HBR Women at Work Boxed Set (6 Books)

10

Using Mindfulness in Negotiation

by Gaëtan Pellerin

Imagine you’ve just been offered a job and are ready to negotiate your salary. After doing some research around the market value of the role, you overcome your initial apprehension and share your proposal with the hiring manager. You talk through your expectations and make a case for why you deserve to be compensated at the higher end of the range. Everything seems to be going fine until your request is turned down.

How do you feel?

Rejected? Upset? Defensive?

We often perceive negotiations as conversations led by logic. But they are, in fact, very emotional. Emotions are the language of our ego, an unconscious part of our brains that instinctively reacts to external events and that controls ...