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

  • 1. Negotiation: Getting What You Want and Deserve Steve Piazzale, Ph.D. Career/Life Coach www.BayAreaCareerCoach.com [email_address]
  • 2. The Job Hunting Process
    • Set goals
    • Self Marketing Plan, Contact Log
    • Research target companies & industries
    • Cover letters & résumés
    • Info meetings/networking/apply
    • Interviewing
    • Negotiation
  • 3. 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
  • 4. Negotiation
    • What is Negotiation?
    • What is its purpose?
    • Raffle
  • 5. 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.
  • 6. 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
  • 7. 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
  • 8. 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
  • 9. 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?
  • 10. 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
  • 11. 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
  • 12. 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
  • 13. 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)
  • 14. 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 …
  • 15. 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
  • 16. 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
  • 17. “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
  • 18. “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
  • 19. Conclusion
    • If you do all this well …
    • SUCCESS!!
    • You’ll maximize odds of getting what you want & deserve!
    • Questions?
  • 20. Stuck? Questions? Contact me
    • Steve@BayAreaCareerCoach.com
    • 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
  • 21. 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”
  • 22. Raffle & Offer
    • Raffle:
    • “ Getting to Yes” by William Ury
    • 2 free phone coaching sessions
    • Offer:
    • 50% off 1 hour of coaching