According to an article in Fast Company, people who understand decision behavior have an advantage when it comes to negotiations, including asking for a raise. The article, written by, Vivian Giang, focuses on six things people commonly do that can negatively impact the outcome of negotiations.
The author cites research and quotes Jared Curhan, a professor at Massachusetts Institute of Technology’s Sloan School of Management, who teaches a two-day negotiation for executives course, in offering six negotiation mistakes to avoid. They include:
- Not making the first offer (when it’s beneficial to do so)
- Focusing too much on ideal outcomes
- Accepting the other party’s first offer too quickly
- Using the same tactics in both short-term and long-term negotiations
- Judging others based on their actions
- Assuming you know what’s most valuable to the other party