A cornerstone of leadership development is learning how to negotiate to get what you want. Whether it’s a higher salary, a deserved promotion, or a cross-functional opportunity, knowing the right negotiation strategy can help you negotiate more effectively—and on your own terms.
What’s more, no discussion of inclusive leadership or gender equality would be complete without addressing the negotiation skills that are so critical for women’s leadership. SHAMBAUGH’s Women in Leadership and Learning (WILL) Program and our eWILL coaching and development training program for women leaders incorporates training on how to engage in win-win and innovative negotiations, so here are some top-line thoughts on how you can improve your approach for better results, whether you work in the office, remotely, or in a hybrid arrangement:
Enter Negotiations with Respect, Not Entitlement
While it may be true that you’ve earned what you’re asking for—more money or a move to the next level—it’s better to leave entitlement at the door. Just because you believe you should get what you want doesn’t mean that the person with whom you’re negotiating will be prepared to give it to you without question. Negotiation is an expected precursor to corporate elevation in pay, position, or preferences—so your boss likely expects you to dig in and ask for what you want. A willingness to negotiate shows respect for the process and the person you’re asking.
Prep Before You Ask
It’s as important to research support for your request before you negotiate as it is to have the actual negotiation conversation. For example, if it’s a pay raise that you’re after, come armed to the negotiation with documented evidence of how much your position is worth in your location and industry at your level. Research industry pay trends so that you’ll have the correct numbers at the ready. You can also assemble other proof of your value by showing what you’ve achieved in your current role and career highlights to boost your case.
Make It About “We” Not Just “Me”
Do you understand your counterpart’s goals and needs before you begin negotiating? If not, you’re missing out on a chance to excel in your mission and create a win-win. Your objective when formulating your request should be to bridge the gap between your request and your boss’s/organization’s concerns and interests. Try asking questions like, “How do we both do well?” and “How would you define success?”
Prepare a Plan B
If you’re requesting something that may be difficult for your company to offer you immediately, be ready with a viable alternative suggestion or backup plan. For example, if you hope to be promoted during a hiring freeze, ask if you can have another type of bump up in responsibility in the meantime. If you were planning to ask for a raise but you’ve been told there’s no money budgeted for salary increases this quarter, then come to the table with a request for another type of benefit, like additional PTO or job flexibility.
In my next post, I’ll provide actionable strategies on how women in leadership can master their executive presence in a hybrid environment. If you or your team have experiences with this topic or advice that you’d like to share about it, please reach out to me at info@shambaughleadership.com.
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