Greetings!
This month I cover a technique that will help you be a better
negotiator in business—learning how to "counter".
I've also included a wonderful video clip link that shows
how to counter effectively, during any negotiation.
Also, if you are self-employed, the day-long seminar on how
to set and raise your rates, and talk about money with clients,
is November 9th. The early bird rate expires on October 22nd,
so register soon. There are five spots left. Other events
and info are at the bottom of the newsletter. (This Saturday,
The Money Wise Women's Forum is in Olympia, Wa.)
Article: Want More? Learn
How to "Counter"
Let's start by re-defining negotiation.
Negotiating is simply having a conversation with someone about
what will work for you. And learning how to "counter"
is one way to keep a conversation going with someone. Traditionally,
women have either accepted what someone offered, or walked
away if they didn't like an offer. Negotiating, or simply
talking about an offer, is the "third way".
Usually, this technique comes up in salary negotiations,
but you can use it in many situations. Countering simply means
that when someone offers you something, you respond with what
would work better for you. Important: when someone offers
you something, don't simply say "okay". You don't
have to accept what someone throws out there! When you counter,
you keep the conversation going, and thus the possibilities.
Check out these examples:
Salary negotiation:
If someone offers you $50,000, for example, respond with:
"$50,000? Well, it seems to me that because of the amount
of experience this position requires, $55,000 would be more
appropriate. How would you feel about that?"
Receiving a Raise:
You are talking to your boss about a raise. You are currently
making $16/hour and she offers you $17. Try: "Well, that's
in the ball park. However, I was thinking $19-20/hr, given
my increased level of responsibility."
Being offered a contract:
They say, "Good news! We are going to pay you $700/day."
You respond with: "Well, I'm certainly pleased you are
offering me this contract. However, given the level of skill
that this will require, it feels like $850/day would be fitting.
How would you feel about that?"
Being offered a financial amount that is WAY too
low:
If the amount of money you are being offered for something
is simply too low, rather than walk away, respond with, "Well,
that is an interesting number. Can I ask how you arrived at
that?"
They want you to volunteer your time:
This goes back to "practicing the pause". A great
counter is simply to say, "Let me think about this and
get back to you." By not responding right away, you are
giving yourself time to think about what would work for you.
Remember that countering is simply one way to keep engaging
with someone. In the course of the conversation, you are looking
for what would work for both parties. It's important to know
what you want before the conversation, though. Knowing your
bottom line will help you resist settling for less than you
deserve.
Click
here for the WhitneyandWyatt.com four minute interview
with Mikelann on practicing the pause. It's a fun segment!
© 2007, Mikelann R. Valterra and the Women’s
Earning Institute. Empowering women to earn what they’re really
worth, www.womenearning.com.
Mikelann Valterra may be available to speak to your
group/ organization. As a specialist in earning issues, she
speaks and consults widely on how to earn at your potential
and overcome self-sabotaging beliefs about money. Mikelann@womenearning.com.
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Upcoming
Events and Info (click on
topic for detail)
My
Self-Employed Life Blog
EARN YOUR WORTH GROUPS:
If you are ready to look at your earning issues and make more
money, in the context of group support, consider an Earn Your
Worth support group! These groups meet once a month for three
hours with ten women all focused on how to earn their
worth. First Fridays, 9am to noon or First Wednesdays 6pm
to 9pm. Self-employment issues are emphasized in the day groups.
Day group info, click
here. (The evening group is open to all women. Email Mikelann
for info on evening group.)
October 20, 2007: MoneyWise Women Forum
in Olympia, Washington
The Money Wise Women Forum, hosted by Marcia Brixey, is a
full day of mini-seminars devoted to helping women achieve
financial fitness and empowerment. At the Olympia event, Mikelann
is presenting a powerful lunchtime keynote: Embracing the
Seven Challenges– How women can earn more. For information
and registration, go to www.moneywisewomen.net
or call 360-308-0056. Women love the Money Wise Women
forums, and many attend over and over again.
November 9, Seattle, How to Set
and Raise Your Rates with Confidence!
Seminar with Mikelann Valterra, Friday, 9-5pm, (Women only)
Are you a woman in a service-based business, who would like
to make more money? Than this seminar is for you! From therapists
and graphic designers to consultants and lawyers, setting
the correct fee and raising your fee regularly, are keys to
maintaining a healthy business. But just how do you do this?
Learn how to set the right fee in the first place, when and
how to raise your fee, and how to communicate this increase
easily to clients. Overcome your fears around talking about
money with prospects and clients, and start earning what you're
really worth. This seminar will help you make more money
and have more peace of mind doing it. Early Bird rate
before October 22nd: $195 More
info click here.
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