After two years of grooming, Cindi considers Martin her star performer. He's a quick study with computer programs and clients love him. But now, just as the new budget cuts are announced, he wants a raise.
Cindi wants to yell, "Didn't you hear the announcement? There's no way I can give you a raise!" But instead, she shifts into neutral, lowers her voice, and says, "Well, let's talk."
Whether you're negotiating with a customer, your boss, a peer, or an employee, use these guidelines to help maximize your chances for a successful outcome.
1. Seek information. Before you even sit down to bargain, you need to be clear on the central issue. What do each of you really want, how much do you want it, and what is the relative strength of your positions? Don't assume you know how the other person thinks. Ask. In their initial meeting, Cindi learns that Martin, recently divorced, wants extra money so he can see more of his kids, who ...(register to read more)