Build Your … Negotiation Skills

Abstract

Think of the last time you got something you really wanted from someone else—without asking (or hinting) for it. Chances are that you got it from a parent, a significant other, or maybe a friend if you’re lucky … but when was the last time you got it from an employer? Your mom may be able to figure out what you really want, but unless you are a famous celebrity, not too many people are sitting around thinking about what you want. Turns out you usually have to actually ask for it—and asking for what you want is negotiation.

Maya hangs up the phone and quickly dials her mom. “I GOT THE JOB!” she exclaims. “Congratulations honey,” her mom says, “That is great! When do you start? What is your salary offer?” Maya smiles, “Mom, I have no idea. I guess I will find out about all those things soon, but I am just so excited about this job right now that I want to go out and celebrate.”

Abby is talking to Kathy, one of the well-respected senior vice presidents in her company. Kathy is talking with Abby about Abby’s willingness to go stand-up a project—and potentially a small office—in Shanghai. Abby wants to do it, but getting it done in Shanghai, without the benefit of the supporting functions they have set up in the United States, will be a challenge. And then there is her husband; she is not sure that he would be able to come to Shanghai for as long as she will likely need to be there. “I think I may need to pass on this opportunity Kathy,” Abby says with some hesitancy.