Cash at work

Negotiating your career path requires a little give and take

Patient communication can reap rewards in the workplace, says Marianne Curphey

It's one of the most prized skills in the workplace, and it can get you what you want and more, but most of us have no idea how to negotiate. Yet as working practices change, the ability to broker agreements is becoming a key part of office life.

'We no longer live in a world where people do things because of the authority of the person who is instructing them,' says David Thomas, chief executive of the Careers Research and Advisory Centre (CRAC).

'People in authority need to put their point across persuasively. It is not enough to have the title of manager, you must be able to make your case. It is the challenge of a working life where there is a lack of certainty about hierarchy and how tasks should be approached.'

Two very public examples illustrate this point: many people were unconvinced by Tony Blair's arguments in favour of a war with Iraq. In effect, he failed to negotiate with the electorate. Similarly, Andy Gilchrist, leader of the Fire Brigades Union (FBU), took a hard negotiating position and demanded a 40 per cent pay rise for his members. Yet it is debatable whether industrial action will secure a better deal.

Gerald Atkinson teaches negotiation to executives at Henley Management College. He says: 'In the firefighters' dispute both sides made appalling errors in negotiation. The FBU's demand fell into the extreme category and Gilchrist was playing a confrontational game from the start. On the other hand, the employers had no common objective and there were so many different agendas that it was difficult for them to draw up a coherent strategy for negotiation. This illustrates one of the most important points in negotiation: be clear about what you want and have a strategy and be prepared.

'Negotiation is a game of moves, counter moves and surprise tactics. Not everyone knows how to, or wants to, play it. There is one type of personality who will never negotiate - they are too trusting and co-operative when they need to be hard-nosed.'

Since most organisations run team projects, being able to negotiate with co-workers is essential, says Thomas. 'You need negotiating skills in the office because you have to be able to get people to understand your point of view. You also need to interpret and appreciate the views of others. Younger people have taken this on board; older workers must think about the way work has changed. Just because you are in a position of authority, your staff may not do as you ask unless they agree with it.'

Negotiating also ensures you don't get bullied. 'You need an insight into when someone is bluffing and when you can apply pressure to secure a deal,' says Atkinson. 'Some people are tough and direct while others are sales-orientated.'

Before you start, draw up a proposal, but be prepared to scale it back to a more realistic position, and have a worst-case scenario so you know when to walk away.

If you are negotiating with a co-worker, you need to understand the psychology of persuasion to avoid conflict. When you are dealing with your boss, you need to take a non-confrontational approach and ensure you illustrate your point of view.

One of the most difficult parts is being able to handle conflict and rejection, says Atkinson. It's not just how you react when you are turned down, but how others react if you do the same to them. 'Sometimes you have to be prepared for the other party to lash out.'

It helps to be clear about who you are negotiating with and how much power they hold. 'The more Machiavellian type of person will needle you to get a reaction, and it's important to stay calm,' says Atkinson. 'The mark of a successful negotiator is self-confidence.'

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