Mastering the Mindset of a Successful Negotiator: Identifying Unhelpful and Unproductive Statements in Negotiation
If you know me, you have heard me repeatedly say that one of the most significant steps in cultivating a successful negotiator is getting people comfortable about having a conversation about their needs and wants. Unfortunately, we are bombarded with messages that undermine the importance of feeling confident about expressing our desires. I often practice expressing my needs and wants, especially if someone offers help. I also keep a wish list nearby so that I can communicate my VISION easily.
And trust me, THOSE WHO HAVE A VISION WIN!
There is a Proverb that says, “Where there is no vision, the people perish.”
This post aims to highlight unproductive messages that may halt your growth around articulating your VISION. These statements lead to a deficit mindset, a mindset of panic, and concern. An attitude grounded in fear will undermine your VISION. I will share ideas that encourage you to talk about your needs and want in the future.
For now, let’s “roll our eyes” together at the following statements:
The market is so competitive.
There are not enough jobs for people with PhDs.
We are in a pandemic.
You should be lucky to get an offer. Besides, you are just finishing graduate school.
If you ask for too much, the job will think you are demanding.
If you try to negotiate, you will lose the job offer.
Negotiating is unfair.
Why do you think you deserve something that others do not have?
Significant budget cuts are happening.
Don’t focus too much on salary focus on other things you can negotiate.
As I roll my eyes one final time in disgust, I’d like to remind you that the following statements do not inspire you to communicate your vision. These statements could be more productive because they discourage discussing your wants and needs.
Regardless of the unproductive messages you may hear, you want to take some time to reflect on how you see yourself as it relates to service, teaching, and research at the university. The goal is to find time to dream up the best-case scenario while not allowing unproductive messages to take up space as you dream.
More tips on the mindset of a successful negotiator are provided in my children’s book (for academics), “The ABCs of Negotiating”.
WE ARE CULTIVATING NEGOTIATORS OVER HERE!
