To get a good outcome, start by being prepared.
FEW employees are really ever quite satisfied with their pay packet. Perhaps for a brief spell of contentment after a decent pay rise, Oliver-like inclinations to say: 'Please sir, may I have some more?' may subside a little.
How to Go About Negotiating for a Better Pay
Straits Times
2012-03-19
The Negotiator Journey to Perfection
Insight
2011-05-01
Perfect negotiators explore all the facets of a negotiation. They negotiate value, but also process and relationship.
The Art of the Deal: Is Ethics in the Picture?
INSEAD Knowledge
2011-02-21
Can you walk away from the negotiating table with a contract in your pocket and your ethics intact?
How to Get Your Way in Negotiation
Human Resourses Online
2010-10-06
The difference between a "win-lose" and "win-win" situation is the level of power two parties choose to demonstrate during negotiation.
The Pursuit of Value
INSEAD Knowledge
2010-09-22
It’s all too easy, if you have the upper hand in negotiations – whether it be through information asymmetry or generally a more favourable position -- to make full use of a power play in negotiations to get what you want, with the winner taking all and the loser walking away empty-handed.
Negotiate Value, Not Price, To Achieve Better Business Outcomes
Investor's Business Daily
2010-09-03
Some managers are so eager to be liked that they let employees run the show. A similar trap befalls poor negotiators.
