This can be a sensitive area for some professionals. IT DOESNT HAVE TO BE. Some people fear an appraisal more than bathing with tarantulas. They put themselves through torture in the weeks running up to it. Sleepless nights, shaking hands and uncertainty will not get you the rise you have been working for. Your manager may have overlooked how well you have progressed in 6 months, they may have not noticed the extra money you bought in for the company, or the three extra hours you worked last Friday evening. It is down to YOU and only you, to politely and professionally point them out. This situation quickly becomes a negotiation.
Understanding the process of negotiation, the styles and the techniques used, can dramatically increase your chances of walking away smiling and satisfied, as opposed to grimacing and blushing (if those two are possible at the same time, I think they are talking from experience).
Robbins 5 step negotiation strategy really helps me; it may help you as well! Robbins (2005) I like it because it makes sense. That may sound obvious, but the first and last are huge players for me in the negotiation process, and easily skipped. Preparing what you want to say, and then drawing closure around it at the end clears everything up. No loose ends or awkwardness necessary.
- Preparation and Planning
- Definition of ground rules
- Clarification and justification
- Bargaining and problem solving
- Closure and implementation
The video below shows Robbins offering advice in a quite comedic way. We can carry this advice with us into an appraisal, negotiation of job offer or performance review situation. Changing something tiny can make huge results. Changing the way you negotiate to suit the party you are negotiating with can have huge results as well!
Understanding BATNA (best alternative to a negotiated agreement) can also help settle a positive agreement for both parties. Having a strong BATNA can offer an alternative agreement within the settlement range you are happy with, if nothing or little is being agreed on. BATNA also makes you aware of the lowest settlement you are willing to agree on. By preparing this, it reduces the panic you may be struck with in mid negotiation.
DISTRIBUTIVE and INTEGRATIVE
Two very different styles of negotiation you need to know and very simple to understand. Understanding these will help you establish which one you are faced with when entering a negotiation.
Distributive- “I win, you lose”, short term fix, oppose each other
Integrative- “I win, you win” long term, congruent with each other
Hope some of this helps you in negotiation. Sophie