There are few more stressful occurrences in your career than interviewing for a new job. Here are six key negotiation skills that you can deploy to tip the scales in your favour.
1. Be mindful of how you respond to stress.
It is key 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, settled and confident.
2. Spend enough time on preparation.
Most negotiation training courses teach that the key to a successful negotiation result is the quality of the planning. The emphasis of your preparation will differ marginally depending on whether you are interviewing for a new position within your current organisation or if you are pursuing a totally new opportunity somewhere else.
Interviewing for a new job in your current organisation:
a. Make sure that you are in sync with the vision & the mission of the company.
b. Compile a detailed list of the objectives that you have delivered to demonstrate your skill to meet your targets.
c. Get references or endorsements from colleagues (your present supervisor would probably be the best one) attesting to the abilities that are being looked for in the new job.
Important questions to ask:
a. Why is the position vacant?
b. How will success be measured?
c. What assistance will I get to aid in the achievement of set objectives?
Interviewing for a new job outside of your organisation:
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 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 development.
d. Make a detailed list of the targets that you have delivered in the past to demonstrate your ability to achieve agreed targets.
Important questions to ask:
a. Why is the position available?
b. How will success be gauged?
c. What support will be made available to assist in the achievement of set objectives?
3. Create alternatives.
If you want 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 an outcome in a hurry then you are likely to make more concessions 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 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 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 states that you should anchor the negotiation by slightly overstating your salary expectations. By slightly overstating your salary 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 icing on your cake!
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