Naked Negotiator , livre ebook

Austin Macauley Publishers Ltd - W Phillips Michael

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62 pages

English

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Would you like a higher salary? Are you nervous and unsure about how to ask? You're not alone. Research shows that a third of men and more than half of women are uncomfortable asking for a pay rise. This is no trivial matter. Over the course of a typical career, allowing your employer to consistently pay you below the market rate for your role can deprive you of hundreds of thousands of pounds. It doesn't have to be this way. Engaging and entertaining, The Naked Negotiator will arm you with knowledge and confidence. In what often feels like an unfair struggle between experienced, knowledgeable managers and apparently powerless employees, you need no longer fear this most daunting of career challenges.

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Economie gestion

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Publié par	Austin Macauley Publishers Ltd
Date de parution	06 janvier 2023
Nombre de lectures	0
EAN13	9781398479159
Langue	English

Informations légales : prix de location à la page 0,0175€. Cette information est donnée uniquement à titre indicatif conformément à la législation en vigueur.

Extrait

T he N aked N egotiator
How to negotiate the salary you deserve
Michael W Phillips
Austin Macauley Publishers
2023-01-06
The Naked Negotiator Copyright Information © Dedication Prologue Chapter 1 – The Proposal Chapter 2 – The Beginning Chapter 3 – The Research Chapter 4 – The Assignment Chapter 5 – The Result Chapter 6 – The Explanation Chapter 7 – The Rehearsal Chapter 8 – The Realisation Chapter 9 – The Tactics Chapter 10 – The Plan Chapter 11 – The Meeting Epilogue
Copyright Information ©
Michael W Phillips 2023
The right of Michael W Phillips to be identified as author of this work has been asserted by the author in accordance with sections 77 and 78 of the Copyright, Designs and Patents Act 1988.
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior permission of the publishers.
Any person who commits any unauthorized act in relation to this publication may be liable to criminal prosecution and civil claims for damages.
A CIP catalogue record for this title is available from the British Library.
ISBN 9781398479142 (Paperback)
ISBN 9781398479159 (ePub e-book)
www.austinmacauley.com
First Published 2023
Austin Macauley Publishers Ltd ® 1 Canada Square
Canary Wharf
London
E14 5AA
Dedication
Dedicated to my Four Angels
Prologue
E llen looked across the table at Drew, leaning on her elbows.
“What are we going to do?” she said.
“Hmmm?” said Drew, not looking up from his phone.
“What are we going to do?” she said again, this time with more urgency. At last Drew looked up. “About what?”
“About our financial situation. We’re living like paupers, but we still don’t seem to be able to save anything. We’re never going to be able to save enough for a house deposit. We’re never going to get out of this tiny flat.” Her volume was increasing with each sentence.
“Hey, hey, hey!” Drew got up and put a consoling arm around Ellen. “It’s going to be OK.”
“But it isn’t, is it?” she snapped, pulling herself away from his embrace. “Not unless we do something.”
They sat in silence.
“We need more money.”
“I’m doing all the overtime I can. They won’t give me anymore,” retorted Drew. He was getting angry now. “You’re doing fantastic things for that company, but they haven’t given you a raise in three years. You need to tell them.”
“I don’t know how! It’s hard! I’m not that type of person!”
The awkward silence returned.
This time Drew broke the silence. “If you don’t know how, you should learn how.”
“I don’t think they do night-school classes on asking for a pay rise,” Ellen replied, in a sarcastic tone.
Drew scowled; arms folded. Then he said, “The other day when I went to the dentist, I noticed there was an office across the road with a sign that said something like ‘The Naked Negotiator, I can negotiate anything – guaranteed’. Why don’t you see if you can get some help there?”
In negotiation, as in life,
if you don’t know how,
you should learn how.
Chapter 1 – The Proposal
“It Always Seems Impossible Until It’s Done.”
–Nelson Mandela
E llen had had a fantastic morning. Everything seemed to be falling into place. Everybody seemed to understand what she was trying to achieve and, by and large, everybody seemed to be pulling together. All the metrics were heading in the right direction. As she headed out to lunch, the sun was shining, and she was feeling good. She turned into the High Street and then something caught her eye. It was a sign on an office door.
The Naked Negotiator
I can negotiate anything – guaranteed
First consultation free
On the opposite side of the road was Drew’s dentist. She looked back at the office. It was a pretty fancy building. They’re not going to be interested in my piddly problems , she thought. She turned away, but then stopped. I could just enquire, find out how they work . She was still wrestling with the idea in her mind when she realised her hand was already on the door handle. It was a heavy glass door but it swung open silently and effortlessly. Inside was an immaculate office, the walls lined with identical files, each precisely aligned and spaced. At the only desk in the room sat an elegant middle-aged woman tapping away on a keyboard. She looked up immediately and with a beaming smile she said, “Can I help you?”
Ellen’s brain suddenly froze. “Er, I’m…I mean, I was just wondering. Do you…how?”
The smiley lady decided to help. “Do you need a negotiator?”
“Yes,” said Ellen, regaining a little composure. “You see, I need a pay rise and I really can’t…I don’t suppose you handle such trivial matters?”
“On the contrary,” she replied, “the Naked Negotiator loves all negotiations, big and small! He’s in now. Would you like to see him?”
Ellen was a little taken aback. “Don’t I need to make an appointment?”
“Not at all. I just need your name?”
Ellen started to get nervous again. “Ellen. Ellen Standing. Will it take long? I’m on my lunchbreak.”
“No, no. Not long.” The smiley lady leaned forward and pressed an intercom button.
“Ms Ellen Standing to see you. She would like to talk about a pay rise situation.”
“Oh! How wonderful!” came the reply, in a very excited tone. “Send her in.”
Without speaking any further but with an encouraging lift of the eyebrows, the smiley lady motioned towards a large double-door. Like the street door, it opened silently and effortlessly. This office was lined with books, with a single enormous desk. Almost the entire far wall was a large single window, which revealed the most beautiful countryside and the river that ran through the town. Standing gazing out of the window was a tiny, old man in a rather tired-looking business suit. He sensed Ellen’s presence and turned around. Although he stood bolt upright, Ellen guessed he was over 70, maybe a lot older. Bespectacled and bald, but with a skirt of grey hair circling his head and the outsized nose and ears so typical of elderly men, he made her think of a cartoon mad professor. But his large eyes and warm smile gave him a friendly demeanour.
Striding towards her with his hand outstretched, he said, “Welcome, welcome. Do come in.”
Ellen was beginning to have doubts. She towered over him as she shook his hand. This guy’s an expert negotiator? He doesn’t look very intimidating, quite the opposite in fact , she thought.
“Please, please, make yourself comfortable. Let me get you a drink. Tea, coffee, juice?”
“Tea would be lovely, thank you.” Ellen sat on a chair that was placed directly in front of the huge desk. It was soft and welcoming.
The old man hurried over to a drinks station at the side of the office and poured some tea. “Now, I’m sure I have some biscuits here somewhere,” he said as he scrambled around in a cupboard under the drinks station.
“No, really, thank you but no biscuits for me,” Ellen protested.
“Oh, just let me put them out for you. Just in case you get hungry. I’m sure you’ve had a busy morning.” This wasn’t making Ellen feel any better. He’s seeming a lovely old man, she thought, but I need a ruthless bruiser!
He carefully arranged a handful of biscuits on a plate and placed them with the tea next to Ellen. He then pushed his chair alongside the desk to be closer to Ellen. He looked her in the eyes, smiled broadly and said:
“Now, how can I help?” But before she could answer he jumped up and said, “Is that chair comfortable? Would mine be more comfortable for you?”
“No, no. Really, this is fine,” she said, internally rolling her eyes. He sat back down.
“I’m so sorry, I interrupted you when you were about to speak. Please proceed.” Another warm smile, which helped Ellen to relax a little. Her interest was certainly piqued.
“I hope you don’t mind me saying, but you don’t seem like a hard-nosed negotiator.” She quite surprised herself with her boldness.
The Naked Negotiator leaned forward in his chair and said, “Ah, my dear Ellen, you haven’t paid me a penny, but you’ve already learned your first negotiation lesson.” He leant back in his chair and motioned towards a brass plaque on the wall:
Courtesy is the lubrication of negotiation
Use it liberally - It’s free!
“Negotiation is about people. So many negotiators make the basic mistake of thinking they must be cool and aloof. Discourtesy irritates and puts people on edge. It makes them far less likely to co–operate, far more likely to feel that they are in a war.” He leant forward in his chair again. “Do you feel that you’re about to go to war with me, Ellen?” he asked.
“Well, no. I take your point,” she said, but without much conviction. His words made sense, but her experience, what she had seen in movies and on TV, made her sure that an intimidating presence was always going to be more effective in a negotiation than friendly courtesy. Nevertheless, she could feel herself warming to him more as each moment passed.
“Weak, inexperienced negotiators think you have to unsettle the other party to get the best deal. Top negotiators know the opposite is true,” he said, almost in a whisper. “Ellen, always remember this.” He walked over to a whiteboard and wrote:
Great negotiators are great problem solvers,
not great warriors
He looked at Ellen with a beaming smile. He really is the most unthreatening little man I have ever come across , she thought. Is he really going to turn me into a winning negotiator?
She was curious about something. “Why do you call yourself the Naked Negotiator?”
“Well, Ellen, I’ve been a professional negotiator for over forty years. I’ve negotiated contracts all around the world for a myriad of different products and services in a myriad of different sectors, and do you know what I’ve discovered, Ellen?”
Of course, she didn’t. But he paused expectantly, nevertheless. “No?” she replied.
“They’re all the same!” he said triumphantly.
“They’re all the same?”
“Whatever it is you’re negotiating,