IT Management Slideshow: Advance Your Career with The Art of NegotiationBy Jennifer Lawinski | Posted 01-13-2012
Making a human connection makes it six times more likely you'll meet your goals: 90% versus 16%.
Use Your Feelings
Valuing and understanding emotions and perception is more successful than using power, leverage or rationality when negotiating with your CEO.
Talk to your peers about what's made their negotiations successful with the CEO. Talk to former executives, too.
Know Your Worth
Make yourself valuable to the company by figuring out what it fears and how you can fix it. For example, there may be staffing issues or ways to improve an employee's programming skills.
Don't ask for everything at once. Go in small increments.
Back to the Future
It's better to ask how you can get a raise tomorrow than to ask for a raise for what you've done. Find out what the bar is, and surpass it.
Separate But Equal
If you're moving on to a new organization, tailor a separate resume for each company, with its own cover letter for each person you contact. Do your homework.
When looking for a new position, find creative ways to make yourself stand out from the pack, even if it means volunteering your time and expertise. This wins jobs.
Slow and Steady
Be persistent, but not pushy.
Even executives need to put their best face forward. Always answer questions clearly and concisely. Don't evade. Be early, look people in the eye and be sure to smile.