1) One classic negotiation technique is called “the flinch” in negotiation circles. When a hiring manager extends you an offer, he or she is watching your reaction. This is not the time to use the deadpan expression of a poker player. Instead, react with a slight but visible flinch. This sets the stage for the following discussion.
2) Plan your concessions. Know which of your issues are most important and which ones you are OK with losing. Peel off a few that you don’t really care about to help you win the ones you do.
3) Learn as much as you possibly can before the meeting about what may be important to the other side.
4) Don’t be afraid to use a deadlock as a negotiation ploy. Standing your ground may force your opponent into revealing how important you are to their organization. This is a last-ditch strategy, however; they may also withdraw the offer.
5) Do you have a small request that can wait until after your agreement? Sometimes, employers are so glad to be done with the process that they’ll allow you to come back for more once the negotiation is over. But don’t go overboard, or they may reconsider their offer.
6) Be friendly, keep your antennas up, and learn as much as you can about what is important to the other side. “Don’t build walls; build bridges,” says Chester Karrass, negotiation trainer and speaker.
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