You’re traveling along, like you do on any given day when suddenly you feel the muzzle of a gun pressed against the back of your head and hear, “give me your high rate of pay, all your premium workplace perks, and don’t forget your abounding opportunity.”
It’s a sign language interpreter shakedown. What do you do?
Before you do anything drastic, consider that survival, or in other words maintaining your professional reputation, is most important.
When faced with someone grabbing at your rate of pay, industry standard practices, or incidental reimbursement, don’t panic. There is nothing worse than an inconsiderate, emotional reaction. In this circumstance, to react with something like, “Seriously, this offer is an absolute insult to me and my profession…”, will do little to help you survive. It certainly doesn’t position you to rescue your hourly rate, standard practices, incidental reimbursement and/or the potential opportunity.
In fact, it puts your survival and any hope of reaching an agreement at risk.
It’s a Negotiation
After all, at the center of any professional shakedown attempt is a negotiation—albeit a difficult one. What follows are a few key things for sign language interpreters, Sidewalk-Executives, to remember when negotiating.
Don’t Move First
Always remember when negotiating in a high stakes environment—and a person’s livelihood is considered high stakes in my mind—never make the first move. It is critically important that you understand all of the demands of the other party first. To ignore this caution puts you at a significant disadvantage.
Upon understanding the demands of the other party, you have to quickly assess what is most important to you. Is it rate of pay? Work environment? Frequency of the opportunity? Whatever it is, its important that you be reasonable and cognizant of how it impacts the other party and their proposal.
After you have determined what is important to you, you have to calmly and respectfully reframe their demands and clearly offer an alternative proposal. Do this in priority order (most important points first). Be sure to counter with all that is important to you because attempting to add to these terms later will erode the trust of the other party, which is clearly a no-no.
Done Means Done
Unless something substantive in the agreement changes, once the two parties have agreed on terms there is no more negotiating. A fatal mistake people make is attempting to revisit aspects of the agreement. Don’t do it. Should you attempt, you won’t live to tell the tale and neither will your reputation.
To act on emotion, move first, or handle the negotiation carelessly will put your professional reputation at risk. If you can’t make it work in the first couple of exchanges, respectfully decline and walk away. Don’t force it or continue to negotiate; its professionally reckless and doesn’t leverage the karma of gratitude to your benefit.
Lastly, remember that negotiating a shakedown successfully takes practice. As you gain practical experience, remember that to error by walking away too early is a preferential outcome to death by way of professional shakedown.