Negotiation is one of the most important skills to have in the corporate world — whether you are doing it on behalf of your employer or for your own career growth. Unfortunately, when it comes to negotiating for a better salary or a promotion, many employees feel uncomfortable and unsure. According to a poll by the Society of Human Resource Management, around 80 percent of the participants feel uncomfortable discussing money or employment terms.



What’s more, women are less willing to negotiate better terms for their employment than men. In their book "Women Don't Ask: Negotiation and the Gender Divide," authors Linda Babcock and Sara Laschever said that women are pessimistic about what is available to them and can end up getting on average 30 percent less than men.

Here’s a look at the ten best negotiation tactics to help you get the salary you've dreamed of.

1. Share information

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Being guarded and wary of expressing what we want may sound like a smart approach, but it’s not. When you are negotiating your salary, you need to win your employer’s trust, and that can be done only with full disclosure. Once you share what you want and why you're worth it, your prospective employer will likely reciprocate — taking you a step closer to your target price. Some studies show that revealing even unrelated information increases the chance of a positive outcome.



However, sharing doesn’t mean that you reveal everything in one go. Take your time and use honesty to build a rapport.

2. Rank your priorities

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Before you go in for the negotiation, be clear on what all your goals are and prioritize them accordingly. For example: if you are a mother of young children and you need to be home at specific time, you need to decide what kind of working hours you are ready to put in, and how much you are willing to travel for the job. To solve the sorting problem, Adam Grant, a professor at The Wharton School, recommends an approach called rank ordering. This approach encourages you to put all your concerns on the table and to be transparent while negotiating.

3. Set your target price and your walkaway terms

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Northwestern University Professor Adam Galinsky describes the importance of setting two key limits: the deal from which you can easily walk away, and your ideal target offer. Before you start negotiations, it’s vital to know both. Research the market price for your role, research the normal duties expected of you, and read up on the latest industry trends around training and development. When you are equipped with this knowledge, you can easily control the direction of the negotiation as well as make a quick decision, if required.

4. Make the first offer



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Defy conventional wisdom and make the first offer. This can be seen as a sign of power, and power is an important tool while negotiating. Many people are nervous about this and would rather wait for an offer they can react to. But taking the initiative instantly puts you in a positive position: it demonstrates that you've come to the meeting with a clear idea of what you want.

5. Don’t counter too low

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If the first offer you get is nowhere near what you want, don't be influenced by it. If you've done your research and have a clear target price in mind, don't get frightened by a low first offer. Stay positive and present your own position calmly.

6. Counteroffers make both parties more satisfied

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Every candidate wants to feel that they got a good deal, while the employer wants to believe that they drove a hard bargain. Offers and counteroffers — bargaining — can be a productive tactic, if done correctly. Remember: salary isn't the only financial advantage a company can offer you. Think of medical insurance, childcare, vacation time or other potential benefits.





7. Put your request in facts

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When you put forth your requests, they must be reasonable and grounded in clear facts: what you’ve achieved, how much you bring to the role, what your skill sets are. This will increase your chances of getting what you feel you deserve. When discussing achievements, always ground them in specific events. It's not enough to say that you increased turnover: you need to be clear on how and when.

8. Present your value

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If you believe you are not getting the salary you want, it is time to prove your worth to your employer by citing qualifications, return on investment and experience. It does no harm to remind your employer what a talented member of staff they have. If you've added qualifications during your time at the company, mention these in the context of improving your value to the business.

9. Put someone else in your shoes

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If you are hesitant to ask more for yourself, imagine that you’re negotiating on behalf of your family. Some people are hesitant to talk about their own value, but find it easier to bargain if they imagine the benefit a raise will bring to their loved ones. Before the meeting, it can help to remind yourself of the things a better salary could do for your family: better schools, more family time on vacation, a bigger home.

10. Ask – and then stop talking

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Patience is a virtue that may be rewarded. Once you have proposed your asking price, the next step is to wait. It may be nerve-wracking, but it is a useful practice. Silence can be an immensely powerful tool and is certainly a better option than nervous chatter to fill a gap in the conversation.