Using Individual Negotiation Skills Best Practices To Increase The Effectiveness Of Your Work Interviews.
There are few more stressful events in your career than interviewing for a new position. Here are 6 key negotiation skills that you can apply to tip the scales in your favour.
1. Be aware of how you react to stress.
It is key that you realise how you respond in stressful situations so that you can ensure you prepare an approach that will guarantee you come across as composed, calm and confident.
2. Spend adequate time on planning.
Most negotiation training workshops teach that the key to a successful negotiation outcome is the quality of the preparation. The emphasis of your planning will differ marginally depending on whether you are interviewing for a new job within your present company or if you are chasing a totally new opportunity elsewhere.
Interviewing for a new position in your current company:
a. Make sure that you understand the vision & the mission of the organisation.
b. Make a detailed list of the objectives that you have accomplished to demonstrate your ability to achieve agreed goals.
c. Get character references or endorsements from co-workers (your present manager would probably be the best one) testifying to the abilities that are being looked for in the new job.
Key questions to ask:
a. Why is the role vacant?
b. How will success be gauged?
c. What assistance will I get to help in the achievement of set objectives?
Interviewing for a new position in another company:
a. Ensure that you research as much as possible about the new organisation including taking a look at what is said about the organisation by their competitors & market analysts.
b. It is very important to understand the vision & mission of the company.
c. Figure out how the organisation's vision & mission overlap with your personal goals & vision for career growth.
d. Compile a detailed list of the objectives that you have achieved in the past to demonstrate your ability to achieve agreed goals.
Key questions to ask:
a. Why is the position vacant?
b. How will success be gauged?
c. What assistance will I get to aid in the achievement of set objectives?
3. Create options.
To increase your leverage there is no substitute for creativity.
4. Use time to your benefit.
Understand the impact of timing on decision making. If you need to have a result in a hurry then you are likely to concede more and vice versa.
5. Lead with your weaknesses.
This will achieve the following two things:
i. It will prevent you ending the interview on a negative note having left your weaknesses to be uncovered by the interviewer's questions at the close of the interview.
ii. The likeliness is significant that your interviewer will expose your weaknesses in any event. When they do expose your weaknesses and they happen to be consistent with what you told them it will establish you as a trustworthy & credible resource.
6. Ask for more than you want.
Research into salary negotiation best practice confirms that you should anchor the negotiation by slightly overstating your remuneration. By somewhat overstating your remuneration expectations you are leaving yourself space to make concessions in order to advance the negotiation later on. If you don't have to make any concessions then you will have your bread buttered on both sides!
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