Negotiation Strategies March 23, 2012

Pick the Best Place and Time to Negotiate

Anyone considering whether to ask the boss for a raise should be aware that there is a right time and place to ask. You have to set the stage for a “yes” answer. Where and when to negotiate are key considerations in your strategy.

Statistics show that generally, we are all each better at negotiating on our home turf- places where we are familiar with our surroundings and have the resources we need close at hand.

When we are on unfamiliar terrain, even the simple things in life become more complex. Being close to home gives you greater access to information and advice from others.

It allows you to communicate efficiently with those in your organization. The home team usually holds the high ground in negotiation.

This is not always the case, so the rule about where to negotiate is this: negotiate at home if all other things are equal.

Negotiate away from home if you can learn more about the other side at their location or if you want to see or inspect certain things there for yourself.

Negotiate away from home if you want to isolate the other party from information about you that they might use to their advantage, or if you want to keep them away from your upper level decision makers.