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Want a raise? Build workplace relationships

Wednesday, October 28, 2015  
Posted by: Rufino Cabang
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Teracia Shaver of SpartanNash; Kraft Heinz colleagues Lindsey Keil, Monica Melink,
Angelica Rodriguez and Lori Vesely; and Virginia Simon of NEW at the NEW Western  Michigan event.

If you want to increase your odds to successfully negotiate a raise or promotion, "build and invest in partnerships early on," Terri Gaskey, vice president of leadership development at Amway, told 100 NEW members and supporters at the NEW Western Michigan fall event, Oct. 22, 2015 at New Vintage Place in Grand Rapids.

Gaskey joined Brian Haaraoja, vice president of fresh merchandising at SpartanNash; Jessica Hendrickson, section sales director at Altria; and Lisa Henriksen, senior vice president of marketing at Meijer, to share "Guiding Principles of Successful Negotiation." Shelley Irwin, host and producer of The WGVU Morning Show, moderated the discussion.

"Negotiation is relationships," said Henriksen, who reminded attendees that "this is the smallest industry ever. In a small world, everyone will come back to you at some point."

Being observant is key to setting up a successful negotiation, said Hendrickson, who urged each attendee to "be an active listener."

"Successful negotiation comes when I better understand, am well prepared and confident," Haaraoja added.

Starting negotiations by speaking in broad terms helps both parties, Henriksen said. "It’s easier to be in a conversation around a bigger vision versus a penny to penny."

Gaskey agreed and advised NEW members to avoid looking for a win-win and focus on the other negotiator's needs.

Go into negotiations with confidence derived from preparation, Haaroaja advised, which allows you to be humble and treat people with respect.

Have confidence in the facts you bring to the table, Hendrickson said. "You don’t have to have all the answers going into a negotiation.”

Know when it's time to walk away and always know your options, Henriksen added.

A seemingly unsuccessful negotiating experience can be an education, teaching you "where to place your trust and how much is important," Haaraoja said.

Companies sending large groups to the event include Acosta Sales & Marketing, Altria, Kellogg Company, Meijer and SpartanNash.

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