Negotiate Everything

Early in the pandemic, I spoke with former NBA colleague and fellow marketer Elisa Padilla for her lunchtime chat series Kick It By EP. It was great to catch up, and reconnecting presented a good opportunity to take stock of what I have learned in recent years. I also enjoy doing these semi-public forums because they allow me to share with more people than, say, a one-on-one informational interview with a recent grad. That’s why I usually say yes when asked to join a podcast.

If you missed the chat with Elisa – and who could blame you when we were all being overwhelmed with webinars, Zooms and IG Lives – you can watch the discussion in its entirety here:

My chat with Elisa was somewhat brief so I wanted to expand upon what I meant by “negotiate everything.”

Negotiation is a big part of my work life, but I still understand how daunting it can feel to ask for what you want and what you deserve.

Most people hear the word ‘negotiate’ and assume that means money. And plenty of negotiations are, in fact, related to money. But it’s rarely the only subject of a negotiation. Pre-COVID19 and depending on your type of work, you might have negotiated the ability to work remotely or to work different hours than what was considered the norm. Perhaps being a home owner is a priority to you but due to costs of living where your job is, the only way you can purchase real estate is to live beyond a comfortable daily commuting distance. Or maybe you are a caregiver and need flexibile days or hours.

Opportunities to negotiate are literally everywhere: buying a car, extending an apartment lease, airline status, everything. And sometimes you saying a simple “no” to proposed terms is what creates the opportunity to negotiate. Here’s an example.

Recently I was given information about American Airlines’ new Instant Status Pass and I was curious. After years of holding Executive Platinum status, I flew less in 2022 and dropped a level. I was curious about how to get it back and after reading what experts like J.T. Genter said about it, I called to enroll.

After the rep confirmed my eligibility, he laid out the terms. For a roughly $900 “copay” (I hate this word), I could instantly reclaim Executive Platinum. For ~$700 I could have Platinum Pro. I had heard there might be a copay but not an amount. Going into the call, I had a limit in mind and these numbers greatly exceeded it.

So I said “no, thank you. I’m not going to pursue this.” There was a pause. I knew the rep might simply end the call and we’d both carry on, me with fewer chances at upgrades on my future flights. But I also knew there was a chance he might make me a better offer. And he did.

After the pause, he offered me Platinum Pro for free, something I gladly accepted. Is this a true “negotiation”? Some will say no, but I’m happy with the outcome.

Bottom line: what you’re offered isn’t what you have to accept. Ask for more, ask for something different or just say “no thanks” and see what happens next.