Here is a compilation of useful Negotiation Nuggets and specific applications. 

Whether Debbie was woefully or adequately paid by her prior employer, we can safely surmise that an $11,000 salary increase when joining her new employer reflects an impressive double-digit percentage hike in pay!

Let's assume that the additional $11K brought Debbie solidly above the fair market value for a LTC dietitian in her area.

How did she pull it off? I have no specifics beyond the email that she sent me, but here's a clue: “...the administrator wanted me to stay.”

This gave Debbie situational advantage, known as “negotiation leverage.” My guess is that the administrator was simply willing to pay what Debbie wanted to keep her at the facility.

Application: Assess and explore ways to increase your negotiation leverage before engaging the other party in discussion.

Use transitional phrases to keep the discussion going after you get a “no.” For example:

I see. If that doesn't seem a possibility, I'd to suggest another way...

Perhaps we could explore another way to...

Would you be open to other possibilities for...

Application: A “no” doesn't have to be final if you have acceptable alternatives to an agreement planned ahead of time and are prepared to introduce them.

Get Acknowledgement of the Merits

If your boss responds to your pay raise request with excuses (e.g., “No budget for it.” “Not my decision.”), go for acknowledgement of the merits of granting the raise.

What I hear you saying is that, you would grant my request for a ___% increase if it weren't for the budget constraints. Is that correct? [Presume boss agrees.] Thank you. I appreciate your recognition of the value I'm bringing to the job.

Then move the discussion forward to the next phase.

Application: By getting your boss to acknowledge your contributions and value as an employee, you set the stage to move forward with reframing the pay increase issue or for engaging your boss in a collaborative, problem-solving negotiation of "Plan B" options.

Details for going to the next phase and for several "Plan B" options are covered in Career Coach RD's Ready-for-a-Raise Workbook for Dietitians.
 

Negotiate the First Offer

Employers expect a chosen job candidate to engage in negotiation after the salary offer is made, so the first offer is rarely their best offer. Yet some studies show that women are far more likely than men to accept the first offer without negotiating, so they fail to get the best salary possible.

Application: Adopt the inclination that men have to get what they want by asking, especially in venues where negotiation is expected: a car dealership lot, a yard sale, a proposed salary figure that comes with a new job offer.

Put It In Writing

Use a proposal or other written document wherever possible and practical to push your persuasion efforts past the tipping point. Emphasize the interests of the other party, while still addressing your needs.

Application: If you want approval to go to FNCE next year, outline in writing how your attendance benefits your manager. Use the Approved & Paid Conference Attendance Proposal Template from Career Coach RD. It's free.

Create and Demonstrate Value

“Creating value is a key move...but you do have to demonstrate it...you must make sure that it is firmly implanted in the other person's mind...the people we negotiate with must be reminded of our contributions.” Everyday Negotiation, by Deborah Kolb and Judith Williams, page 83.

Application: Keep a job accomplishment journal throughout the year so you have a ready reference of the value you have contributed when negotiating for a raise. Your boss will need to be reminded! (Get more details on this topic in the Ready-for-a-Raise Workbook for Dietitians.)

It's Different With Men

“If you are a woman negotiating with a man who favors a competitive style, you will find it effective to establish your credentials before you begin to seriously discuss the issues. You might mention people you know in common, your accomplishments and your position, or demonstrate your expertise in the subject matter you are discussing.” A Women's Guide to Successful Negotiating, by Lee E. Miller and Jessica Miller, page 131.

Application: Whether it's your spouse, boss, client or coworker, “...adjust your negotiating approach depending on whether you are dealing with a man or a woman.” Get more specific tips, including negotiating turn ons and turns offs for men, in the 'Mars and Venus' chapter of Miller and Miller's book.

Generate Options

Set Ambitious Target Goals

Dietitians routinely have their clients set specific goals related to lifestyle and food changes because they know goal-setting improves performance. Likewise, dietitians can improve their own performance and negotiated outcomes by setting specific target goals. “Research confirms that...people who go into negotiations with more ambitious targets tend to get more of what they want than people who go in with more moderate goals.” Women Don't Ask, by Linda Babcock and Sara Laschever, page 132.

Application: Have a clear picture of the value you offer to a job and ask for what you're worth. Set an ambitious target that is above what you identified to be your bottom line or walk-away position. Don't sell out for less. Dietitians who concede too much, too soon in a negotiated pay offer are depressing the profession's collective salary scale, not to mention their own!

Likable Trumps Assertive

“For women who want to influence other people, research has found that being likeable is critically important—and that women's influence increases the more they are liked...Unfortunately, research has revealed that assertive women are less well-liked than those who are not assertive.” Women Don't Ask, by Linda Babcock and Sara Laschever, page 87.

Application: As you develop a strategy for your next negotiation, take “the likeability factor” into account. For women, being assertive or coming on too strong can backfire when aiming to get what you want.

Enlist Support

“If you don't think you have the resources to move the negotiation forward on your own, you can call up reinforcements and enlist the support of others...When an ally's opinion counts with that person, the extra influence often tips the shadow negotiation in your favor.” Everyday Negotiation, by Deborah Kolb and Judith Williams, page 98.

Application - Clinical Dietitians: When making your pay raise pitch, include statements or letters of support from influential physicians who respect and appreciate your contributions.

Application - Dietitians in Other Practice Areas: Identify your allies and figure how you might enlist them in support of your pay raise or other negotiation. 

Don't Take No for a Final Answer

“When an editor is kind enough to take the time to say why she doesn't like an article idea I've sent, it's worth my effort to re-angle, or re-shift the idea to better match what she's looking for. I do this instead of automatically taking a “no”, and 75% of the time, I'll get the assignment.” Sharon Palmer, RD, Freelance Writer; Contributor to Today's Dietitian magazine.

Application: In certain types of negotiations, you can keep exploring the other party's interests and present options that meet their needs and yours. Another approach which I recommend to my Flex Success Proposal Template customers is to “negotiate to negotiate” instead of accepting a refusal. In other words, probe for specific concerns, request time to consider them and to return with a revised proposal that addresses them. In a raise refusal situation, you can ask what specific steps you can take to warrant a raise six months from now.