PROFESSIONAL JOB INTERVIEWS

PROFESSIONAL JOB INTERVIEWS Negotiation

Negotiation in the “Real World” • Negotiating: • grades • purchases • major, minor • relationships • friends, spouses

Negotiation in the “Business World” • Business Negotiating: • performance evaluations • bosses, subordinates • Interviews • salaries • salaries • interviews, contract negotiations, subordinates • vendor contracts

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)

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)

GUIDELINES to BUSINESS NEGOTIATION

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

1) Think Long-Term • Look to establish & nurture a continuing relationship with the person/company • this creates • mutual understanding • goodwill • a strong 1st impression

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

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

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.

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

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

1) Think Long-Term • 5 Questions to Ask: • What philosophy underlies the company’s approach to management? • What is the general timetable for career advancements? • Where will this specific job lead? • What opportunities exist for company-sponsored training? • How will you be evaluated and how often?

2) Explore Many Options • YOUR salary objective vs. THEIR Offer • applicant vs. employer • give & take **

2) Explore Many Options • Alternatives to 2 sides • option packages • signing bonuses • trial period • pay-raise schedule

2) Explore Many Options • Give & Take • YOU can accept their offer andTHEY 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 andTHEY can offer you a higher salary than their original offer

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

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)

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

4) Listen Carefully • KEYS to NEGOTIATION ** • ASK QUESTIONS • and then LISTEN CAREFULLY to the answers to those questions

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 **

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

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”

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

6) DO Look Back • Negotiation = • not a spontaneous phenomenon • not something that cannot be analyzed • so • do look back • create a “Negotiation Journal”

6) DO Look Back • “Negotiation Journal” = • done in writing • done after each meeting • reviewed before the next negotiation meeting

6) DO Look Back • “Negotiation Journal” = • TOPICS: • What options were explored before the agreement? • What shared interests were discovered? • What did you learn about them? • Did you emphasize these shared interests? • What questions did you ask? • How did you show that you were listening carefully? • to their responses

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

PROFESSIONAL JOB INTERVIEWS