software provider. Founded in 2019, the company provides customers with a suite of tools, including natural language processing, deep learning and intelligent automation, to help reduce costs and increase efficiency in data-centric operations.
Person Mentioned:
Mike Thompson is a management scientist and professor. He has devoted his life to studying negotiation, which has culminated into many research-backed best-practices and insights. He has been consulted by many, including Angela, Tim, Carson, and Bhavna who feature in this article.
