This document provides a 4-step process for negotiating along with tips: 1. Plan by determining your best alternative if no deal is reached (BATNA), understanding the other party's priorities, and identifying your negotiating style. 2. Exchange information by building rapport, asking questions to learn the other party's interests, making an ambitious initial offer, and trying to get the other party to offer a number first. 3. Bargain through concessions, considering what you value least and they value most, and thinking through how you will feel about the outcome over different time periods. 4. Commit to the agreement by using strategies like deadlines and highlighting scarcity.

1. NEGOTIATING 101
Tips On Salary & Workplace Negotiations
Debbie Madden
Founder & CEO
Stride
@debbiemadden200
debbie@stridenyc.com

2. 4 Steps
1. Plan
2. Exchange Info
3. Bargain
4. Commit
And then lots of Q&A time

3. STEP 1: PLAN

4. BATNA
• Best Alternative To a Negotiated Agreement
• MUST know this BEFORE you start negotiating
• Example: If don’t get a raise, do you:
• Accept current comp
• Quit
• Do you have another job lined up?
• If not, how long will it take you to get one?
• Do you have cash saved so you can afford no job for X months?
• Know when to walk away
• Asking for raise and getting a lesser raise IS NOT a
BATNA, it’s a negotiated deal.

5. What’s their Pie?

6. Be Yourself
• Everyone has their own natural style of negotiating
• You’ll do better if you accept your style and use it to your
advantage
• Exercise: 10 strangers at a table

7. Which Style Are You?
• Compromise – split 50/50
• Avoiding – do nothing
• Accommodate – you run to them
• Competitive – offer 50/50 split and then refuse to share
• Collaborative – both get behind each other’s chair, both
get $1000
• Bargaining For Advantage Appendix A

8. STEP 2: EXCHANGE INFO

9. Build Rapport
• Find a common interest
• Discuss this first
• Doesn’t have to have anything to do with what you are
negotiating
• Schmooze

10. Ask Questions
• The best negotiators spend 38.5% of the entire
negotiation time gathering information.
• Average negotiators spend 17.9% time

11. Anchor High
• Studies show that you’ll end up in a better place whether
you reach your anchor or not.
• Example:
• What percentage raise do you think you’d ask for?
• Double the percentage
• Be optimistic (not outrageous) with your first offer
• Don’t open optimistic if you have no leverage

12. You Go First If
• You think your high anchor is high
• You think your info is good or better than your
counterpart’s

13. Try and Get them to go first
• “So, what’s your price?”

14. STEP 3: BARGAIN

15. Concessions
• Always leave bargaining room.
• What is least valuable to you?
• What is most valuable to them?
• Research confirms that people receiving concessions feel
better about the bargaining process than people who get
a single firm fair price.
• Example: Think of all the new jobs you’ve ever taken.
Which ones did you get exactly what you initially asked
for? Which ones did you get negotiated down? Which felt
better? I

16. 10/10/10/10
• How will you feel in
• 10 seconds
• 10 minutes
• 10 months
• 10 years

17. STEP 4: COMMIT

18. Strategies
• Deadlines
• Scarcity of supply
• Everbody wants what everybody wants – Barbara
Corcoran

19. CASE STUDIES

20. Salary Negotiations
• Plan – Know who you are negotiating with, what’s their pie
• Start optimistic, and gradually concede to the moderate
price.
• Be specific, use supporting data
• $83,500 is better than $80,000

22. Difficult Co-Workers
Problem Solve,
Compromise
Accommodate, problem
solve, compromise
Competitive, Problem Solve
Compromise
Avoidance, Accommodate,
Compromise

25. Want Practice Negotiating Salary?
• One-on-one time with me if you get a job offer from Stride

26. Q&A

27. NEGOTIATING 101
Tips On Salary & Workplace Negotiations
Debbie Madden
Founder & CEO
Stride
@debbiemadden200
debbie@stridenyc.com