Ever heard of the saying “ripping someone off”? It comes from the Bavarian game “Fingerhakeln”: Similar to arm wrestling, the aim here is to see which of the opponents has more strength. The middle fingers are hooked together and then you try to pull the opponent towards you, i.e. over the table. In a figurative sense, this unfortunately happens all too often, be it in everyday situations or important negotiations, for example when it comes to salary. So that you don't get ripped off, we have collected five tips and tricks for you to avoid negotiation pitfalls.
1. Salary negotiation – take the first step
Salary is always a sensitive issue; after all, every employee wants to earn as much as possible and every employer wants to pay as little as possible. When negotiating, you shouldn't be too hesitant and take the first step: throw a really high salary around and see what happens. The psychology behind it: Your negotiating partners will think specifically about your offer, which automatically leads to a better result. Set it high and don't worry about it, because with the first offer you have a strategic advantage on your side.
2. Think first, then direct
Unlike Arnold Schwarzenegger from the Simpsons movie, you are not there to “direct, not think.” For our topic, this means that you shouldn't agree to this or that right at the start of the negotiation - this means you lose your room for maneuver. The same goes for hasty rejections. First listen to the entire offer or suggestions from the other side and then think about it calmly. Don't let yourself be put under pressure because this time has to be there.
3. Stay away from sweet treats
Oh, how thoughtful, there are chocolate and cookies at the negotiation meeting. Attentive? Yes, but not in a good way: sweets cause insulin levels to rise quickly, but then blood sugar levels fall rapidly. This means that you are full of energy for a short time, but then you become tired, less attentive and fall straight into the negotiation trap. We don't want to accuse every negotiating partner of this nasty tactic - maybe the treats are really just a small gift. In any case, the motto is: stay away from it.
4. Small talk – yes, but not too much
Do you get along very well with your negotiating partner and you talk forever about God and the world? This is of course better than an icy atmosphere - as long as time for the essentials is not neglected. Otherwise you might suddenly say: “Oh, now we only have five minutes left – let’s clarify this or that quickly.” You run the risk of making concessions that you normally would, not least because of the nice conversation wouldn't do. Therefore, remain confident and ask to extend the meeting because the matter at hand is very important to you. If that doesn't work, just arrange a new appointment. Good things take time.
5. Don't give anything away
The following applies to every trade: If you give to me, I'll give to you. Making concessions without getting anything in return puts you in a bad position in negotiations. So make sure that for everything you concede, you immediately receive something of equal value.
Before you start negotiating your job, you first have to apply. We have tips on how to apply correctly as a graduate .
An important negotiation meeting coming up? We'll tell you what you need to pay attention to.
