Salary negotiation can either make your heart beat faster from fear or from excitement. The difference between a skilled negotiator, and one who is flying by the seat of his pants, is that the skilled negotiator knows what to do at each step of the process. The rookie negotiator will often panic out of fear of losing the job offer. The seasoned negotiator knows that, most of the time, the offer isn’t going anywhere, as long as both parties remain calm and cordial. And, this calm attitude can work wonders, since the other party senses that his position is strong. Here are a few thoughts about the role psychology can play in salary negotiation.
1. Diplomacy
One of the dangers of salary negotiations is angering the other party, making them feel slighted, or causing them to think you’re rude. It has been said that diplomacy is the art of telling someone to go to hell, but in doing so, making them look forward to the trip! You don’t have to be a master diplomat when negotiating, but you would be wise to stay attuned to the other party’s disposition. If they’re getting cranky or impatient, it might be time to take a step back and ask yourself if you’re being unreasonable, or if they’re trying to intimidate you.
2. Silence Is Golden
When you put forward an offer, or a counter-offer, the ball is in the other party’s court. By remaining silent and waiting for them to respond, you convey the attitude that you can take it or leave it. It’s important to maintain this attitude, since if the other party senses that you really need the job, they won’t be inclined to give you anything. So stay quiet until you hear something back from them, even if it makes you feel like you’re going to pass out from anxiety. It will probably be well worth it.
