The Most Overlooked Superpower in Salary Negotiations & Collective Agreements

Most organisations walk into salary negotiations or collective bargaining thinking power comes from saying “no”. Sometimes they get creative in how they say “no” by trying to substitute cash claims for lower cost-alternatives...

...but if that doesn’t work they revert to saying “no”.

They assume their biggest weapon is taking a hard line, a well-rehearsed cost model, or delaying the conversation long enough to wear the other side down.

And when the hard line doesn’t work, they lift their offer a little. All the while, trust and discretionary effort is destroyed. Employees and unions pay attention and learn that all they need to do is reject your proposals and then more is offered!

But here’s what they’ve missed: the most powerful organisations aren’t the most resistant, they’re the most creative in how they say “yes”. They understand that power doesn’t come from blocking demands, it comes from finding smart ways to say “yes”. If you can find a way to do that without costing the company money, isn’t everyone better off?

This handbook will show you how to achieve that balance.