Episode 157 - Negotiation Techniques from a former FBI Hostage Negotiator
Labels
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Let\u2019s explore the space between offer and acceptance \u2013 the space between \u201cyes\u201d and \u201cno\u201d is labels.
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\u201cIt seems like\u2026\u201d \u201cIt sounds like\u2026\u201d \u201cIt looks like\u2026\u201d\xa0 (Followed by an effective pause.)
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It\u2019s critical to not \u201cstep\u201d on your label by following it with a question or some sort of an explanation. You\u2019ve got to let them sink in.
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\u201cIt seems like there\u2019s some flexibility in this package?\u201d
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\u201cIt sounds like there\u2019s more here?\u201d
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\u201cIt seems like you have some ranges in mind?\u201d
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\u201cIt looks like you\u2019ve used certain criteria to come up with this offer?\u201d
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Labels are a great way to gather more information and to test positions.\xa0 They do it in a way that doesn\u2019t make people feel backed into a corner. They\u2019re effective in place of questions where basically you\u2019d normally be looking for just a \u201cyes\u201d or a \u201cno\u201d and they always get more information. They open up dialog in a really gentle, yet quietly firm way.
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Salary negotiations are particularly important because as I\u2019ve said before, people are testing you as both a co-worker and an ambassador. They really don\u2019t want you to be a push-over and they don\u2019t want you to be a jerk. Salary negotiations shouldn\u2019t be limited to just salary. Salary pays your mortgage but terms build your career.
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\u201cIt seems like there\u2019s a bigger picture here for this position?\u201d
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\u201cIt looks like your company has a future vision I fit into.\u201d
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\u201cIt seems like this position fits a broader need within the company.\u201d
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\u201cIt looks like there\u2019s some built in opportunities for professional development?\u201d
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\u201cIt looks like this position fits a critical need.\u201d
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These labels can also be expressed as statements or questions (upward inflection \u2013 question; downward inflection \u2013 statement).
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Employers appreciate someone with insight who \u201cgets it\u201d. Labels are a great way to demonstrate competence and insight. Both of these are characteristics that either merit a higher offer now, or position you for one down the line.
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Please remember, plan for your success with good terms within the overall package that build your career. Labels help you flesh that out and build the success of both your career and your employer!