How To Use Personal Negotiation Skills To Increase The Success Rate Of Your 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 in your favour.
1. Be aware 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 ensure you come across as composed, calm and confident.
2. Spend enough time on preparation.
Most negotiation training workshops teach that the key to a successful negotiation outcome is the quality of the planning. The focus of your preparation will vary slightly depending on whether you are interviewing for a new opportunity within your current organisation or if you are chasing a totally new opportunity elsewhere.
Interviewing for a new oppportunity in your present organisation:
a. Ensure that you understand the vision & the mission of the company.
b. Compile a detailed list of the objectives that you have accomplished to demonstrate your ability to meet your targets.
c. Obtain references or testimonials from co-workers (your present supervisor would probably be the best one) attesting to the abilities that are being looked for in the new job.
Key questions to ask:
a. Why is the position available?
b. How will success be measured?
c. What support will be made available to assist in the achievement of set objectives?
Interviewing for a new job outside of your company:
a. Ensure that you research 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 organisation.
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 achieved in the past to demonstrate your ability to achieve agreed goals.
Important questions to ask:
a. Why is the role available?
b. How will success be measured?
c. What assistance will I get to assist in the achievement of set objectives?
3. Create alternatives.
To increase your leverage there is no substitute 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 short time 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 uncovered by the interviewer's questions at the close 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 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 salary expectations. By slightly overstating your remuneration expectations you are leaving yourself space 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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