How to Negotiate

At some point in your career, you may find yourself in a position to ask for something that really matters to you — a raise, more flexibility or better benefits, for example. These requests aren't always answered with an easy yes, and that’s where negotiation may come in.

While it may sound intimidating, it doesn’t have to be. Here’s what negotiation involves, and how you can strengthen your negotiation skills to handle these important conversations with confidence, professionalism and a clear case for what you want.

What is Negotiation?

At its simplest, negotiation is a conversation to find common ground and reach an agreement. Negotiation can happen anywhere — from home to a store to work. In a professional setting, these conversations often take place between employees and employers.

"A negotiation can be a discussion surrounding any number of work-related details," said Colleen MacBride, career advisor at Southern New Hampshire University (SNHU). "Negotiation is not just something you might do while starting a new position, but rather something you could do at any time during your career."

For some employees, negotiation is an even larger part of their day-to-day. “In another context, an employee might negotiate regularly in their position if they work (in) sales or with contracts in any capacity,” MacBride said.

But, MacBride noted, sometimes no compromise is reached during a negotiation and nothing changes. Understanding what’s negotiable and how to approach the conversation can improve your chance of success.

What Can You Negotiate?

Negotiation can happen in all kinds of situations, such as:

• Assigning household chores
• Creating a business contract
• Making an offer on a house
• Resolving a disagreement
• Settling on the price of a car

When considering what can be negotiated at work, MacBride said that while salary is often the first thing that comes to mind, employees should think more broadly about what matters most to them and what makes sense for their individual circumstances. Plus, as the workplace changes over time, there might be even more to negotiate than you might initially think.

“(For example,) if you become remote, you might inquire about a stipend for a home office,” she said. “Alternatively, if you’re remote and have to return to the office, you might inquire about a raise to offset the commute. If you’re moving, ask about incorporating a relocation stipend in your role.”

Parents might also consider whether their employers offer childcare assistance, which is another possible negotiation point, MacBride noted.

Nothing is necessarily off limits in a negotiation, she said, but it helps to understand what an employer can realistically offer, which is often outlined in the employee handbook. For those new to a position, she said that reviewing the company’s website can provide insight into its culture, values and offerings before approaching a negotiation.

It’s reasonable to consider negotiating the following, according to MacBride:

Benefits

This can include paid time off (PTO), such as asking for a few extra vacation days each year, or insurance. Some employers even offer perks like gym memberships, discounted phone plans or travel stipends, all of which can be negotiated. What’s possible often depends on your situation.

Take insurance, for example. “If you’re someone who doesn’t need insurance — because, let’s say, you’re insured through a spouse — this could be a good topic to bring up,” she said. “Depending on how the insurance is structured, this could change a manager’s mind on salary because you’re less expensive to employ.”

Job Scope

If your job scope includes managing social media, for example, that might cover writing posts, scheduling content and monitoring engagement, but not designing a flyer for the company’s website. If your employer asked you to take on that task, that could be something to negotiate.

“You could negotiate job responsibilities, usually in the form of ‘I want this additional responsibility because it’s more aligned with my role’ or ‘I do not want this additional responsibility because it’s outside of my job scope,’” MacBride said. “Both reasonable things to ask.”

Schedule

MacBride said that schedule is an often overlooked negotiation point that can be easier to compromise on than benefits or pay. It can also make a big difference in overall job satisfaction.

“Maybe earlier or later hours work better for you, or a hybrid schedule would allow you the growth and flexibility you need for your role,” she said.

Promotion/Title

When your role grows beyond its original scope, a title change might be worth discussing.

“Sometimes you’re hired for a job and as time passes, your responsibilities might expand or change drastically,” she said. “In this case, you might negotiate for a change in title, typically one that indicates higher seniority. For example, moving from office admin assistant to office admin supervisor.”

Why is Negotiation Important?

Negotiation is important because strong negotiation skills can help you grow your career and stand out as someone who communicates effectively, said MacBride.

“Being a good negotiator means you know your worth and can articulate your skills and value,” she said. “Even if those are not skills you might be exercising in your everyday role, the level of communication, organization, ambition and confidence required to be a successful negotiator is valuable in any candidate.”

She added that negotiation isn’t just about getting what you want, but about developing skills that translate to every part of your career. “In short,” MacBride said, “it looks good to be a good negotiator, and it will be key to your career growth.”

Negotiation is just one tool for advancing your career. Read how a professional development plan can help you plan for your next steps.

How Do You Negotiate Successfully?

MacBride says there isn’t necessarily a particular formula to follow for a successful negotiation, but there are a few good general reminders.

• Preparation: Employees should plan in advance what they want to say, how they want to say it and back it up with facts, said MacBride. It’s also a good idea to review company materials such as the website and employee handbook before starting the conversation. “Be ready to defend yourself and your value if your supervisor has reservations,” she said.
  
  
• Documentation: “Verbal agreements feel good but mean nothing to official processes,” she said. “Leave a paper — or email — trail,” MacBride said. For that reason, she recommended initiating negotiations by email whenever possible. If you do have to have the discussion by phone, she said it's important to send a follow-up email summarizing the call and thanking them for their time.
  
  
• Perspective: Not every negotiation will go as planned, MacBride noted. Timing might be off, the budget could be tight or there aren’t growth opportunities currently available, for example. “It’s important to advocate for yourself and express your goals and needs,” she said. “But it’s equally important to understand when a situation can’t change.”
  
  
• Persistence: No matter the outcome, MacBride encouraged persistence. “Don’t let rejections discourage you,” she said. “A career is complex and dynamic. If you take charge of your career, potential changes and new opportunities will constantly come and go.”

Not every negotiation ends in agreement. Is that enough to explore other opportunities? Learn about 11 good reasons for leaving a job.

How Can I Improve My Negotiation Skills?

MacBride said one of the best ways to build confidence is to practice with a friend, advisor or even in front of the mirror before entering a real negotiation. “This might sound corny,” she said, “but I advise students to practice out loud. You might have every answer, detail and thought laid out perfectly in your mind, but until you actually verbalize them and apply them in real conversation, your skills won’t improve.”

She also encouraged thorough research and introspection before any negotiation. “Having the right information and knowledge is key,” she said. “Reflect on your skills, strengths, values and what you really want out of your career. Research your market value and explore other opportunities to understand what competitors are doing or what similar job roles look like elsewhere — all good knowledge to bring to your conversation.”

In the end, negotiation is an important part of advocating for yourself in your career. Negotiation skills, including the preparation, confidence and communication they require, are the same qualities that make a strong professional. They’ll set you up for success long after the discussion is over.

Rebecca Cahill is a content marketing assistant and writer at Southern New Hampshire University (SNHU). She is completing her bachelor’s in creative writing and English and plans to pursue a Master of Fine Arts in Creative Writing. Based in Ohio, she also writes for FreshWater Cleveland and serves on the board of Literary Cleveland. When she’s not writing, you’ll find her with a good book, dogs at her side, and surrounded by way too many houseplants. Connect with her on LinkedIn.