Here's how you can navigate negotiation in academia and the corporate world as a beginner.

A great technique here is to always bring to the table, firstly, your best proposal. There is no advantage on presenting a low-ball proposal to try some sort of anchorage in the negotiation. When our best proposal is presented, we have at least two advantages: a better deal tends to be reached faster, and the other party learns that any attempt to distort you proposal will create a worse scenario, since it is not your best offer anymore.

In academia and the corporate world, navigating negotiations as a beginner involves researching your position, understanding the other party's needs, and aiming for win-win outcomes. Clearly communicate your goals, be open to compromise, and maintain professionalism. Seek mentorship, practice active listening, and be prepared to adapt strategies based on feedback. Building rapport and understanding cultural nuances also enhance negotiation success.

Prepare, prepare and prepare. Cannot emphasize enough. - do research on the project, on the person you will be speaking to, know your opponent. - know your 'stuff' - make sure to know your position inside out, all scenarios that may play out AND your bottom line - keep calm, never show stress under negotiation

Remember that one of the main skills in negotiations is proper empathy. One should not mistake empathy for sympathy: in the latter, we are dealing with attraction and similarity; in the former, the key is comprehension. In other words: in negotiations, it is paramount to comprehend the other’s point of view and understand how the other thinks. This does not mean that you should agree!

Always listen, listen and listen: - A good listener will always be able to get more information without even actively asking for it. - People tend to like people who listen therefore, listen to what others have to say before rushing into any kind of comment, argument - Be as friendly and kind with your words, but be firm with your stance. There is a big difference in how you present your thoughts compared to being strict and harsh.

Always remember that there are three key elements to be researched and known: time, resources and information. Trying to address these three elements in a proper and adequate way will allow you to lead the negotiation agenda, thus bringing the leverage to your favor.

Going into any kind of negotiation, you need to really know your information. I've had the opportunity to sit in a real estate deal negotiation, in which I was called in without any preparation. I did not say anything, but I was able to tell that the big guns on the table all knew each other very well, knew the industry and know all the information needed.

In Academia: Focus on the potential impact of your research, your unique skills, and past successes. Highlight how your work contributes to the field and the benefits it can bring to the institution. In the Corporate World: Emphasize your relevant experience, skills, and how you can help achieve the company's goals. Show how your contributions can drive success and provide a clear return on investment for the company.

Negotiation training and skill development is crucial if you want to become effective, skilled negotiators. Taking the time to develop your skills and hone your craft will enable you to create far more effective, value driven proposals and (if you're trained effectively) you will also become more efficient with your time and ability to be able to control the negotiation process. In my role, training people in negotiation skills across a wide range of sectors and industries I’ve gained huge insight into the tools and techniques that advanced negotiators utilise. Skill enhancement for negotiators is crucial!