Using Individual Negotiation Skills To Increase The Effectiveness Of Your Work Interviews.
There are few more stressful events in your career than interviewing for a new position. Here are 6 key negotiation skills that you can apply to tip the scales in your favour.
1. Be careful of how you respond to stress.
It is key that you realise how you respond in stressful situations so that you can ensure you prepare an approach that will ensure you come across as composed, calm and confident.
2. Spend adequate time on planning.
Most negotiation training workshops teach that the key to a successful negotiation result is the quality of the planning. The emphasis of your planning will vary slightly depending on whether you are interviewing for a new opportunity within your present company or if you are chasing a totally new opportunity somewhere else.
Interviewing for a new oppportunity in your current company:
a. Ensure that you understand the vision & the mission of the organisation.
b. Make a detailed list of the objectives that you have accomplished to demonstrate your skill to meet your targets.
c. Get character references or testimonials from co-workers (your present manager would probably be the best one) testifying to the competencies that are being looked for in the new job.
Important questions to ask:
a. Why is the position vacant?
b. How will success be gauged?
c. What support will be made available to assist in the achievement of set objectives?
Interviewing for a new position in another company:
a. Ensure that you read up as much as possible about the new company including taking a look at what is said about the organisation by their competitors & market analysts.
b. It is very important to understand the vision & mission of the organisation.
c. Figure out how the organisation's vision & mission overlap with your personal goals & vision for career progression.
d. Compile a detailed list of the objectives that you have achieved in the past to demonstrate your ability to achieve agreed targets.
Important questions to ask:
a. Why is the position vacant?
b. How will success be measured?
c. What assistance will I get to help in the achievement of set objectives?
3. Create options.
To increase your leverage there is no replacement for being creative.
4. Use time to your benefit.
Understand the impact of timing on decision making. If you need to have a result in a short time then you are likely to concede more and vice versa.
5. Lead with your weaknesses.
This will achieve the following two things:
i. It will prevent you ending the interview on a negative note having left your weaknesses to be uncovered by the interviewer's questions at the end of the interview.
ii. The likeliness is considerable that your interviewer will expose your weaknesses in any event. When they do expose your weaknesses and they happen to be exactly what you told them it will establish you as a trustworthy & credible resource.
6. Ask for more than you want.
Research into salary negotiation best practice confirms that you should anchor the negotiation by slightly overstating your remuneration. By somewhat overstating your remuneration expectations you are leaving yourself room to make concessions in order to progress the negotiation later on. If you don't have to make any concessions then you will have your bread buttered on both sides!
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