BOTH SIDES WIN
of an article by Mary Beth Grover
Date: September 30, 1991
by Grady McAllister
December 2, 1995
Glover has been reading some people's mail. She poses this
certainly have been moments in your career when you'd have
liked to tell your client--or boss--to stuff it.
she doesn't explain what the "it" is, the situation is
a common one. According to Glover, the real question at hand
is "Which would you rather have: a moment of satisfaction?
Or a good job or good account? "If the second option is your
real objective, then you need to develop negotiation skills.
for example, that you are unhappy with a raise. Many people
would simply turn nasty or dump their problem on the boss's
table. What they should do instead is think about how they
can solve their boss's problem. A good strategy would be to
show your boss "how to justify to his boss "why the raise
an example like this, many people threaten to change jobs:
higher paying job offer can better your chances. But don't
say, "Give me a raise or I'm out of here," says Dale Carnegie
president J. Oliver Crom. "When you put a gun to somebody's
head, they may say pull the trigger."
possible solution is to ask advice. Say that you are in a
quandary because you need the money but don't want to quit
a job that you love so much. That opens up the highway to
if your company comes back with a smaller offer than the other
company, you should accept it if you want to stay. Glover
quotes this insight from communications consultant Kevin Daley:
"You may get more, but it's dangerous. The boss will feel
he's being squeezed by a subordinate and some scar tissue
concludes with an observation that applies to this and many
other types of negotiations:
moral is: If you want to win something more tangible than
momentary satisfaction, negotiate. Telling off can be self-defeating.
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