By the end of this training, you will have a new strategy to increase the chances of getting the salary that you deserve. Let’s begin. So let me share with you the first scenario. This is a conversation between a boss and an employee.
Scenario 1: The Common Way
Boss: Congratulations. The company has decided to raise your salary for another 5%. I know you’re expecting 50% but most of our projects, turnaround time was not what we expected, which is to complete it within 90 days so we can collect the money.
Employee: Boss, it’s not within my control on a project completion time, and I have done my best. I deserve a 50% raise in my salary.
Scenario 1: With NLP Agreement Framework
Let me give you another example of a response using the agreement framework.
Employee: I agree with, we need to complete most of our project within 90 days and if I’m going to get 50% raise in my salary, it will put my mind in ease for my financial standpoint. I can then, put 101% focus to make sure we can collect the money within 90 days.
NLP Agreement Framework
What do you think which ones are the better reply that actually will reduce the resistance from the boss? Definitely, the second one. Why? Let me share with you the secret behind the NLP Agreement Framework, the main objective of the Agreement Framework basically is just to avoid resistance. That’s why we started our statement with either, I agree, I respect or I appreciate and we will never, never use, I disagree, But or However. This will actually increase the resistance.
Imagine if I go to say the statement in this way.
I agree that we need to collect the money within 90 days BUT… What do you think? Do you think I actually agree with the first statement that we need to collect the money within 90 days? No, right? Because this BUT will create resistance. So in this agreement framework, basically it’s very simple. So we will start with I agree or I respect or I appreciate followed by the boss’s view. Use the term AND followed by your desired outcomes and end the boss’s desired outcome.
So in our previous scenario, once we will start with, I agree, what is the boss view? His view would be to complete the projects within 90 days. What is the desired outcome of the employee is to get a 50% raise. What is the desired outcome of the boss is to collect the money within 90 days so by say in this framework he will first reduce the resistance. Once the resistance reduces, it’s easier for you to negotiate the outcome that you want.
Let me give you another scenario. The conversation between the interviewer and interviewee about the asking price.
Scenario 2: The Common Way
Interviewer: We cannot give if you have at least five years of working experience as a project manager so you have at least five full implementation cycles.
Interviewee: I understand that you need the candidate to have a minimum of five years of working experience and I only have four years.
Scenario 2: With NLP Agreement Framework
Interviewee: I appreciate the feedback you’re looking for candidate at least five years of working experience and if I’m going to get what I’m asking for, I would need to have enough experience in project management. In total, I have six full implementation cycles in my current job.
So in this second reply, using the agreement framework, first we will start with, I appreciate followed by the interviewer view which is to have the candidate with five years of working experience. So by saying this first, it will reduce the resistance. So the interview will feel okay. You agree with what my point of view is. Then we follow by What we actually wanted is to get the expected salary that we wanted. And in the end, we are still giving back what the interviewer wants which is to have at least 5 full implementation cycles. So we end the statement with, in total, I have six full implementation cycles in my current jobs. So this achieves the ultimate desire by the interviewer. So what do you think about this agreement framework? How it can really help you with your next salary negotiation?
Some of you might know that I got my NLP Practitioner Certification and Master NLP Practitioner Certification under ABNLP by Ulysses Wang. If you want to get to know NLP and how it can help you in your life, you can go for his free online NLP training where you get video training, ebook and audiobook that you can listen to while commute to work. Go here now and enroll for this free NLP training.