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13 negotiating job offer appen4

3 Phases of Job Negotiation; Preparation; In Vivo: During the negotiation itself; Other Issues; Post offer: You have the offer, Now what?

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13 negotiating job offer appen4

  1. 1. Negotiating a Job Offer
  2. 2. August 30, 2015 2 3 Phases of Job Negotiation • Preparation • In vivo process • Postoffer
  3. 3. August 30, 2015 3 Preparation Step 1: Figure out what you really want  Necessary (other) living expenses  Compensation  Retirement  Paid leave  Protection Step 2: Do your homework Step 3: Determine your BATNA and your Aspiration Step 4: Research the employer’s BATNA
  4. 4. August 30, 2015 4 Preparation (cont’d) Step 5: Determine the Issue Mix Step 6: Prepare several scenarios  Agreement immediately to your counteroffer  Low-ball offer (“this is our final offer”)  Small concession  Asked to make a reasonable offer Step 7: Consider getting a coach
  5. 5. August 30, 2015 5 In Vivo: During the negotiation itself • Think about best way to position and present your opening offer • Assume the offer in negotiable • Immediately re-anchor the interviewer by reviewing your needs and your rational • Do not reveal your BATNA & Reservation Point IF ASKED ABOUT PREVIOUS (DESIRED) SALERY: Explain that your acceptance of a position depends on the nature of the job offer and wage package!!!
  6. 6. August 30, 2015 6 In Vivo: During the negotiation itself (cont’d) • Be prepared to take the initiative in the conversation • If asked about reason of leaving a former job:  Avoid trap of trashing a former employer  Avoid impression of troublemaker • Avoid talking about salary or specific terms until you have a job offer • Practice • Imagine negotiating on behalf of someone • Comparables and Fairness
  7. 7. August 30, 2015 7 Other Issues • Eye contact (don’t be partial) • Emotion • Appearance • Humor • Qs: Code of Conduct, etc. • Other terms and conditions
  8. 8. August 30, 2015 8 Postoffer: You have the offer, Now what? • Do not immediately agree to the offer • Get the offer in writing • State Exactly what needs to be done for you to agree • DO NOT negotiate if you are not or could not be interested • Exploding offers • Do not try to create a bidding war • Know when to stop negotiating  No response  Reciprocity • Use a rational strategy for choosing among job offers
  9. 9. August 30, 2015 9 Good Luck !!!
  10. 10. August 30, 2015 9 Good Luck !!!

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