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#YourCareer : Negotiating Like A Pro: Tips From An FBI Special Agent. Helpful When it Comes to your Salary, Job Offer(s), or Just Life. Great REad!

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Melissa Fortunato is an FBI Special Agent and Crisis Negotiator. Over the course of her career, she’s been involved in a number of high-stakes scenarios that required her to lean heavily on the skills of negotiation. She joined Negotiate Anything to share her most exciting stories, as well as her best advice for winning in everyday negotiations.

The Importance of a Full Assessment

Prior to entering a negotiation, it’s important to complete a full assessment of your counterpart. This may require more time than expected, but the outcomes will be worth it. Fortunato shared how she once went so far as to “marry” her undercover colleague just to get closer to a group of targets. She invested the time (months legitimizing her cover) which then presented a perfect opportunity for building connections: a wedding.

For Fortunato, conducting a full assessment meant finding strategic ways to connect with the targets in order to learn more about them. For the everyday negotiator, this can mean adding a little more time to the preparation phase of your strategy, as well as making calls to find out more about your counterpart. These calls could be to former employers, former partner organizations or other associates. While it may feel uncomfortable at first, entering a negotiation with a complete picture of your opponent will make it all worth it.

 

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What Skill Sets Do You have to be ‘Sharpened’ ?

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We here at FSC want to thank each of corporate partners in the opportunity in serving & moving each of their transitioning employee(s) rapidly toward employment !

Article continued …

 

Diversity As a Strategic Asset

While diversity should certainly be prioritized from a human rights perspective, we can’t overlook its role in a strong negotiation strategy. Diversity means a wider variety of backgrounds, strengths and opinions. This increases the odds of making a connection.

Every person is different, which means every counterpart will bring a different set of experiences, beliefs and emotional triggers to the table. The more diverse your team is, the more likely you are to make a connection. Connection is the foundation of strong negotiations.

“In any kind of negotiation, take advantage of all chances you get to make a connection,” Fortunato explains.

 

Prioritizing Empathy

While it may seem counterintuitive to some, empathy is the key to building strong connections and resolving complex negotiations. In one scenario, Fortunato was negotiating with a target who had shot a police officer and fled the scene. After a 15-hour barricade standoff, it was clear their current tactics were failing, so she decided to soften her approach. This slight shift in tone encouraged the target to engage with her while SWAT positioned themselves for the arrest.

While gender dynamics can be leveraged in certain situations, empathy should not be limited to women. Everybody has the potential to learn and build empathy in negotiations; all it requires is a simple shift in approach. Always be willing to forgo some of your original points if it’s clear the conversation is not moving in a positive direction and don’t hesitate to bring a new person into the conversation.

“There’s a strength in being able to see another person’s perspective and adjust your stance,” Fortunato shared.

 

Ask Questions Without Fear

Fortunato shared a personal story about a time in her life when her daughter was hospitalized but she found herself too afraid to ask the doctors important questions. She’s not alone in this experience. Many people hesitate to ask questions out of fear of looking “stupid.”

The truth is, not only will asking questions give you access to more information, but it also makes you look more engaged, intentional and thoughtful. Your counterpart will regard you as somebody who pays attention and is interested in what they have to say. This will level-up connections and strengthen your approach.

Just Listen

Fortunato wrapped up with an important reminder for listeners: as intimidating as negotiations can be (especially in her line of work) it all comes down to human interaction. Successful negotiations rely on listening and understanding, as most humans just want to be heard. If somebody feels they are being listened to, they are more likely to switch their position.

Consider this: with all of the power and artillery the FBI has to help manage crises, why would they continue to prioritize connection through expert negotiators?

“Because it works,” Fortunato shared.

Follow Melissa Fortunato on LinkedIn to learn more. To listen to the complete episode, click here.

Forbes.com Author:   Kwame Christian

Follow me on LinkedIn. Check out my website or some of my other work here.

 

Forbes.com | June 28, 2022

#JobSearch : How To Negotiate With Confidence When You Really Need The Job. How can You Negotiate when Your in a Position of Weakness?

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When you’re looking for a job, you might feel like you’re in the weak position because you’re doing the asking and hoping employers say Yes. For example, you’re sending out resumes and waiting for interviews, or going on interviews and waiting on offers. If you are currently unemployed and really need a job, you might feel like you have no leverage and should take what you can get.

You should always negotiate. Whether you are conscious of it or not, you negotiate every step of the way in the job search, not just at the offer stage. Each step from the initial application (where you are likely asked about salary expectations) to multiple rounds of interviews establishes your value to the company and career priorities for yourself. (Here are some tips for navigating common negotiation issues for job seekers.) Furthermore, employers expect job seekers to negotiate and respect you more when you negotiate well.

If you are anxious about negotiating, here are five ways to reframe the offer situation so you can negotiate with confidence even when you really need the job:

1 – Even if you feel like you don’t have leverage, your potential employer doesn’t know that

In any negotiation, each side doesn’t know 100% what is going on with the other side – e.g., their priorities, constraints, anxieties. You might feel like you can’t or won’t say No to the offer, but the employer doesn’t know that for sure. Don’t assume that the employer sees how anxious you are.

You can also ease your anxiety by increasing your leverage all along your job search. A competing offer is just one form of leverage, so don’t worry if you don’t have another offer at the exact same time as this one you’re negotiating. Being close to an offer, or having multiple leads in play, is also leverage because they represent other potential options. Having a strong network that you can tap (even if it’s for contract work to tide you over till a full-time job materializes) is another form of leverage.

 

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What Skill Sets Do You have to be ‘Sharpened’ ?

Article continued …

2 – The employer also has something to lose if you say No

You feel like you really need this job, but remember that the employer also really needs to hire. This new addition to staff will cost money. It takes time to recruit and onboard. The hiring process takes people away from their day-to-day work. Clearly, the employer wouldn’t be doing this if they also didn’t really need something out of it – i.e., someone like you to fill the job.

The fact that you got the offer means that they want you, not someone else. So if you say No, they don’t get their first choice. If you say No, the search has to start all over again. The employer has to wait that much longer to get this much needed position filled. The employer also has something to lose if this offer story doesn’t have a happy ending, so they are just as invested as you in making things work.

3 — The right compensation matches the position, not just your specific situation

Maybe you have been underpaid before or you’re unemployed and therefore starting from a salary of $0, and this makes you uneasy about asking for any more money at all. A good way to reframe this negative head game is to remember that the right compensation matches the position being recruited, not the candidate. Whenever you discuss salary, bonus or other cash compensation with the employer, highlight any data that shows what the market commands for the role. Tie your request to the market, not your situation, especially if your salary history doesn’t match what the ideal compensation should be for this role.

4 – Don’t assume that the employer is trying to take advantage of you

You will have a more collaborative and effective negotiation if you assume the positive for the other side – i.e., that they, like you, genuinely want to come to agreement. If instead you assume that the employer is trying to take advantage of you, then you’ll approach the negotiation in a guarded way. This might show up in your attitude and be perceived as hesitation, or worse, declining interest in the role.

The employer made you an offer, which means they want to work with you. You also want to accept the position (if the offer is right!) and work with them. That shared agreement – you both want to be there – should be considered more important than anything else you’re negotiating and currently in disagreement about. Focus on the agreement you already have in common and how you can get to agreement on everything else. You’re working together, not against each other.

5 – If you don’t get what you want now, you can always try again

Even if you do everything right, the employer might still say No. If you are issued a best and final offer and you want to take it, then accept it wholeheartedly. Do a great job, and remember that you can negotiate at a later time.

 

Forbes.com – December 13, 2020 –  Caroline Ceniza-Levine

#Leadership : #Negotiating – How to #Negotiate Anything–From People Who have Done It ….From Asking for a #Raise to Getting to a #FlexibleWorkSchedule or a #Sabbatical , we Got Advice from People Who Have Successfully Gotten What they Asked For.

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Part of business–no matter what type you’re in–is bargaining and asking for what you want, deserve, and need. From going after opportunities to making a case for a raise–or requesting the ability to work from Bali–in a fierce, competitive landscape, standing up for yourself is an often undermined soft skill.

If there’s a part of your current gig that you want to change, consider these negotiation tips from people who have been there, won that:

It is always a bummer to find a company that captivates you with its mission but isn’t hiring. Instead of turning your attention to other pursuits and hoping an opening will will come up, why not pitch yourself? That’s exactly what Daniel Clark did when he discovered Brain.fm. The company didn’t have a budget for a developer, but he was convinced of the company’s potential, so he bargained to prove to them why his skills were needed. And the kicker? He did it for free: “I asked myself what was the ‘win-win’ I could find–what could I give up to eventually get what I want? I came to the conclusion the best way to do it was to give up my salary, and I did just that. I worked the first month for free and knew that if I showed what I could do they would keep me on, worst case, I lose a month salary,” he explained. Considering he’s now the CEO of the company, the risk was worth the wager.

Related: How To Pitch A Role That Doesn’t Exist (Yet)

Understandably not everyone can quit their current gig and lose out on a paycheck, but Clark says there is still a way to state your case and prove it. The first–and most important step–is to come prepared and open-minded. When you’re vying for a job opening that isn’t technically available, he says the worst case scenario is a “no”–so prove to them why you’re a “yes.” Negotiation simply is a process aimed at reaching an agreement between two parties. Usually it has to be successful for both people, and can’t be tipped in anyone’s favor.

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Continue of article:

HOW TO NEGOTIATE REMOTE WORK

As the freelancing population continues to increase, the requirement of an office space decreases. More solopreneurs are taking their gigs around the world, where only strong Wi-Fi is required to meet deadlines and maintain cash flow. Even so, it takes a shift in thinking for most managers. So when the director of administration and marketing at the Player Progression Academy (PPA), Annie Gavett, was offered the opportunity to globe-trot for a year, she had to figure out a way to make it work. Her former employer declined her request, but PPA was open, since Gavett was honest from the get-go about about her needs. After explaining the ins and outs of the program, sending them a proposal, a few phone calls and in-person interview, they agreed to let her work from anywhere. Though her contract initially featured a lower salary, after four months of hard work, she asked for–and received–a raise. These days, she has two employees who report to her, too.

The key to her success? Gavett says it’s all about self-advocating. “Stand up for yourself. Verbalize your wants and needs. But also have the facts to support why you’re asking for X, Y, and Z. Ask for more than you want and need, and be willing to negotiate down from a higher base,” she adds.

HOW TO NEGOTIATE A LEAVE OF ABSENCE

You’ve heard of folks who take sabbaticals after the loss of a loved one, a tumultuous divorce, or another emotional or physically tasking experience. But what if you just want to take a break? After years of working as an attorney at a large law firm in Manhattan, Stacey Trimmer managed to negotiate a 10-month leave of absence to see the world. After expressing her need to have freedom, she spoke with a partner who–to her surprise–was fully supportive of her idea. “After our discussion, I walked immediately to the associate personnel director’s office to explain my request and was able to say I already had this partner’s backing,” she continued. “She asked for details on when I wanted to leave and return, and the next day I had confirmation that the firm had approved.”

Related: How To Convince Your Boss To Let You Take A Sabbatical

If you’re bargaining for any period of “pause” from your job, Trimmer says it is important to demonstrate and prove your worth over time. That way, when you’re ready to ask for a short (or long) stint away from day-to-day responsibilities, they are willing to hold your position. “It wasn’t just luck that the firm allowed me to take the leave of absence. The reason was that I had produced excellent work for five years and built a lot of trust in several partners and senior associates that were willing to support me,” she added.

HOW TO NEGOTIATE YOUR RATE

As a freelancer, you’re not only your own boss, but often your own accountant, client services executive, psychologist–and the list goes on. As new opportunities come across your inbox, you’re tasked with the sometimes grueling and tricky process of naming your rate. For Jonathan Rick, an entrepreneur and ghostwriter, earning what he is worth was less about negotiation and more about remaining steadfast. While considering taking on a digital-marketing project, he explained the value of the experience and expertise he would bring to the project, when they attempted to lower the rate. “I wasn’t defensive or curt, but I was respectfully firm this is the market rate for professional work,” he explained. “And as it turns out his reluctance wasn’t a negotiating ploy; he didn’t understand the scope of the services I was offering, and so after a few emails, I ended up getting my full fee.”

For those in similar situations, Rick suggests shying away from using ultimatum-like language, even if that’s basically what you’re presenting. “Couch your words in a way that communicates firmness but respect, and resist the temptation to get chatty. Succinctness here is a virtue; often it’s best just to bottom line it and say, ‘This is my rate,’ ” he says. End of story.

HOW TO NEGOTIATE A DEAL WITH A POTENTIAL PARTNER

Regardless of whether you’re a two-person show or a full-service company with dozens of offices, effectively working with current and potential partnerships is essential to the growth of your company. And frankly, your career prospects. President of Enterprise Strategic Partnerships Glenda McNeal at American Express has worked on some of the credit card company’s largest deals, including Hilton, Marriott, PayPal, and others. To ensure they are receiving as much as they’re giving, they often use a creative approach to these negotiations, outlining in specific ways the value they’re bringing to the table–either through co-branded products, tech integration or access to customers. “By taking an enterprise view of a potential or existing partnership, we can develop more holistic and deeper relationships that derive mutual value for years to come,” she explains.

For smaller operations, McNeal recommends starting with the outcome and developing your strategy for execution from day one. “Engage your team early on to develop a game plan that is agile and takes into consideration compromise, concessions and trade-offs. Preparation and focus provide a shared vision for the team, clarity on the process and a clear roadmap to the end game,” she shared.

HOW TO NEGOTIATE WITH A DIFFICULT CLIENT

There are great people to work with–and not so easy-peasy. No matter your industry, you’re bound to come across personalities that don’t mesh with your own, or whose ethics aren’t up to the standard you require. For beauty expert Sara Drury, being taken seriously as a hair and makeup artist is an uphill battle, especially when agreed-to terms are broken. Once, a client agreed to pay a certain amount and then tried to pay less when an invoice was due. Instead of typing up the angry email she wanted to pen, she decided to pick up the phone and cut to the chase, stat. “I wanted her to hear my voice and know that I wasn’t angry, but I wasn’t going to let that stand,” she explained. “We discussed the situation and, while I knew she wasn’t happy about it, eventually she agreed to pay me the full amount.”

For those who are less comfortable with confrontation, this method can be intimidating, but Drury stresses the importances of leaning into it: “Regardless of the profession you are in, there will be times that you have to stand up for yourself,” she shares. “Believe it or not, you teach people how to treat you by the way you treat yourself. You can be kind while still standing your ground.”

 

FastCompany.com | July 19, 2018 | BY LINDSAY TIGAR 7 MINUTE READ