2. August 30, 2015
2
3 Phases of Job Negotiation
• Preparation
• In vivo process
• Postoffer
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. 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. 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. 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. 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. 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