Do your homework
Ben Franklin had it right: “By failing to prepare, you are preparing to fail.” That’s why experienced negotiators promote preparation. Know what you want, why you want it and why your company should support your request.
Preparation saves the other side time and makes it easier for them to say yes, says Selena Rezvani, author of Pushback: How Smart Women Ask -- and Stand Up -- for What They Want.
If you’re asking for a flex-time arrangement, research why it’s a good idea for you, your manager and your organization. Anticipate counterarguments and plot your comebacks.
“Your plan should illuminate the key details, show how work will get done, why this will help with productivity and include evaluation checkpoints,” says Rezvani.