Negotiation Skills: The Missing Ingredient to Career Success

Negotiation Skills: The Missing
Ingredient to Career Success
by Jack Molisani
Executive Director, The LavaCon Conference
@JackMolisani

About the Speaker
 Project Officer in the USAF
 Author, Be The Captain of Your Career
 President, ProSpring Technical
Staffing
 Executive Director, The LavaCon
Conference on Content Strategy and
TechComm Management

Overview
 This session is about soft skills in the
workplace, including negotiation skills
 Not how to get the best deal on a car,
house or new set of luggage
 Lessons learned from 30+ years as
an employee, contractor, consultant,
and finally a business owner

Soft Skills Survey
 I posted on social media a survey
about what soft skills do content
strategists need to be successful
 We received almost 100 different
answers
 We organized them by commonalities
 Here are the top 10 answers

Soft Skills Top Answer: Negotiation
 Workplace Negotiation Skills
 Diplomacy
 Conflict Resolution
 Relationship Building
 Finding Common Ground
 Influence Without Authority
 Managing Project Scope

What is Negotiation?
 To attempt to come to an agreement
on something through discussion
and compromise (Dictionary.com)
 The process of achieving agreement
through discussion (Wiktionary.com)
 Conferring, discussing, or bargaining
to reach agreement (Websters)

Latin negotiatio < Latin negotiatio
(“the carrying on of business,
a wholesale business”) < negotiari
(“to carry on business”)

Negotiation is the art of giving up
as little of what you have in order to
get what you want.
Jack Molisani

What are You Negotiating?
 Your Compensation
 Project Scope
 Project Deadlines
 Resources
 Headcount
 Budgets

Basics
 One negotiates to get to a common
agreement
 I think all negotiations have to be either
Win-Win or Lose-Lose to be considered
“successful”
– A sale: The buyer got the product (or service)
they wanted at a price they could afford, the
seller still made a profit
– A war: Split the territory in dispute. Neither side
is happy, but it’s better than fighting

Before You Start
 Chellie Campbell, author of
Zero to Zillionaire, talks about doing
business with “Your People”
 Your People value your services and are
happy to pay your rates for a quality
product or service. They want to strike a
deal that is good for both parties.
 Find Your People and negotiate with
them.

Before You Start
 Do your homework
 Find out what the going rate is on
the market (buying or selling)
 Set your success criteria: what’s
great, what’s acceptable, when to
walk away
 More on these later in the
presentation

At the Start
 Don’t just start with numbers. Try and
build some rapport first.
 Find out what is important to them,
and let them know what is important to
you.
 Then try and come to an agreement
where you both win.

Opening Offers: Theirs
 When possible, let the other side make
the opening offer.
 That is the first insight you get into
what they have in mind as a fair price.
 This lets you know if the deal is even
worth pursuing.

Opening Offers: Theirs
 Warning: People who try to talk you
down to some ridiculous price
saying “you’ll make it up in volume”
or “I can pay you more on the next
job” are not Your People!

Opening Offers: Yours
 There will be times when you will
have to make the opening offer, such
as stating your bill rate or salary
expectations in an interview.
 I have a rule of thumb: The better the
interview went, the higher the number
I quote when they ask for my bill rate.

 However, I always add a qualifier in
case I needed to backpedal.
 I say, “My normal bill rate is $xx/hr…”
and then watch their reaction.

 If they accept my rate without
hesitation, I make a mental note to
raise my rates!
 But if they react negatively, I can
quickly add, “…but I’m flexible given
that this is a long-term contract [given
the state of the economy, etc.].”

 If they react negatively and I have to
backpedal, I also add, “What bill rate
did you have in mind…?”
 I have found that even when people
say they didn’t have a bill rate in mind,
they really did. They just didn’t want to
tell me until they heard what I was
going to say first.

 Perhaps the number with which you
opened was out of range for a Content
Strategist but might be in range for a
Senior Content Strategist.
 In that case you are now negotiating
seniority and title, not just salary!

Handling Objections
 There will be times when the other
party objects to your estimate, your
prices, etc.
 The trick to handling objections is to
discern why they are objecting and
respond accordingly.

Handling Objections
 Be able to defend your numbers:
– What value do you add?
– Have you saved your company money?
– Have you made your company money?
– Increased customer satisfaction?
– Why should a company pay you what
you want?
– The employer’s viewpoint: WIIFM?

Handling Objections
 Be able to defend your numbers:
– Project plans
– Prototypes
– Historical data
– Other sources of hard data

Handling Objections
 If you can show exactly how you came up
with your numbers, the negotiation will
swing away from your numbers and onto
the scope of the project.
 Example: If your bid is 20% more than what
the client has budgeted, you can say,
“What if we replace the installation guide
with a quick-start guide and move the
reference information onto your website
later…?”

Handling Objections
 Notice in that example you are now
negotiating scope not your bill rate to
or hours get the project under budget.
 Bonni Graham did a great presentation
at LavaCon on “How to Create a
Database to Track Historical Data and
Bid Future Jobs.”
 Email me and I’ll send you the link

Handling Objections
 Another way to “handle” an objection
is to just give them what they want.
 I once had a client say, “We want to
bring you on, but your bill rate is $75/hr
and the max we can pay is $72.50.”
 $2.50/hr was absolutely in the range of
what I was willing to give up to get that
contract, so all I had to do was agree!

When to Walk Away
 There are times when the other party
will ask for something that is simply
not acceptable.
 If you absolutely cannot get them to
change, then one option is to simply
walk away.
 Indemnification story

The Importance of Listening
 I’ve heard it said that all salesmen talk
too much. The same thing can be said
for negotiators.
 You should listen more than talk.
 Find out what is important to the
other side and respond accordingly.

Negotiating: Give and Take
 Most people consider making and
receiving concessions as part of the
negotiation process
 Some people would rather say,
“Just give me your best offer” and
take it or leave it.
 But most people expect you to give up
something, or they won’t feel you are
negotiating in good faith.

Negotiating: Give and Take
 So add things to your “wish list” that you
are willing to negotiate away.
 That way you can make concessions while
still preserving what’s important to you.
 What do you think would happen if you
asked for only the exact things you want?
 Plus, they might just say “OK” and give you
everything you asked for!

Keep Your Options Open
 Part of your homework can include getting
bids/offers/estimates from other parties
 You can then say, “XYZ offered me _____,
can you match that?”
 That can be used as a good closing
technique.
 It is easy to walk away from a negotiation
if you have a better offer elsewhere.

A Caution to Buyers
 Before you start negotiating, do your
homework and decide how much time,
effort and money you are willing to
invest in the process.
 Then stick to your plan, and be willing
to walk away if you are not getting
what you want.

Exercise
– Identify what you need.
– Decide what would be great, what would
be acceptable, when to walk away
– Tell the other party why you are there,
but also build some rapport
– Find out what is important to them
– Use that data to handle objections (if any)
and negotiate an acceptable deal

Recap
 Negotiation is the art of giving up as
little of what you have in order to get
what you want.
 Take time to build rapport with the
other party.
 Decide before you start what you want,
what you are willing to give up, and
when to walk away.

Recap
 When possible let the other party make
the opening offer.
 Be able to defend your numbers and
estimates.
 When possible, negotiate project
scope, not your bill rate.
 Go for a Win-Win agreement.

Recap
 Remember to ask questions in a
negotiations (including interviews).
 You cannot address their concerns
unless you know what they are.
 Find and negotiate with Your People.

Jack@lavacon.org
562-726-1800 x201
www.LavaCon.org
Register using the referral code
CSSeattle for $200 off tuition
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Negotiation Skills: The Missing Ingredient to Career Success

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