There are few more stressful events in your career than interviewing for a new job. Here are six key negotiation skills that you can deploy to tip the scales to your advantage.
1. Be mindful of how you respond to stress.
It is very important that you realise how you react in stressful situations so that you can ensure you prepare an approach that will guarantee you come across as composed, calm and confident.
2. Spend enough time on preparation.
Most negotiation training courses teach that the key to a positive negotiation result is the quality of the planning. The focus of your preparation will differ marginally depending on whether you are interviewing for a new opportunity within your current organisation or if you are pursuing a completely new opportunity somewhere else.
Interviewing for a new oppportunity in your present organisation:
a. Make sure that you understand the vision & the mission of the company.
b. Compile a detailed list of the objectives that you have delivered to show your skill to meet your targets.
c. Obtain references or endorsements from co-workers (your present supervisor would probably be the best one) attesting to the qualities that are being looked for in the new position.
Important questions to ask:
a. Why is the position available?
b. How will success be measured?
c. What assistance will I get to assist in the achievement of set objectives?
Interviewing for a new job outside of your organisation:
a. Make sure 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 competition & market analysts.
b. It is critical to understand the vision & mission of the company.
c. Figure out how the organisation's vision & mission overlap with your personal goals & vision for career progression.
d. Make a detailed list of the targets that you have delivered in the past to show your ability to achieve agreed targets.
Important questions to ask:
a. Why is the role available?
b. How will success be gauged?
c. What assistance will I get to help in the achievement of set objectives?
3. Create alternatives.
If you want to increase your power there is no replacement for being creative.
4. Use time to your advantage.
Understand the impact of timing on decision making. If you need to have an outcome in a hurry then you are likely to concede more and vice versa.
5. Lead with your weaknesses.
This will accomplish two things:
i. It will prevent you leaving the interview on a negative note having left your weaknesses to be exposed by the interviewer's questions at the end of the interview.
ii. The likeliness is considerable that your interviewer will uncover your weaknesses in any event. When they do discover your weaknesses and they happen to be consistent with 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 salary expectations. By slightly overstating your salary expectations you are allowing yourself room to make concessions in order to progress the negotiation at a later stage. If you don't have to make any concessions then you will have icing on your cake!
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