| How to Respond to a Surprise in a Negotiation. When you're caught off guard in a negotiation, it's normal to freeze up. After all, you weren't prepared for your counterpart to change the deadline, take back a promise, or deliver an ultimatum. If this happens to you, try to avoid immediately jumping to a conclusion. Instead, suspend judgement, consider "I wonder what led them to say that," and then ask at least one question. For example, if an employee unexpectedly demands a raise by saying, "I've been undervalued for too long," try not to shut down the request, even if you think it's off base. Ask something like: "Can you walk me through your thinking? What would getting a raise mean to you personally?" This kind of questioning might surface the employee's real need — perhaps, to be seen as an important contributor — and then you could negotiate an adjustment around the employee's visibility rather than their pay. | | | | Today’s Tip | | How to Respond to a Surprise in a Negotiation | | When you're caught off guard in a negotiation, it's normal to freeze up. After all, you weren't prepared for your counterpart to change the deadline, take back a promise, or deliver an ultimatum. If this happens to you, try to avoid immediately jumping to a conclusion. Instead, suspend judgement, consider "I wonder what led them to say that," and then ask at least one question. For example, if an employee unexpectedly demands a raise by saying, "I've been undervalued for too long," try not to shut down the request, even if you think it's off base. Ask something like: "Can you walk me through your thinking? What would getting a raise mean to you personally?" This kind of questioning might surface the employee's real need — perhaps, to be seen as an important contributor — and then you could negotiate an adjustment around the employee's visibility rather than their pay. | | This tip is adapted from “When Surprise Is a Good Negotiation Tactic,” by Roi Ben-Yehuda and Tania Luna | | |  | | Our slides. Your show. | | Build better presentations with our subscriber-exclusive Visual Library. HBR charts, slides, and infographics — yours when you subscribe. | | | | |  | | Newsletter | | The Daily Alert | | Links to all the digital articles published in the last 24 hours. | | | | | | | | | | | |
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