There are few more stressful occurrences in your career than interviewing for a new position. Here are 6 key negotiation skills that you can apply 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 ensure you come across as composed, settled and confident.
2. Spend adequate time on planning.
Most negotiation training workshops teach that the key to a positive negotiation result is the quality of the planning. The focus of your preparation will vary slightly depending on whether you are interviewing for a new position within your present company or if you are chasing a completely new opportunity somewhere else.
Interviewing for a new job in your existing organisation:
a. Ensure that you are in sync with the vision & the mission of the organisation.
b. Make a detailed list of the objectives that you have accomplished to show your skill to meet your targets.
c. Obtain references or testimonials from colleagues (your present manager would probably be the best one) testifying to the competencies 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 support will be made available to aid in the achievement of set objectives?
Interviewing for a new position in another company:
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 organisation.
c. Figure out how the organisation's vision & mission overlap with your personal goals & vision for career development.
d. Compile a detailed list of the objectives that you have achieved 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 measured?
c. What support will be made available to aid in the achievement of set objectives?
3. Create options.
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 short time then you are likely to make more concessions 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 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 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 states that you should anchor the negotiation by slightly overstating your remuneration. By somewhat overstating your remuneration 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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