There are few more stressful events in your career than interviewing for a new job. Here are 6 key negotiation skills that you can deploy to tip the scales in your favour.
1. Be mindful of how you react 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, calm and confident.
2. Spend enough time on planning.
Most negotiation training courses teach that the key to a successful negotiation result is the quality of the preparation. The emphasis of your preparation will differ marginally depending on whether you are interviewing for a new job within your current company or if you are pursuing a totally new opportunity somewhere else.
Interviewing for a new position in your existing organisation:
a. Make sure that you understand the vision & the mission of the company.
b. Make a detailed list of the objectives that you have delivered to demonstrate your skill to achieve agreed goals.
c. Get references or endorsements from co-workers (your present supervisor would probably be the best one) testifying to the qualities that are being looked for in the new job.
Important questions to ask:
a. Why is the role vacant?
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 in another organisation:
a. Ensure that you read up as much as possible about the new organisation 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 growth.
d. Make a detailed list of the objectives that you have delivered in the past to demonstrate your ability to achieve agreed targets.
Key questions to ask:
a. Why is the position available?
b. How will success be gauged?
c. What assistance will I get to assist in the achievement of set objectives?
3. Create options.
If you want to increase your leverage there is no replacement for creativity.
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 concede more and vice versa.
5. Lead with your weaknesses.
This will accomplish the following 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 significant 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 confirms that you should anchor the negotiation by slightly overstating your salary expectations. By somewhat overstating your salary expectations you are leaving yourself room to make concessions in order to advance 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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