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Published: Jul 22 , 2016
Author: Ben Byth

Given that we are all aware of the strong links between employee engagement and productivity, it should be no surprise that, at this time of year, we are often asked, “How do I achieve better outcomes from employee salary reviews and EBA negotiations for my organisation?”.

Published: Jul 22 , 2016
Author: Ben Byth

Around this time of year, one of the most common question I get asked as a negotiation specialist is ‘how do I negotiate my next performance and salary review?’

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Be Specific With What You Want

You are out for a drink and the bartender asks you – “What would you like?” to which you reply “Guess!”. “Alright then” he says, “How about a red wine?”. You shake your head to this and say “No, that’s not what I want. Guess again.” After much back and forth, the bartender is justifiably irritated and through gritted teeth he tells you “I have other customers I need to serve, you look like someone who would enjoy a refreshing Sauvignon Blanc so I’ll pour you one of those. Enjoy your night.” This is a silly analogy to what I observe every week in most negotiations. Often there is a lack of specific disclosure as to what it is that the party wants or they take a long time to bring this information forward...

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