Recently, I helped a brilliant friend negotiate a job offer. He\u2019s literally a rocket scientist. But brilliance doesn\u2019t make him immune to the emotions that come with a negotiation this personal.<\/p>\n\n\n\n
He was excited about the opportunity, but when the offer came in, it wasn\u2019t what he\u2019d hoped for. In fairness, the employer had been upfront: The role was designed for someone with less experience, and he was welcome to help shape it to better fit his qualifications. That\u2019s when I got the call.<\/p>\n\n\n\n
In a negotiation like this, it\u2019s easy to fixate on the big-ticket item: salary. But as in any commercial deal, price isn\u2019t the only variable. So, our first task was to look past the obvious and figure out what would make this job genuinely exciting for him. That was the fun part. The hard part was still to come.<\/p>\n\n\n\n
Once we had his list of requirements, I asked a question that was surprisingly tough for him to answer: What would make you walk away? It was tough because this deal was about him<\/em>. It wasn\u2019t just a statement about his career \u2014 it would shape his family, his finances, and his future. Every aspect of the answer carried weight.<\/p>\n\n\n\n Our judgment gets skewed when we\u2019re emotionally invested in the outcome. We blow some things out of proportion and look right past others that need to be addressed. We give ground unnecessarily, miss chances to create value, and accept deals we shouldn\u2019t.<\/p>\n\n\n\n Now, I\u2019m not suggesting you remove emotion from negotiation. I\u2019d argue it\u2019s required to be a good negotiator. Emotion is what lets us build empathy, defuse tension, and bring enough enthusiasm to move a deal forward.<\/p>\n\n\n\n The trick is channeling your emotion, especially when you\u2019re personally invested. When a deal impacts your reputation or compensation, here are 5 ways to keep emotion from making the decision for you . . .<\/p>\n\n\n\n 1. Borrow someone else\u2019s objectivity.<\/strong> Talk to someone who has no stake in the outcome and get their read on the situation. They\u2019ll see what you can\u2019t, and they\u2019ll keep you grounded when you start to drift.<\/p>\n\n\n\n 2. Ask before you react.<\/strong> When something doesn\u2019t make sense, or doesn\u2019t match what you think should happen, the emotional response comes fast. Take a beat and ask for clarification.<\/p>\n\n\n\n 3. Possibilities before absolutes.<\/strong> Before you dig your heels in, ask yourself, What would I need to say yes to this?<\/em> That one question shifts you from defending a position to exploring what\u2019s possible.<\/p>\n\n\n\n 4. Know what matters most.<\/strong> Rank your issues. When you know what matters most to you, and how each item stacks up against the others, you won\u2019t burn energy fighting over the inconsequential.<\/p>\n\n\n\n 5. Pressure-test your walk-away.<\/strong> When your livelihood feels like it\u2019s on the line, knowing when to walk away is your lifeline. But don\u2019t just set it \u2014 test it. Ask yourself, Will I be happy with this deal a year from now?<\/em> Stepping into the future and looking back is one of the best reality checks.<\/p>\n\n\n\n In the end, my friend landed a great job, and together we crafted a deal that will take care of him and his family for the foreseeable future. It was an emotional roller coaster. He told me that if he\u2019d done it on his own, he would\u2019ve either settled for less or lost the job entirely.<\/p>\n\n\n\n My role, to be objective, was much easier than his. After all, a negotiation doesn\u2019t have to be a solo endeavor.<\/p>\n\n\n\n Emotional investment in your deal may be unavoidable, but it creates blind spots. Rely on Scotwork\u2019s expertise for a clear perspective on your negotiation. Get in touch with one of our experts today:<\/p>\n\n\n\n E: info@scotwork.co.nz<\/p>\n\n\n\n P: 021398644<\/p>\n\n\n\n Should I negotiate more than salary in a job offer?<\/strong> How do I figure out my walk-away point?<\/strong> Who should I ask for an outside opinion?<\/strong> How do I keep emotion from taking over during the negotiation itself?<\/strong> <\/p>\n","protected":false},"excerpt":{"rendered":" Recently, I helped a brilliant friend negotiate a job offer. He\u2019s literally a rocket scientist. But brilliance doesn\u2019t make him immune to the emotions that come with a negotiation this personal. He was excited about the opportunity, but when the offer came in, it wasn\u2019t what he\u2019d hoped for. In fairness, the employer had been…<\/p>\n","protected":false},"author":65,"featured_media":13368,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_legacy_url":"","footnotes":""},"categories":[1],"tags":[],"class_list":["post-13363","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"\nNegotiation Training and Consulting to Get Your Best Deal, Even When It\u2019s About You.<\/strong><\/h2>\n\n\n\n
FAQ<\/strong><\/h2>\n\n\n\n
<\/strong>Yes. Salary is the most visible variable, but rarely the only one. Scope, title, flexibility, and development can contribute equally to your happiness in the role, and they\u2019re often easier for an employer to move on.<\/p>\n\n\n\n
<\/strong>Start by asking what would make the deal not worth taking, then test it by imagining yourself a year from now. If you\u2019d regret the deal, you\u2019ve found your line.<\/p>\n\n\n\n
<\/strong>Someone you trust who has no stake in the outcome: a mentor, a former colleague, or a friend with negotiation experience. Ideally not a spouse or family member, since they\u2019re invested too.<\/p>\n\n\n\n
<\/strong>Slow down. Ask questions before reacting, and keep your priorities written down so you can check every proposal against what actually matters to you.<\/p>\n\n\n\n