Both Sides Need to Win in Negotiations
In the workplace, there are different kinds of negotiations to consider. Often it involves money or benefits or other things, but it could be a different job assignment or if you are Americans with disabilities, the negotiation could be to make an accommodation.
The most thing is to remember that it should be a “win-win” situation for everyone and doesn’t work if it is favored heavily in the direction of one side or the other.
“You want this to be mutually acceptable,” said Alan Hubbard, Chief Operating Officer for LandAjob. “This is not about using intimidation or scare tactics to get what you want. It is in both parties’ long-term interests to make this work fairly. Realize you might have to give in on some things and they might have to do that too.”
LandAjob works with Americans with disabilities to help them land job opportunities with a job database of more than 600,000 jobs in the United States. They can also help you learn how to receive up to $13,000 in job expenses and reimbursements.
If you are the employee, there are some basic tips you should follow in negotiations. First, according to a Virginia Commonwealth University study, you should speak in a clear and concise voice and set the tone right away.
“As soon as two people meet, a relational climate begins to develop. Many meanings can come from a single sentence just by shifting the emphasis from one word to another. Vocal changes also give clues. If the speaker is trying to hide fear or anger, the voice will probably sound higher or louder, and the rate of talking will be faster than normal. Sadness will produce the opposite vocal pattern, quieter, low-pitched speech delivered at a slower rate,” according to the study.
“Make sure you are relaxed and not speaking in harsh, emotional tones,” said Hubbard. “That will prevent a confrontation from happening.”
Just as important as speaking is listening. Make sure you are looking directly at the person and focusing on what they are saying. Not be thinking about your next question, because it will show.
“When a person puts his or her whole attention on listening, he or she is less likely to miss important nonverbal messages such as facial expressions and voice inflections that provide valuable cues,” according to the Virginia Commonwealth study.
Make sure you understand what the company’s needs are and how what you want to do benefits them in terms of profitability and saving time and money.
“This will be a good move for you,” said Hubbard. “The company will respect that you have put their interests in your thoughts.”
No matter how negotiations go, it is always good to follow up with a thank you message and not express anger at the decision. It might have been a case that it was a good suggestion, but for some reason you don’t know of or they couldn’t tell you, this just wasn’t the right time for it.
(If you are an American with disabilities collecting SSI or SSDI, you can register at www.landajob.org to have access to a database of more than 600,000 jobs in the United States and learn how you can receive up to $13,000 in job expenses and reimbursements. Register for free at www.landajob.org.)