You can negotiate most effectively when the other party respects your judgment. Even if your boss thinks highly of you, you might still have to establish your credibility. This involves emphasizing your trustworthiness and expertise.
- To earn your manager’s trust: Be sincere about why your proposal is worth his or her consideration (“I really believe in this, and here’s why...”). Remind your boss of commitments you’ve previously honored – and the positive results that ensued. Listen to any concerns and ask for suggestions.
- To establish your expertise: Present your research. Gather as much information as you can about your idea, and summarize it succinctly. Lay out counterarguments to show that you’ve thought about potential objections. Explain how any firsthand experience has shaped your idea, and cite trusted sources. Testimonials from people your boss respects will go a long way.
Adapted from
Managing Up (20-Minute Manager).
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