Conventional wisdom says “stick up for number one.” “Nobody will take care of you if you don’t.” Our society sends us the message that this is the attitude we should have when we negotiate for a equestrian jobs. Negotiating is seen by many people as a “battle of adversaries.” Each side is out to get whatever they can.
Approaching negotiations as adversaries is not the best way to get the results you want. The best negotiations take place between people who have mutual respect for each other and are working together to find a result where everybody wins.
Some employers only seem to be happy if they are cheating or dominating their employees. Good employers understand that they are not the only ones that need to be happy with the employment relationship. They understand that if employees are not happy, they will leave and the business will suffer.
When you negotiate, avoid ultimatums. (I need X, Y, or Z or I am not interested.) Always state your need and then ask the other person to respond with their reactions and ideas. Tell the other person that you are as interested in a good deal for them as you are in a good deal for you. Acknowledge their needs, and tell them how you can fill them. Be confident that if everyone’s real needs are not met, the relationship won’t last very long anyway. Don’t accept something that you know will not work. For instance, everyone needs time off for rest and relaxation. If employees don’t get enough time off, productivity drops. With a little more time off, employees can do a better job when they are at work.
Negotiate as collaborators not adversaries. Focus on arranging things so that everybody’s needs are met and everybody wins.
