Negotiating for a New Position


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Ron Elsdon, Ph.D. is a founder of Elsdon Organizational Renewal and has spent 25 years providing organizational career services, counseling and consulting. In this presentation Ron presents strategies for negotiating a new job from proper interview preparation to salary negotiation.

Published in: Career, Technology, Business
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  • Thank you Ronnie Pleasure and a privilege to deliver this webinar. Both takes me back to my early roots in Chemical Engineering and couples this with my current focus on careers and organizations. Follow up to webinars in March on Staying Career Fit in Turbulent Times, in June on Networking and Connecting and in August on Progressing in Your Organization (archived on AIChE web site). Interest expressed in today’s topic of negotiating for a new position. Could be in a new organization or in your current organization. Most challenging negotiations are those in which we are heavily invested personally, like a new position. Will look at how to approach this so you can be most effective in these negotiations. Basis that this is a negotiation where you will have an on-going relationship, not a one time contact like buying a car.
  • Intrinsic examples Achievement, balance, integrity, power, contributing Work Content examples Creative, analytical, detailed, helping, physical Work Environment examples Autonomous, fast-paced, relaxed, sense of community Work Relationship examples Caring, competition, cooperation, diversity Possible area of tension Achievement and balance
  • Both from tape recorded sessions and actual observation No significant difference in planning time
  • How would you approach this negotiation? Start by underlining value Then move to benchmark market rates Then salary sought
  • Negotiating for a New Position

    1. 1. Negotiating for a New Position American Institute of Chemical Engineers 2009 Ron Elsdon, Ph.D. Elsdon Organizational Renewal and New Beginnings Career and College Guidance (925) 838 2362,
    2. 2. Outline <ul><li>Context </li></ul><ul><li>Goals of the negotiation </li></ul><ul><li>Preparation </li></ul><ul><ul><li>Clarifying your priorities </li></ul></ul><ul><ul><li>Knowing the attributes of skilled negotiators </li></ul></ul><ul><ul><li>Knowing the characteristics of an effective process </li></ul></ul><ul><ul><li>Knowing the market and organization </li></ul></ul><ul><li>Successful conclusion </li></ul>
    3. 3. Polling Slide (May choose more than one option) <ul><li>What should your goals be in the negotiation? </li></ul><ul><ul><li>Gain as much advantage as you can </li></ul></ul><ul><ul><li>Establish your value </li></ul></ul><ul><ul><li>Communicate your enthusiasm </li></ul></ul><ul><ul><li>Be compensated to meet your needs </li></ul></ul><ul><ul><li>Achieve a mutually beneficial outcome </li></ul></ul>
    4. 4. What is negotiable?
    5. 5. Clarifying Your Priorities <ul><li>Understand and prioritize your values </li></ul><ul><ul><li>Intrinsic </li></ul></ul><ul><ul><li>Work content </li></ul></ul><ul><ul><li>Work environment </li></ul></ul><ul><ul><li>Work relationship </li></ul></ul><ul><li>What is an example of a potential area of internal tension? </li></ul>
    6. 6. Attributes of Skilled Negotiators <ul><li>Rated as effective by both sides </li></ul><ul><li>Track record of significant success </li></ul><ul><li>Low incidence of implementation failures </li></ul>Source: Huthwaite, Inc.
    7. 7. Example Salary Negotiation Range Modified from Wetfeet 80K 120K 100K 90K 110K Your salary negotiation range Your walk away point Your asking point 130K Dream offer Salary mentioned in interview Benchmark market rates for the position & your qualifications Salaries of similar employees at the company