Do you negotiate or just take what is offered?
If you take a dictionary and search for a word negotiating, youll find it's an act of having discussions with someone in order to reach an agreement with them. But, how often do we actually negotiate and how often we just take what's on a table? The thing is, we negotiate unconsciously every day, but again how successfully?
Take a slight look at some of your job offers. Now, be honest, did you ever speak with an agent or a club representative being given conditions which were almost offensive, but still you agreed and you were even happy about it? Weird, right? Here is the news for you... you spoke with a professional, negotiating a good deal is what he does for a living.
There is plenty of literature out there on the internet about improving your negotiating skills and for sure it is a valuable skill with a lot of benefits. The only problem here is, the more you read about it, the more you pay attention and it gets more stressful every time you are in a situation to negotiate. The good thing is you don't have to be a pro, couse even small things can make a difference. Here are some tips you can have on your mind and use them next time you negotiate with a club or agent about transfer conditions.
1. Do your homework
Good preparation is a mother of every good negotiation. The more you know about the job offer, club you will play for, person you will negotiate with, the better negotiating position you will have. Seems easy, but knowing your own value is a bit tricky. Salary is not about how much money you need to fulfill all your wild wishes, it is about how much damage you can make by leaving the offer and start playing for another club. And that is where the secret is – people take more risks to avoid a loss than to realize a gain. Make them realize you are something they lose by not hiring you.
2. Non-monetary terms
It's not all about the money… there is something in gold too ;) Think, what can be your “gold”? The probability of you being offered less money than expected is as big as the Sun rising tomorrow. If you are not satisfied with an offered salary, try negotiating non-monetary terms. Ask for things that mean more to you than them: more minutes in the game, percentage of your next transfer, sponsorship contracts, etc.
3. Make a range
Instead of saying “I want 40 000 €”, try this “In a club like X, players at my position and my capabilities are paid between 40 000 € and 65 000 €”. Of course, if you offered a range, expect the other party to come back with a lower end.
4. Use odd, precise numbers
Odd numbers have their own psychology surrounding them. This is not about 7 being your lucky number, but in negotiations some numbers are more immovable then others. No need to crack your head over this, but just remember numbers with 0 at the end sends a message that you can be easily negotiated off. Instead off round number, drop something which is less rounded like 40 375. It seems like you thoughtfully calculated your salary, it is more serious and permanent.
5. Gain an unofficial mentor
Here is something you already know: when things go well, everyone wants to take credit for it. That's in human blood, that's how we validate our own intelligence. So, use this small weakness of ours and sell not only your body for a job, sell yourself, sell your success.
Ask a simple question: “What does it take to be successful here?”
The thing is, if someone gives you guidance, he will watch to see if you will follow his advice and eventually have a self-interest in seeing you succeed. Asking this question, you will hopefully spark their interest and gain yourself an unofficial mentor.
