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Subject:Pay negotiations: Your power = BATNA From:Mark Dempsey <mxd2 -at- OSI -dot- COM> Date:Thu, 25 Jun 1998 11:43:24 -0700
The recent flurry of advice to an entry-level tech writer about
negotiating wages prompts me to write.
The BATNA (Best Alternative to Negotiated Agreement) principal operates
in in all negotiations. Your power in any negotiation is directly
proportional to your BATNA. Sure, you can negotiate a raise in any
case, but if you have an alternative employer waiting in the wings, your
present employer *must* listen. If you have no such alternative, you're
stuck with whatever the employer offers.
Before writing software manuals, I negotiated real estate sales and
mortgages. Believe me, the BATNA is da bomb. It really works.
So, to all you wanting higher wages: polish up your resumes, start
finding new employment, and *then* go ask for the raise. BTW, very few
people can fake this. Your manner will tell your boss just how good
your BATNA is, if he or she's paying attention.
Regards,
-- mailto:Mark -dot- Dempsey -at- osi -dot- com
--
-- Mark Dempsey
-- Technical Publications
-- Objective Systems Integrators
-- 101 Blue Ravine Rd, Folsom, CA 95630
-- 916.353.2400 x 4777
