INSEAD negotiation professor advises against these 3 common mistakes when requesting a promotion.

Navigating the process of asking for a promotion and negotiating can be challenging, but it is crucial to learn how to do it effectively.

Negotiation expert Horacio Falcão, an INSEAD professor and author, stated that people frequently approach negotiations with the wrong mindset, as he designed the free "The Negotiation Course for the World" launched in November.

It's more advantageous to improve your negotiation skills rather than assuming you have the best solution and pushing it onto the other person, he advised.

"To improve your negotiation skills, you must become a better person by increasing your emotional intelligence, patience, and preparation. You must also develop more empathy for others."

According to Falcão, here are three common mistakes to avoid when negotiating for a promotion.

Moving too fast

Falcão advised that "you should not have been waiting for the yearly review to ask for the promotion."

""One of the things I often tell my students is to 'baby step' themselves in negotiations to avoid making mistakes," he said."

Building trust is necessary for earning a promotion, which takes time, according to Falcão. Instead of waiting for their annual review, employees should initiate the conversation about a promotion earlier.

He advised that you should have a closer relationship with your supervisor and schedule regular meetings with them, either over coffee or one-on-one.

Regular conversations with your boss not only enable you to seek clarification and receive feedback, but also foster a stronger bond. Moreover, these discussions provide a platform for you to express your professional aspirations within the organization.

Falcão suggests saying something like: "I am eager to advance quickly. I am willing to put in the effort, energy, and time required to become the top performer in my group or cohort. What steps do I need to take?"

Demonstrating your leadership potential by following through on a plan over the year and expressing your desire to grow can impress a company, he said.

Not stopping to ask questions

Negotiations can be stressful — you may not always know what to say.

According to Falcão, if you're short of words when someone speaks to you, it means your brain is signaling that you have nothing valuable to contribute. Instead of continuing, take a moment to inquire.

Here are three helpful questions to ask during a negotiation.

1. "How did you come up with that number?"

Figures presented in a job offer should be backed up.

""Formulas are the source of numbers, but their meaning is not solely determined by the number itself," Falcão stated."

If someone presents you with a number or a position, they should be able to provide evidence to support it.

2. "Why would you do this if you were me?"

Asking this question can facilitate more understanding in the conversation.

If employees are unhappy with the offer presented to them, they may discover that the employer lacks a satisfactory response to their inquiry.

He stated that "information asymmetry is a significant issue in negotiation," so the employer should reveal more information about their offer structure or company budgets to give the employee a clearer understanding and enable them to make a more informed decision.

3. "How are we doing?"

Taking a break from the conversation during negotiations can be beneficial to check one's pulse.

Falcão recommends asking "How are we doing?" if you feel like you've been there for a while and things are becoming disconnected or emotions are getting out of control.

The success of the negotiation will determine the final deal, so it is crucial to establish a conducive atmosphere for the discussion, he emphasized.

Having a too clear idea of success

Unlike many other aspects of work, negotiations should not have a clearly defined idea of success, according to Falcão.

"Negotiation is a collaborative process where people work together to create a shared reality. The idea that there is a clear winner and loser in a negotiation is a common misconception, as the final outcome may be somewhere between both parties."

One of the most valuable abilities is the capacity to hear and demonstrate a willingness to cooperate with others. In the end, it's all about achieving a "win-win outcome."

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