PROFESSIONAL JOB INTERVIEWS

Negotiation

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Negotiation in the “Real World”

Negotiating:– grades – purchases

major, minor– relationships

friends, spouses

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Negotiation in the “Business World”

Business Negotiating:– performance evaluations

bosses, subordinates– Interviews

salaries – salaries

interviews, contract negotiations, subordinates– vendor contracts

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The Art of Negotiation

Past:– enter to “win”– “I win, you lose”– trickery, intimidation, manipulation– WAR imagery

winners, losers battlefield adversaries attack, defend, retreat flanks, trenches win the battles, unsure of the war (short-term)

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The Art of Negotiation

Present:– enter to compromise– “We both win”– look to establish long-term relationship

win the war, not the battles not really a “war” honest communication (long-term)

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GUIDELINES

to

BUSINESS NEGOTIATION

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1) Think Long-Term

This is the CENTRAL GOAL in Negotiating

Think beyond this meeting Think about future business with this

– client– vendor – co-worker– employer – management

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1) Think Long-Term

Look to establish & nurture a continuing relationship with the person/company– this creates

mutual understandinggoodwilla strong 1st impression

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1) Think Long-Term

BE REALISTIC Enter with realistic expectations

– What can you really command in the marketplace?– Don’t sell yourself short– Don’t sell yourself high

inflated ideas of your worth– RESEARCH

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1) Think Long-Term

Ask Anyway: Catch-22 You hesitate to jeopardize your chances by

attempting to negotiate You don’t want to appear too timid, meek,

desperate

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1) Think Long-Term

Ask Anyway: Catch-22 “You should engage in a wide-ranging

discussion that allows you to explore options for your contract & learn about the features of the position” for which you are applying.

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1) Think Long-Term

Ask Anyway: Catch-22 – YOU learn information @ the job & organization– YOU show your interest in the job & company– YOU show your interest in developing a long-term

relationship with the company– THEY learn to respect you for asking serious,

professional, insightful, informed, perceptive questions

– BOTH sides benefit from frank, detailed discussions

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1) Think Long-Term

5 Questions to Ask: Preface your questions with your knowledge

about the company– company research– show off your “homework”– these are such “informed” questions

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1) Think Long-Term

5 Questions to Ask:1. What philosophy underlies the company’s

approach to management?2. What is the general timetable for career

advancements?3. Where will this specific job lead?4. What opportunities exist for company-sponsored

training?5. How will you be evaluated and how often?

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2) Explore Many Options

YOUR salary objective vs. THEIR Offer applicant vs. employer give & take **

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2) Explore Many Options

Alternatives to 2 sides– option packages– signing bonuses– trial period– pay-raise schedule

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2) Explore Many Options

Give & Take– YOU can accept their offer and THEY can give you

an option package, signing bonus, raise after a trial period, a fixed raise schedule

– YOU can sacrifice a signing bonus or moving stipend or travel pay and THEY can offer you a higher salary than their original offer

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3) Find Shared Interests

Look for points of agreement– no matter how small

Look for ways to show off your skills, worth– information that’s not necessarily on your résumé

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3) Find Shared Interests

Ask Questions *– @ their company goals– @ the job’s tasks– @ what qualities they look for in employees

(at all levels, not just new hires)

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3) Find Shared Interests

THEN show off your credentials– how your past activities demonstrate those values

activities related to clubs, church, extra-curricular– how your education has prepared you for these

duties– how your prior employment demonstrates such

qualities

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4) Listen Carefully

KEYS to NEGOTIATION **

1. ASK QUESTIONS2. and then LISTEN CAREFULLY

to the answers to those questions

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4) Listen Carefully

Seek a rationale behind their views– What is the basis & source for their figures?– How did they arrive at that number?– Was that figure made to other applicants?– Is the company aware of national salary surveys

concerning this position? a question is better than a statement **

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4) Listen Carefully

THEY explain their views YOU listen carefully for flaws in their logic

– (argument & persuasion)– faulty logic– poor sources– unsupported demands– EX: their salary offer =

based on a different region, state outdated lower than the national average

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5) Be Patient

Delay agreement until the “next meeting”– shows future

Avoid emotional responses, reactions– nothing spur-of-the-moment

Tell them you would like “to think about it for a while”

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5) Be Patient

Good settlements/agreements/contracts = long-term– BOTH sides feel

no pressure (not like they were bullied) no regret no grudge no resentment

– BOTH sides are happy with the resolution– BOTH sides wish to continue business relations

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6) DO Look Back

Negotiation =– not a spontaneous phenomenon– not something that cannot be analyzed– so

do look back create a “Negotiation Journal”

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6) DO Look Back

“Negotiation Journal” =– done in writing– done after each meeting– reviewed before the next negotiation meeting

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6) DO Look Back

“Negotiation Journal” =– TOPICS:

1. What options were explored before the agreement?2. What shared interests were discovered?

What did you learn about them? Did you emphasize these shared interests?

3. What questions did you ask?4. How did you show that you were listening carefully?

to their responses

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Negotiation

Research the company & the job position Create insightful questions Listen carefully to their answers Prepare to compromise Maintain reasonable expectations Review afterward