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Negotiation Tools

Negotiation Tools. Good Negotiating is…. A relationship-building tool An opportunity to assess fit with the employer A way to optimize the fit between the Offer and your “Ideal Position” A Win / Win. Good Negotiators Are . . . Positive Realistic Problem Solvers Flexible Patient

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Negotiation Tools

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  1. Negotiation Tools

  2. Good Negotiating is… • A relationship-building tool • An opportunity to assess fit with the employer • A way to optimize the fit between the Offer and your “Ideal Position” • A Win / Win

  3. Good Negotiators Are . . . • Positive • Realistic • Problem Solvers • Flexible • Patient • Confident • Prepared

  4. Employer’s Interest Your Power Screening 1st Interview 2nd 3rd (etc.)Offer The Power Curve Effective Negotiating IncreasesEmployer's Interest and Your Power

  5. When to Start a Negotiation • Negotiation is not a continuous selling situation that occurs throughout the interview(s) • You need to ensure that the employer is “sold on you”

  6. What to Negotiate What is most important to you regarding compensation? • Base salary • Number of weeks of vacation • Immediate health coverage • A signing bonus • What else?

  7. Timing is Everything! Avoid premature income discussions - - they can be a real deal breaker

  8. Salary Ranges What if you give out your salary range too early and your range is … Too High? In their Range? Too Low?

  9. Handling Salary Questions It’s all about Attitude: “If they ask about my prior salary, I have to tell them.” versus “I’ll try to postpone that discussion. What I am paid should be competitive, and not based on prior salary.”

  10. A Six-Step Guide • Acknowledge the offer without negotiating (thank the employer and show your enthusiasm) • Analyze the offer and collect missing information (position responsibilities, results expected, benefits) • Evaluate the offer and determine your goals, trade-offs, and walk-away point • Negotiate and obtain or propose a counteroffer • Repeat steps 2, 3, and 4 as needed • Obtain agreement and ask for the final offer in writing (ask for time to evaluate and consider the offer)

  11. Negotiating Tips • Reinforce your benefit to the employer • Know your value through research • Commit to Win / Win solutions • Compromise when necessary • Listen well • Accept that the process can be stressful, but remain positive! • Identify gaps and offer constructive solutions

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