When it comes to negotiating, preparation is key. To get what you’re after, you have to be ready to counter any and all possible rejections.
According to Michael Wheeler, a Harvard Business School professor who teaches negotiation tactics, having prepared responses is just as important as having a decent proposal. Wheeler explains to Business Insider:
“To get a yes, expect a no. List all the reasons — both good and bad — that your boss might have for turning down your request. Then prepare a solid—but not contentious—response for each.
The adage is useful for other scenarios beyond negotiations too. Like doing a premortem for your projects, expecting a no, or thinking about all the ways you can fail, gives you a road map for all the prep work you need to do in order to guarantee success. A good pitch is only as good as your ability to follow it up—the game isn’t over yet.
Negotiate your way to a higher salary with 8 tips from a Harvard professor who teaches people how | Business Insider
Photo by Vilmos Vincze.