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Negotiation:   Getting What You Want and Deserve Steve Piazzale, Ph.D.  Career/Life Coach www.BayAreaCareerCoach.com [emai...
The Job Hunting Process <ul><li>Set goals </li></ul><ul><li>Self Marketing Plan, Contact Log </li></ul><ul><li>Research ta...
Job Search Continuity <ul><li>PSRs --> Résumé with value-added results  </li></ul><ul><li>--> Self knowledge & confidence ...
Negotiation <ul><li>What is Negotiation?  </li></ul><ul><li>What is its purpose? </li></ul><ul><li>Raffle </li></ul>
Negotiation <ul><li>“Negotiation is the art of letting someone else have your way.” </li></ul><ul><li>Process in which you...
Before the Negotiation <ul><li>Preparation </li></ul><ul><li>If negotiating salary, consult resources </li></ul><ul><li>Un...
During the Negotiation <ul><li>Listen carefully & communicate clearly </li></ul><ul><li>Establish rapport—be hard on the i...
During the Negotiation 2 <ul><li>Be strong not desperate </li></ul><ul><li>Keep emotional distance--don’t get personal </l...
During the Negotiation 3 <ul><li>Mirror the environment </li></ul><ul><li>Sometimes you can get what you want by calling i...
During Negotiation 4 <ul><li>Only one person gets to be angry at a time  </li></ul><ul><li>Leave something on table for ot...
After the Negotiation <ul><li>Send thank you notes  </li></ul><ul><li>Review process & see how you can improve for next ti...
Negotiating Salary <ul><li>Consult network, salaryexpert.com, salary.com, cbsalary.com, prof assn pubs </li></ul><ul><li>“...
Negotiating Salary 2 <ul><li>Three methods to “answer”:  </li></ul><ul><li>Defer  (“Salary is certainly important, but I n...
Negotiating Salary 3 <ul><li>Workshop </li></ul><ul><li>1st offer shouldn’t be your final offer  </li></ul><ul><li>Don’t n...
Salary Options <ul><li>Salary, signing and performance bonuses </li></ul><ul><li>Early salary review, title, start date </...
Excellent Books <ul><li>“ Getting To Yes” by Roger Fisher & William Ury </li></ul><ul><li>“ Getting Past No” by William Ur...
“Getting to Yes” <ul><li>Separate the people from the problem -- deal with both issues </li></ul><ul><li>Focus on interest...
“Getting To Yes” <ul><li>BATNA – Best alternative to a negotiated agreement (your walk-away point) </li></ul><ul><li>Don’t...
Conclusion <ul><li>If you do all this well …  </li></ul><ul><li>SUCCESS!! </li></ul><ul><li>You’ll maximize odds of gettin...
Stuck? Questions? Contact me <ul><li>Steve@BayAreaCareerCoach.com  </li></ul><ul><li>650-964-4366 </li></ul><ul><li>Indivi...
Remember <ul><li>“ Being able to do the job well will not necessarily get you hired; the person who gets hired is often th...
Raffle & Offer <ul><li>Raffle: </li></ul><ul><li>“ Getting to Yes” by William Ury </li></ul><ul><li>2 free phone coaching ...
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Steve Piazzale "Negotiation: Getting What You Wand and Deserve"

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

  1. 1. Negotiation: Getting What You Want and Deserve Steve Piazzale, Ph.D. Career/Life Coach www.BayAreaCareerCoach.com [email_address]
  2. 2. The Job Hunting Process <ul><li>Set goals </li></ul><ul><li>Self Marketing Plan, Contact Log </li></ul><ul><li>Research target companies & industries </li></ul><ul><li>Cover letters & résumés </li></ul><ul><li>Info meetings/networking/apply </li></ul><ul><li>Interviewing </li></ul><ul><li>Negotiation </li></ul>
  3. 3. Job Search Continuity <ul><li>PSRs --> Résumé with value-added results </li></ul><ul><li>--> Self knowledge & confidence </li></ul><ul><li>--> Compelling summary profile </li></ul><ul><li>--> Memorable elevator pitch </li></ul><ul><li>--> Persuasive cover letters </li></ul><ul><li>--> Effective interviewing </li></ul><ul><li>--> Improved negotiation </li></ul>
  4. 4. Negotiation <ul><li>What is Negotiation? </li></ul><ul><li>What is its purpose? </li></ul><ul><li>Raffle </li></ul>
  5. 5. Negotiation <ul><li>“Negotiation is the art of letting someone else have your way.” </li></ul><ul><li>Process in which you & another work together to create a mutually satisfactory agreement. Win-Win scenario. </li></ul><ul><li>A lifetime skill—applicable everywhere. </li></ul>
  6. 6. Before the Negotiation <ul><li>Preparation </li></ul><ul><li>If negotiating salary, consult resources </li></ul><ul><li>Understand other side’s interests & culture </li></ul><ul><li>Know what you really want (interests) </li></ul><ul><li>Don’t let recruiter negotiate for you </li></ul><ul><li>Determine walk away or resistance point </li></ul><ul><li>Role play </li></ul>
  7. 7. During the Negotiation <ul><li>Listen carefully & communicate clearly </li></ul><ul><li>Establish rapport—be hard on the issues, easy on people </li></ul><ul><li>Treat other side with respect </li></ul><ul><li>Be enthusiastic, positive, thankful </li></ul><ul><li>Keep an open mind </li></ul><ul><li>Be creative, generate options </li></ul>
  8. 8. During the Negotiation 2 <ul><li>Be strong not desperate </li></ul><ul><li>Keep emotional distance--don’t get personal </li></ul><ul><li>Avoid ultimatums & threats </li></ul><ul><li>Go for mutual wins. Preserve relationships! </li></ul><ul><li>If international, observe cultural protocol </li></ul><ul><li>Don’t forget your success stories </li></ul><ul><li>Pretend you’re negotiating for a friend </li></ul>
  9. 9. During the Negotiation 3 <ul><li>Mirror the environment </li></ul><ul><li>Sometimes you can get what you want by calling it by another name: </li></ul><ul><li>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? </li></ul>
  10. 10. During Negotiation 4 <ul><li>Only one person gets to be angry at a time </li></ul><ul><li>Leave something on table for other side </li></ul><ul><li>Power of silence and pauses </li></ul><ul><li>Ok to take a break or end without resolution </li></ul><ul><li>You can say anything with a smile: “You can do better than that” </li></ul><ul><li>Closing and dealing with objections </li></ul>
  11. 11. After the Negotiation <ul><li>Send thank you notes </li></ul><ul><li>Review process & see how you can improve for next time </li></ul><ul><li>Agree to revisit the issue </li></ul><ul><li>Get clarity on what you need to do </li></ul><ul><li>Keep looking before, during, and after </li></ul>
  12. 12. Negotiating Salary <ul><li>Consult network, salaryexpert.com, salary.com, cbsalary.com, prof assn pubs </li></ul><ul><li>“ First person who mentions money loses” </li></ul><ul><li>Don’t discuss salary too soon—power curve </li></ul><ul><li>Put it off any way you can </li></ul>
  13. 13. Negotiating Salary 2 <ul><li>Three methods to “answer”: </li></ul><ul><li>Defer (“Salary is certainly important, but I need to know more about…” </li></ul><ul><li>Inquire (“What’s range for this position?”) </li></ul><ul><li>Reveal (give a high range, where bottom of your range overlaps top of their range) </li></ul>
  14. 14. Negotiating Salary 3 <ul><li>Workshop </li></ul><ul><li>1st offer shouldn’t be your final offer </li></ul><ul><li>Don’t negotiate with self. Wait for their counter offer. </li></ul><ul><li>Negotiate base salary first—biggest raise! </li></ul><ul><li>Get it in writing </li></ul><ul><li>Many options or tradeoffs … </li></ul>
  15. 15. Salary Options <ul><li>Salary, signing and performance bonuses </li></ul><ul><li>Early salary review, title, start date </li></ul><ul><li>Relocation, options, telecommute, DSL </li></ul><ul><li>401k match, profit sharing, benefits </li></ul><ul><li>Sabbatical, time off, job sharing </li></ul>
  16. 16. Excellent Books <ul><li>“ Getting To Yes” by Roger Fisher & William Ury </li></ul><ul><li>“ Getting Past No” by William Ury </li></ul><ul><li>“ Communicating with Customers Around the World” by K. D. Chan-Herur </li></ul>
  17. 17. “Getting to Yes” <ul><li>Separate the people from the problem -- deal with both issues </li></ul><ul><li>Focus on interests, not positions </li></ul><ul><li>Create options for mutual gain </li></ul><ul><li>Insist on using objective criteria </li></ul><ul><li>Be optimistic – strong correlation between aspirations & results </li></ul>
  18. 18. “Getting To Yes” <ul><li>BATNA – Best alternative to a negotiated agreement (your walk-away point) </li></ul><ul><li>Don’t expect negotiation success unless you make an offer better than other side’s BATNA…and visa-versa </li></ul>
  19. 19. Conclusion <ul><li>If you do all this well … </li></ul><ul><li>SUCCESS!! </li></ul><ul><li>You’ll maximize odds of getting what you want & deserve! </li></ul><ul><li>Questions? </li></ul>
  20. 20. Stuck? Questions? Contact me <ul><li>Steve@BayAreaCareerCoach.com </li></ul><ul><li>650-964-4366 </li></ul><ul><li>Individual coaching </li></ul><ul><li>Website – “12 keys to getting a great job” and free newsletter and career resources </li></ul><ul><li>See “Services” page for these slides </li></ul>
  21. 21. Remember <ul><li>“ 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.” </li></ul><ul><li>-- Dick Lathrop “Who's Hiring Who” </li></ul>
  22. 22. Raffle & Offer <ul><li>Raffle: </li></ul><ul><li>“ Getting to Yes” by William Ury </li></ul><ul><li>2 free phone coaching sessions </li></ul><ul><li>Offer: </li></ul><ul><li>50% off 1 hour of coaching </li></ul>
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