Let’s say you’re job hunting and aiming for a 100,000salary,butacompanyyou’veinterviewedwithoffers100,000salary,butacompanyyou’veinterviewedwithoffers87,000. You could reluctantly accept, walk away, or try to negotiate. You choose to negotiate and tell the hiring manager you were hoping for $100,000, but they clarify that’s beyond their budget. Again, you could grudgingly take the offer, decline, or keep negotiating.
This time, instead of repeating your initial ask, you shift tactics and propose $95,000 plus an extra week of vacation. The hiring manager agrees. While the salary isn’t exactly what you wanted, you’ve still secured more value—just in a different form.
Strong negotiation skills are crucial—not just in job searches but throughout your career. And there are several key skills involved. With practice, you can sharpen them and make them work for you.
What Is Negotiation, and Why Does It Matter in Your Career?
Many people find negotiation intimidating, mistakenly thinking it’s about confrontation. But that’s far from true. Instead of focusing on “winning,” the goal should be finding a solution that benefits both sides. That’s what real negotiation is.
“If you enter a negotiation with a rigid ‘take it or leave it’ stance, you’re not negotiating—you’re just demanding,” says Jackie Ghedine, a business and career coach who’s helped hundreds of professionals (mostly women) grow their success and wealth.
Strong negotiation skills help you achieve goals, navigate differing opinions, and build better relationships with colleagues. They also prevent conflicts and lead to better solutions for teams.
These skills aren’t just for salary talks—they’re useful in many situations:
- Asking to work remotely a few days a week
- Making a case for a promotion or title change
- Pitching a new hire for your team
- Collaborating across departments with competing priorities
In these scenarios, Ghedine advises focusing less on “winning” and more on framing your request so the other person sees the mutual benefit. For example, if you want to work from home part-time, explain how it helps the team (like accommodating clients in different time zones by starting earlier).
Remember, negotiation is a conversation—not a monologue, says executive coach Anne Shoemaker. It also doesn’t always resolve in one discussion. “Your boss or colleague might need time to think it over,” she says. So you may need to revisit the topic later.
For roles like sales or account management, negotiation is core to the job. Think of an ad salesperson pitching a campaign: They’d explain how it meets the client’s goals, give them time to consider, and tweak the plan before finalizing.
But no matter your role, honing negotiation skills benefits you, your team, and your organization by leading to better solutions and helping everyone achieve goals.
8 Skills You Need to Negotiate Successfully
Here are eight skills to help you reach mutual agreements with bosses, colleagues, or clients:
1. Active Listening
Stay fully engaged—don’t just wait for your turn to speak. When nervous, we often miss key details, Ghedine says. Try pausing after the other person speaks, then paraphrasing their points to confirm understanding. “This helps you process what’s being said,” she adds.
2. Problem-Solving
Find solutions that work for everyone by seeing the issue from multiple angles. “If you identify shared interests, you’ll find a win-win,” Shoemaker says.
For example, if raises are capped at 3%, propose a performance-based bonus or discuss a promotion to reflect your expanded responsibilities (which could mean higher pay long-term).
3. Reading Body Language
Watch for cues like frowns or crossed arms—they signal disagreement. Keep your own body language neutral: maintain eye contact, smile, and avoid defensive postures. If meeting in person, sit on the same side of the table to show alignment; if virtual, keep cameras on to read expressions, Shoemaker advises.
4. Persuasion
Make a compelling case with evidence. Instead of saying, “I’m a great storyteller,” say: “My digital storytelling grew our customer base by 20%. The ‘Raise Your Paw’ campaign drove a 15% sales spike—exceeding projections by 53%.”
5. Emotional Intelligence
Manage your emotions and read others’. If your boss seems distracted, delay non-urgent requests. And never react angrily if things don’t go your way—stay constructive, Shoemaker says.
6. Concise Communication
Avoid over-explaining. If pitching a four-day workweek, stick to facts: “I’ll work 10-hour days and hit all deadlines by Thursday.” Skip personal reasons—focus on the key takeaway (e.g., deadlines will be met). Ghedine recommends ending with your strongest point and pausing for emphasis.
7. Vulnerability
Ask for help when needed—it builds empathy. If overwhelmed, say: “I’m juggling five high-priority projects. To take this on, I’d need to deprioritize something else.”
8. Self-Advocacy
Speak up for what you need, whether it’s fair treatment, career-growth projects, or work flexibility. Know your worth and communicate it confidently.
How to Improve Your Negotiation Skills
If you’re thinking, “I’m not a natural negotiator,” don’t worry—research shows these skills can be learned and improved with practice.
“Like building muscle, repetition strengthens negotiation skills,” says career coach Jennifer Tardy. Here’s how to practice:
- Role-play with friends: Simulate asking for a raise or hiring a team member. Prep answers to tough questions like, “How will the company afford this?”
- Practice in daily life: Negotiate a hotel room change politely instead of complaining.
- Self-advocate in safe settings: Speak up with friends about dinner preferences to build confidence.
- Seek a mentor or coach: Learn from skilled negotiators or hire a coach (especially useful for job seekers).
- Write key points down: Avoid forgetting critical arguments during tense discussions.
- Reflect on missed opportunities: Analyze how using these skills could’ve improved past interactions.
