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How To Use Well Established Individual Negotiation Skills To Improve Your Performance In Work Interviews.
There are few more stressful occurrences in your career than interviewing for a new position. Here are six key negotiation skills that you can deploy to tip the scales in your favour.
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, settled and confident.
2. Spend adequate time on preparation.
Most negotiation training courses teach that the key to a successful 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 position within your present organisation or if you are pursuing a totally new opportunity elsewhere.
Interviewing for a new job in your present organisation:
a. Make sure that you are in sync with the vision & the mission of the organisation.
b. Compile a detailed list of the objectives that you have delivered to demonstrate your ability to achieve agreed goals.
c. Obtain references or endorsements from colleagues (your present manager would probably be the best one) attesting to the qualities that are being looked for in the new job.
Key questions to ask:
a. Why is the role available?
b. How will success be measured?
c. What assistance will I get to aid in the achievement of set objectives?
Interviewing for a new position outside of your organisation:
a. Ensure 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 development.
d. Compile a detailed list of the targets that you have delivered in the past to demonstrate your ability to achieve agreed goals.
Key questions to ask:
a. Why is the role available?
b. How will success be gauged?
c. What support will be made available to aid in the achievement of set objectives?
3. Create alternatives.
If you want to increase your leverage 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 make more concessions and vice versa.
5. Lead with your weaknesses.
This will achieve 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 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 states that you should anchor the negotiation by slightly overstating your remuneration. By slightly overstating your salary expectations you are leaving 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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