NEGOTIATION IS A MIND GAME

– SARAH LIU GIVES ADVICE ON HOW TO PLAY IT

EMBRACE THE POWER OF SILENCE

“In an uncomfortable silence, we tend to get flustered and fill it with things that we don’t mean,” says Sarah. For example, you ask for a raise and your boss falls silent. If you don’t hold your nerve, it’s easy to backtrack and say things like, “Oh, but it’s okay if it can’t happen”, or “I’m willing to accept this amount.” Embracing silence actually gives you and the other person some space and time to have a think about your terms.

NEGOTIATE ANYWHERE/ ANY TIME

Think of negotiating as a muscle you need to constantly flex. If you only ever exercise it during your yearly performance review, is it any wonder it feels awkward? So practise using it. “Never walk away from a situation less than satisfied,” advises Sarah. “Think about whether you’re happy. If you’re not, do something about it.” Not happy with poor service at a hotel you’re staying at? Ask for more. That’s what Sarah did – and she was given a late checkout and a discounted bill.

BE DETERMINED

If you’re naturally a passive person, it can be difficult to adjust to a more aggressive and go-getting mindset. “Look for official training programmes, or ask a mentor, friend or colleague who’s great at negotiating,” says Sarah. “Approach them and ask for advice.” Constantly communicating about improving your negotiation skills will give you that confidence.