5 minute read
ASK THE 40
YOU GET THE DEAL YOU THINK YOU DESERVE, SO BE SURE TO ENTER NEGOTIATIONS CONFIDENT AND SECURE IN YOUR ABILITIES
j Jill Tipping CEO, BC Tech
thinking about what the other party needs and wants so we can start to see what a win-win situation looks like. The key to this is what the alternatives for each of us might be. If I can’t get to a negotiated agreement, what’s my next-best option? And what’s theirs? I think about what questions I might be able to ask to get more information. Finally, I try to reflect on my own ego, and how any overconfidence on my part could complicate my performance.
4. WHEN IS THE IDEAL TIME TO NEGOTIATE A RAISE, A PROMOTION, AN EMPLOYMENT OPPORTUNITY?
When the other side is in a position to say yes if provided the right motivation. When they have both the means (budget, time of year) and the will (perhaps after you’ve nailed a big project or when your company is performing well). But before you open up negotiations, do the one thing most people completely neglect: research. Know the data on market salaries for your role, know when promotions are typically made, prepare the business case for what the return on the investment you’re asking for would be. Be forward looking and positive – assume that you have a shared interest in getting to yes and build the case that way. Then make your ask and make it clearly and calmly, being sure to leave the other party with time to think. If you don’t get an immediate yes, ask questions: “What more information would you need to have before you’d be comfortable moving ahead?” or “Would you be willing to reflect on my ask and have a further conversation next week?” If you are the one making the ask, you’re interested in keeping the dialogue open for as long as possible. Don’t close it down prematurely.
5. WHO OR WHAT HAS SIGNIFICANTLY SHAPED HOW YOU THINK ABOUT NEGOTIATION?
The single biggest influence on me are two of my Stanford professors: Margaret Neale and Jeffrey Pfeffer. They wrote fantastic books I’d recommend to anyone: Negotiating Rationally and Power. And if you like books, here are some other classics: Influence: Science and Practice by Robert B. Cialdini; Women Don’t Ask by Linda Babcock and Sara Laschever; and Getting to Yes by Roger Fisher and William Ury. But I’d say that parenting my daughter Veronica (now seven) has given me more negotiation experience than anything else – she is great at value creation, always coming up with new ways we can get to win-win. É
ASK THE 40 Learning doesn’t stop when we exit the classroom and it doesn’t stop when we reach a certain age. For our education issue, we decided to ask BIV Forty under 40 alumni for one of the most valuable things they’ve learned in their careers.
Every person you encounter counts Sarah Bundy, CEO, All Inclusive Marketing Inc.
Be more patient. To achieve your vision, you must take baby steps Zeeshan Hayat, CEO and co-founder, Prizm Media
Free advice is seldom cheap Tea Nicola, CEO and cofounder, WealthBar
Say what you do and do what you say Lori Pinkowski, senior vice-president and senior portfolio manager, Pinkowski Wealth Management at Raymond James Ltd.
Be humble and listen Adrian Fluevog, CEO, John Fluevog Shoes
“Take the best that exists and make it better. When it does not exist, design it” – Sir Henry Royce Will Granleese, director and portfolio manager, Antrim Investments
Building the right culture requires daily effort Karina Hayat, president and co-founder, Prizm Media
Never stop learning. What got you here, won’t get you there Cody Green, founder and co-CEO, Canada Drives
Work hard and know your worth. Don’t sell yourself short Sarah Leamon, founder and senior associate lawyer, Sarah Leamon Law Group
Know that we tend to judge others by their actions and ourselves by our intent. So ask lots of questions and keep an open mind Luke Aulin, CEO, RTown
It’s important to chase opportunities that you feel stretch your skills and capabilities – it’s amazing how often you realize how capable you are Nat Cartwright, co-founder and COO, Finn.ai
To truly become great at something, you have to never stop practising and learning your craft. Leadership is no different Amit Patel, vice-president and general manager, Turner Construction Co.
Technical skills predict 10% of your outcomes at best. The greatest successes and difficulties in life will be people-related Chris Goward, founder and CEO, Widerfunnel
Be obsessive about caring for your customers. Always Dana Matheson, president and CEO, C&D Logistics
Never stop learning Caitlinn Dunne, codirector, Pacific Centre for Reproductive Medicine
There will never be a better time than now Dan Burgar, founder and president, VR/AR Association – Vancouver chapter
Change is inevitable. Learn to embrace it Andy Kokaji, director of immunology, Stemcell Technologies
Teamwork Kevin Mazzone, general manager, The Lazy Gourmet
Rather than trying to improve our weaknesses, it’s much more efficient and effective to lean into someone else who has those strengths Elizabeth Mah, founder and lawyer, Paperclip Law
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