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Tactic #55- Building a Bridge
Summary: Making an introductory offer or
giving a discounted price in order to gain credibility.
Sometimes you need to toss your counterpart a rope
or build a bridge that provides a path to a win-win negotiation.
Example
A copy
shop is trying to get a major corporation as a customer. After a year of
effort, the corporation has still not even given the copy shop a project
to bid on. So the owner of the shop calls the corporate buyer with a
proposition: “I want so much to work with your corporation,” he says,
“that I am willing to do the first job, up to $250, for free. With no
money at risk, would you be willing to let me do one job so we can
demonstrate our copy quality and service?” The corporate buyer agrees.
Counter
If the corporate buyer does not want to switch copy companies, the best
counter in this situation would be a simple refusal of the offer. The
corporate buyer could also use a Conditional No, saying he is
unable to give the copy owner a job right now, but may have a project
for him next month.
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by
Peter Stark and Jane Flaherty.
BIG WEEK for
The Only Negotiating Guide You'll Ever Need
- Entered into it's seventh printing this
week
- Will be published in Chinese
- Top seller at Staples
Thanks for your support! Purchase your
copy at Amazon.com and receive our special report - I Want a
Raise! (see details below)
Ask the
Negotiator
Dear
Peter,
What can you tell me to negotiate a raise with a company that does
not give raises unless you leave your current team and desk to
become a high level manager?
I have tried and have not been successful to get a raise at my
current desk. I feel I do deserve a raise without having to
leave and go to a new team and become a high level manager.
Thank you,
Adele
Dear Adele,
To tackle this challenge, our advice is to "sell" your
accomplishments to your boss. Throughout your performance cycle,
keep notes regarding how you have not only met, but exceeded
expectations for your job. When you meet with your boss, be prepared
to discuss the value you have added to your position, his/her
position, and the company. On a daily basis, look for opportunities
to add value by taking on additional responsibilities and solving
tough problems.
It may be difficult for you to negotiate a raise if there are
several people in your class of secretarial positions and you are at
the top of your pay scale. If the company gives you a raise, it may
put the company in an awkward position with the other people in
similar positions.
So what can you do? The fastest way to get a raise is to go out and
find a new job. Most new jobs pay more money because people do not
switch jobs to take the same or less pay. When you give your notice,
the company needs to decide if they want to offer you a raise or a
new job with a higher level manager. If there is no counter offer,
you have still succeeded in gaining your well deserved raise.
If you love you current job and company, here is a second option.
Ask your boss what specific things you need to accomplish or what
new responsibilities you need to take on in order to be given a
raise. I encourage you to be very specific in your raise goals. How
much more money do you feel you deserve in this position? Where did
you obtain your facts to support your raise goals in relationship to
the competitive job market? Be willing to share your facts with your
boss to support why you feel you deserve a raise. If your boss still
tells you there is no possible raise or higher level positions, at
least then you know your options lie outside your company.
Last, and this is tough feedback. If you are not able to secure a
raise, and you are still not happy, go out and find another job. You
will do yourself and the company a big favor. Don't whine, don't
complain, take responsibility and take action.
Best
Regards,
Peter
SPECIAL OFFER - Purchase The Only
Negotiating Guide You'll Ever Need at Amazon.com, forward your
order confirmation to us (info@everyonenegotiates.com), and
we'll give you a free copy of our special report, I Want a
Raise! ($49.95), designed to provide you with the insights you
need to receive the compensation you deserve.
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge to mailto:patti@pbsconsulting.com.
If your challenge gets published, we'll send you an autographed copy
of The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty ($14.95 retail)
WOW!!
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
9 Dealing with the Untrustworthy Counterpart
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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