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