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Networking and Negotiating

Networking and Negotiating. Chapter 10. Why are these topics ( networking and negotiating ) important in a human relations class?. Networking. …the ongoing process of building interconnected relationships for the purpose of politicking and socializing.

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Networking and Negotiating

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  1. Networking and Negotiating Chapter 10

  2. Why are these topics (networking and negotiating) important in a human relations class?

  3. Networking …the ongoing process of building interconnected relationships for the purpose of politicking and socializing. Networks:clusters of people joined by a variety of links.

  4. Networking Objectives • To get a job or a better one • To perform better at your current job • To advance within an organization • To stay current in your field • To maintain mobility • To develop relationships

  5. The Networking Process • Perform a self-assessment and set objectives • Create a one-minute self-sell • Develop your network • Conduct networking interviews • Maintain your network

  6. “The One-Minute Self-Sell”… is an opening statement (dialogue) used in networking that quickly summarizes your history and career plan and asks a question. • History: career highlights and education • Plans: career target, connections • Question: two-way communication, feedback

  7. Write an opening dialogue: To take 60 seconds or less, your message must be concise, but it also needs to be clear and compelling. Include the following in your dialogue… • It gives the listener a sense of who you are • your background, • identifies your career field • key results you’ve achieved, • provides the direction of your next job. • Questions for a two-way communication and feedback

  8. Networkingquestions • In what areas might there be opportunities for a person with my experience? • In what other fields can I use these skills or this degree? • How does my targeted future career sound to you? • Do you know of any job openings at this time? • Here’s my card. Could you give me a call if you find something of interest that might be available?

  9. HOMEWORK! Write your “one-minute self-sell”

  10. How? • Develop your network • Conduct networking interviews

  11. The Networking Interview Process Step 1: Establish rapport Step 2: Deliver your one-minute self-sell Step 3: Ask prepared questions Step 4: Get additional contacts Step 5: Ask how you can help them Step 6: Follow-up with thank you note and status report

  12. Negotiating – The secret!

  13. Negotiating(also known as bargaining) … process in which two or more parties have something the other wants and attempts to come to an exchange agreement. Utilize: power, influence, and politics

  14. Negotiating Strategies Distributive Bargaining: creating a win-lose situation (also called zero-sum) Parties work out a compromise through a give-and-take. Integrative Bargaining: creating a win-win situation. Be open to options.

  15. The Negotiating Process • Plan • Bargain • Agreement OR No Agreement • Postponement

  16. Negotiating Planning… • Research other parties • Set objectives • Anticipate questions and prepare answers • Develop options • Making Trade-offs

  17. Negotiating Tips: • Never try to negotiate with your boss on a Monday, wait till Tuesday afternoon or Wednesday morning. • Never try to negotiate on a Friday afternoon. • Dress like you mean business! • Come prepared for anything. Rehearse your point, but be ready for interruption.

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