About this episode
#532: We’re diving deep into the art of negotiation, especially when it comes to asking for a raise. The episode is broken down into three main parts, each designed to give you practical tools and insights that you can apply right away. First up, setting the stage. Before you even think about negotiating, it’s crucial to understand the difference between “interests” and “positions.” You’ll learn why knowing the underlying reasons behind what both you and the other party want is key to finding a win-win solution. We’ll also talk about how to prepare yourself, including knowing your BATNA (Best Alternative to a Negotiated Agreement), your aspiration point, and your reservation point. Plus, you’ll get tips on how to build rapport and strategically frame your requests to set the tone for a successful negotiation. Next, we move into taking action. Here’s where you get the practical strategies you can use during the negotiation itself. We’ll cover techniques like anchoring—where you set the initial offer to guide the conversation—and how to make strategic concessions. You’ll also learn about the power of silence, managing your emotions, and making sure that any concessions you make are balanced by getting something in return. Finally, we tackle more complex situations. Sometimes, negotiations aren’t straightforward. Maybe you’re dealing with a difficult negotiator who’s being aggressive, uncooperative, or even deceitful. In this part, we’ll discuss how to handle these tricky scenarios while still aiming for a win-win outcome. Throughout the episode, you’ll get a clear, actionable framework that you can use to negotiate effectively, whether it’s for a raise, closing a business deal, or even in your personal life. The focus is on preparation, understanding what both sides truly want, and using smart strategies to reach an agreement that works for everyone. ____ Timestamps Note: Timestamps will vary on individual devices based on dynamic advertising run times 1:15 - Introduces negotiation, focusing on asking for a raise 3:45 - Explains interests vs. positions in negotiation 6:10 - Prepares by knowing your BATNA, aspiration, and reservation points 9:30 - Builds rapport and trust before negotiating 12:20 - Frames arguments to align with other party’s interests 15:05 - Introduces anchoring to set the tone 18:40 - Makes concessions while ensuring reciprocity 22:10 - Uses silence strategically in negotiations 25:55 - Manages emotions, avoids triggers in tense talks 29:40 - Creates value by expanding negotiation scope 33:25 - Prioritizes and bundles issues in multi-issue negotiations 37:15 - Deals with difficult negotiators like aggressors and stonewallers 41:00 - Recognizes closing signals to finalize a deal 44:45 - Documents agreements to avoid post-settlement disputes 47:30 - Reflects on each negotiation to improve For more information, visit the show notes at https://affordanything.com/episode532 Learn more about your ad choices. Visit podcastchoices.com/adchoices