Since Fischer, Ury, and Patton published their best-selling trading book “Getting to Yes,” the view of trading has changed forever. This is a must have book for anyone interested in improving their trading skills.
Fischer and Ury’s first commandment is “Focus on interest rather than position.” When negotiating the purchase of a car, for example, the parts should not be set at a certain price. Instead, they should focus on bottom line interests. Perhaps the buyer is interested not only in a low price, but also in receiving the car quickly. Or maybe he’s interested in buying a trailer at the same time, since his real interest is hauling stuff.
When we focus on the interests involved in the negotiation, the scope of possible agreements is widened. Furthermore, such an approach allows parties to cooperate in a mutual task of finding solutions that create the greatest possible value for both parties rather than getting locked into a value-destroying power struggle.
The first commandment of Fischer/Ury/Patton also applies to the employee or job applicant who negotiates his salary. Before negotiating salary, you should ask yourself: Is my interest just a high salary or is there something else I need? You need to ask yourself what you need the salary for, and see if those needs can be met with more than just cash in the bank. The need for a car can be met with a company car. The need for health insurance can be met by the employer. Etc.
However, it should not stop there. You also need to be very focused on the interests of the employer. The job for which the salary is negotiated fits somewhere in the plans and interests of the employer. The employee or job seeker must understand those plans and interests in order to present themselves as the solution to them or an important contribution to their achievement.