Using Well Established Personal Negotiation Skills To Improve Your Performance During Work Interviews.
There are few more stressful events in your career than interviewing for a new job. Here are six key negotiation skills that you can apply to tip the scales to your advantage.
1. Be aware of how you react 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 workshops teach that the key to a positive negotiation outcome is the quality of the preparation. The focus of your preparation will differ marginally depending on whether you are interviewing for a new job within your current organisation or if you are chasing a completely new opportunity elsewhere.
Interviewing for a new position 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 accomplished to show your ability to achieve agreed goals.
c. Obtain references or endorsements from co-workers (your present supervisor would probably be the best one) attesting to the abilities that are being looked for in the new position.
Key questions to ask:
a. Why is the role available?
b. How will success be measured?
c. What assistance will I get to help in the achievement of set objectives?
Interviewing for a new job outside of your company:
a. Make sure that you research as much as possible about the new organisation 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 growth.
d. Make a detailed list of the targets that you have achieved in the past to show your ability to achieve agreed goals.
Key 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.
To increase your power there is no substitute for creativity.
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 ending the interview on a negative note having left your weaknesses to be exposed by the interviewer's questions at the close of the interview.
ii. The likeliness is significant 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 remuneration expectations you are allowing yourself space to make concessions in order to advance 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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