My posts have consistently highlighted our many everyday opportunities to negotiate—the fact that negotiations surround us, and that negotiating makes life negotiable. But if you buy that advice, which I believe and hope you do, then you should immediately spot a challenge. Most of us have many ways to spend our time—too many, in fact, for the 24 hours in each day. So, if we ever hope to sleep, we need to identify the situations that would most benefit from a negotiation—and the situations to just let go.
When to negotiate? It’s a tough question with many possible answers—see, for example, my earlier post on gratitude. And it’s especially tough for a negotiation professor, whose natural inclination is to say “whenever possible.” But that’s not realistic when you’ve got a lot of potential negotiations on your hands—when you’re buying and selling a house, for example, as I am now. The costs and complexities of: electrical repairs, roofing upgrades, plumbing repairs, termite inspections, radon mitigation systems, flooring updates, chimney service, painting service, cleaning service, closing costs. These are a small smattering of the many potential negotiation opportunities I’ve spotted in the last week.
Realistically, when we’re all this busy, we all have to choose. And ultimately, we’ll all have to use our best judgment. But here three guidelines I’ve found myself using, in hopes that they aid your judgment too. You might want to negotiate if:
- The likely benefit of negotiating outweighs the likely time cost. Practically-speaking, this means that big-ticket items are more likely candidates for negotiation than mundane items. Of course, that conclusion depends on the value of your time. Whatever that value, you probably shouldn’t negotiate if there’s no hope of at least recouping it.
- Negotiating would send a neutral or even positive signal. Sometimes, negotiations are expected: title companies are well-acquainted with buyers and sellers shopping around, for example. Other times, negotiations are admired: many employers are impressed by desired candidate taking their needs seriously. So, you should probably negotiate if it’s part of the “game.” If not–if negotiating would send an adverse signal–you should probably refer to the criteria above and below, making the decision on that basis.
- You’ve come close to your goal. If you set a stretch goal and achieved an outcome that satisfies it, you might as well savor your success and plan your next negotiation. If you didn’t set or achieve a stretch goal–and especially if you achieved an outcome equal to or worse than your bottom line–it’s probably well-worth your time to try and right the ship.
If these rules seem a little too simple for the complexities of real life, that’s because they are. Deciding when to negotiate requires judgment, wisdom, and maturity in addition to simple rules-of-thumb. But hopefully they at least help you to wade through the murkiness of real life, as they have with the murkiness in mine!