Steve Piazzale "Negotiation: Getting What You Wand and Deserve"

04/07/23 Steve Piazzale, Ph.D. (www.BayAreaCareerCoach.com)

Negotiation: Getting What You Want and Deserve

Steve Piazzale, Ph.D. Career/Life Coach

[email protected]


The Job Hunting Process• Set goals

• Self Marketing Plan, Contact Log

• Research target companies & industries

• Cover letters & résumés

• Info meetings/networking/apply

• Interviewing

• Negotiation


Job Search Continuity

PSRs --> Résumé with value-added results

--> Self knowledge & confidence

--> Compelling summary profile

--> Memorable elevator pitch

--> Persuasive cover letters

--> Effective interviewing

--> Improved negotiation


Negotiation

• What is Negotiation?

• What is its purpose?

• Raffle


Negotiation

• “Negotiation is the art of letting someone else have your way.”

• Process in which you & another work together to create a mutually satisfactory agreement. Win-Win scenario.

• A lifetime skill—applicable everywhere.


Before the Negotiation

• Preparation

• If negotiating salary, consult resources

• Understand other side’s interests & culture

• Know what you really want (interests)

• Don’t let recruiter negotiate for you

• Determine walk away or resistance point

• Role play


During the Negotiation

• Listen carefully & communicate clearly

• Establish rapport—be hard on the issues, easy on people

• Treat other side with respect

• Be enthusiastic, positive, thankful

• Keep an open mind

• Be creative, generate options


During the Negotiation 2

• Be strong not desperate• Keep emotional distance--don’t get personal• Avoid ultimatums & threats• Go for mutual wins. Preserve relationships! • If international, observe cultural protocol• Don’t forget your success stories• Pretend you’re negotiating for a friend


During the Negotiation 3

• Mirror the environment

• Sometimes you can get what you want by calling it by another name:

• They say “we don’t renegotiate contracts” … call it a “contract extension.” They don’t want to hire on a permanent basis, how about an internship or temp to perm?


During Negotiation 4

• Only one person gets to be angry at a time

• Leave something on table for other side

• Power of silence and pauses

• Ok to take a break or end without resolution

• You can say anything with a smile: “You can do better than that”

• Closing and dealing with objections


After the Negotiation

• Send thank you notes

• Review process & see how you can improve for next time

• Agree to revisit the issue

• Get clarity on what you need to do

• Keep looking before, during, and after


Negotiating Salary

• Consult network, salaryexpert.com, salary.com, cbsalary.com, prof assn pubs

• “First person who mentions money loses”

• Don’t discuss salary too soon—power curve

• Put it off any way you can


Negotiating Salary 2

• Three methods to “answer”:

• Defer (“Salary is certainly important, but I need to know more about…”

• Inquire (“What’s range for this position?”)

• Reveal (give a high range, where bottom of your range overlaps top of their range)


Negotiating Salary 3

• Workshop

• 1st offer shouldn’t be your final offer

• Don’t negotiate with self. Wait for their counter offer.

• Negotiate base salary first—biggest raise!

• Get it in writing

• Many options or tradeoffs …


Salary Options

• Salary, signing and performance bonuses

• Early salary review, title, start date

• Relocation, options, telecommute, DSL

• 401k match, profit sharing, benefits

• Sabbatical, time off, job sharing


Excellent Books

• “Getting To Yes” by Roger Fisher & William Ury

• “Getting Past No” by William Ury

• “Communicating with Customers Around the World” by K. D. Chan-Herur


“Getting to Yes”

• Separate the people from the problem -- deal with both issues

• Focus on interests, not positions

• Create options for mutual gain

• Insist on using objective criteria

• Be optimistic – strong correlation between aspirations & results


“Getting To Yes”

• BATNA – Best alternative to a negotiated agreement (your walk-away point)

• Don’t expect negotiation success unless you make an offer better than other side’s BATNA…and visa-versa


Conclusion

• If you do all this well …

SUCCESS!!• You’ll maximize odds of getting what you

want & deserve!

• Questions?


Stuck? Questions? Contact me

• [email protected] • 650-964-4366

• Individual coaching• Website – “12 keys to getting a great job”

and free newsletter and career resources• See “Services” page for these slides


Remember

“ Being able to do the job well will not necessarily get you hired; the person who gets hired is often the one who knows the most about how to get hired.”

-- Dick Lathrop “Who's Hiring Who”


Raffle & Offer

Raffle:

• “Getting to Yes” by William Ury

• 2 free phone coaching sessions

Offer:

• 50% off 1 hour of coaching