Last week I attended a fantastic event at Cosmetic Executive Women focused on Prestige Beauty Branding*. Something that really stood out was when the panelists were asked their views about Amazon, the retail giant they are increasingly forced to work with, whose positioning does not align with their prestige images. It got me thinking about David and Goliath, and what to do when you are trying to get something, a raise, promotion or new opportunity, at a large employer who seems to hold all the power.
What these very smart leaders shared was so enlightening — not one was ready to back down. Instead they all agreed that the negotiation begins with their story…the quality and crafting of their brand, and the connection and impact they have with their consumers. The same is true with career! Often we ask for what we want in a stilted way that assumes a lack of power. To be more effective in a negotiation, try starting with:
- Appreciative Inquiry: What have you done in the last few months or years, and what is the impact it has had on the team and the company? Impact can be quantitative like sales results (even in a supporting role) or qualitative, like motivating others around a vision at any level.
- Impact today and tomorrow: Looking at the impact you tend to have on others and the work, what would that look like next? What is most interesting to you? How can you turn that into an opportunity for your organization? This does not need to be huge, like facilitating a corporate merger. We can create positive impact at any level.
- Consider your audience: Beyond “what’s in it for them?” what style are you dealing with? An idealist? A pragmatist? A relationship person? How can you structure the ask to be most appealing.
In this month’s Q&A, I share my best tool on influence and negotiation. Please join me on Wednesday, December 13th at 12:00ET. Here is the link: https://zoom.us/j/934574457
Clarity can come from anywhere! Keep your insight eyes open.
*The speakers were from L’Oreal USA, Parfums Christian Dior, Kjaer Weis, Cle de Peau Beaute and Women’s Wear Daily