Negotiation Tip 4 – Know What You “Really” Want

Knowing what you want in negotiation may seem like a no brainer, but it merits really giving some thought prior to entering into the process. Sometimes you can think you want one thing, but in reality, you want something else.

Have you ever spoken with someone who is attempting to communicate a need, but by the time you finish the conversation, they are fully aware that the first thing they asked for is not what they needed at all?

For example, let’s consider John, who works in product development for a home improvement company. He sees there are changes occurring in his company and believes that it is a good time to negotiate a promotion. After all, John has been with the company for 15 years and has been promoted twice, but hasn’t received or sought a promotion in 8 years.

John loves his job and never really had a desire to seek out a promotion, but John’s twin daughters are now attending college. This means he has significant expenses he didn’t have a year ago.

John approaches his boss and negotiates a “sweet” deal.

His boss thought he would do a great job in another position with the executive team and so he agreed to a 20% pay increase, a company vehicle, and an additional contribution to his retirement package. John was thrilled! After all, he only needed 10% more in his pay to meet his additional expenses.

However, 20% will allow John and his wife Ann to take an extra vacation. After beginning in his new position, John realizes that along with his significant raise came supervision of 50 additional people, significantly more responsibility, and longer hours. The work he loved so much in the product development, he no longer does, and his days are spent in meetings and board rooms instead of interfacing with people about new products.

John is miserable.

He now realizes he never had a desire to leave his position; he only wanted more money. Considering the great impact of his department on the company’s bottom line within the last three years, John could have negotiated remaining in the same position for a 10% increase.

Now he’s making more money, supervising more people, doing a job he doesn’t like, and with no time for his wife, which was the bonus of being an empty nester. John did not take time to assess what he really wanted prior to approaching his boss. He wanted more money, but not at the expense of giving up a job he loved and time with his wife.

Are you preparing to negotiate? 

If so, thoroughly think through what is negotiable in your life and what is not. When considering your options, first identify your priorities; otherwise…

You just might get what you negotiate, but it may not be what you want.

For more Negotiation Tips – click here.

CALL TO ACTION:

Identify the top three priorities in your life and why they are priorities. Next identify what it requires to keep those three things as priorities.

For example, if your relationship with your spouse is a priority, you might identify that it requires quality time because that’s his/her love language. Knowing this allows you to negotiate multiple issues in your life while protecting that time.

Do this exercise for all the priorities on your list and those things will remain top of mind as you navigate and negotiate your way through life.
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