Presentation which corresponds with Chapter 10 for PSY 126 with Dr. Eisenhard.

1. Networking & Negotiating
Matthew L. Eisenhard, Psy.D.
Week 10: Psychology for Business & Industry

2. Networking
• The ongoing process of
building interconnected
relationships.
▫ Purpose is for politicking and socializing.
• Networks are:
▫ Clusters of people joined together by a variety of
links.
▫ Primary and secondary connections.

3. Networking Objectives
• To get a job – or a different one.
• To perform better at your current job.
• To advance in your organization.
• To stay current in your field.
• To maintain mobility.
• To develop and
maintain relationships
– professional and
personal.

4. Networking Process
• Self-assessment exercise 10.1.
• Five basic tasks:
1. Perform a self-assessment and set goals.
2. Create a one minute self-sell.
3. Develop a network.
4. Conduct networking
interviews.
5. Maintain the network.

5. Self-Assessment & Setting Objectives
• Helps clarify your skills, competencies, and
knowledge.
• Gives insight to what is important to you.
▫ Accomplishments
 Write down at least 2 to 3 that define your skills and
abilities – include in your resume.
▫ Tying accomplishments to job interview
 When asked to describe yourself, use the
accomplishments statement in your resume.
▫ Set networking objectives
 Clearly set goals – break it down into specific tasks.

6. Your One Minute Self-Sell
• An opening statement used in networking that
quickly summarizes your history and career plan
and asks a question.
▫ Should be 60 seconds or less.
▫ Be concise – clear – compelling.
▫ Outline
 History
 Summary of highlights of your career to date.
 Plans
 What you are seeking – be specific.
 Question
 Ask question to open two-way communication.

7. Develop Your Network
• Start with primary contacts – people you know.
▫ Document these contacts.
• Ask for secondary contacts – keep growing the
list.
▫ Include people you do not know.
▫ Get involved with the community – clubs,
organizations, volunteer work, etc.
▫ Meet and greet.
 Use the one minute self-sell.

9. Networking Interviews
• Informational interviews are
designed to help learn specifics
about your field of interest.
▫ Can be a phone call.
 Better if face to face.
▫ Ask for 15-20 minutes of their time.
▫ Most people are willing to help you.
 Do not go over your allotted time – unless asked to
stay.
 Leave business cards and resumes.

10. Networking Interview Process
• Establish rapport.
▫ Praise and read the person.
▫ Thank them for their time.
▫ State your purpose clearly.
• Deliver your one minute self-sell.
▫ Even if it is a repeat – it leads into
your questions.
• Ask prepared questions.
▫ Have a short list of concise and relevant questions.
• Get additional contacts.
▫ Always ask for names of other people to contact.
• Ask how you can be of help to them.
▫ Or better yet bring something that may interest them – reciprocity.
• Follow-up with thank you note and status report.
▫ Good idea to document meetings and follow-up calls.

11. Maintaining & Coalitions
• Keep everyone in your network informed of your
progress and status.
▫ If someone was particularly helpful, let them
know.
• Always continue to grow and update your
network.
• A coalition is a short-term network used to meet
a specific goal.
▫ Use it to help you influence the people in power
that you need to further your aspirations.

12. Digital Networking
• Follow the same rules as
in-person networking.
• Think about using
LinkedIn for business
networking.
▫ Businesses are using
social networking to
increase their business.
▫ Follow the company
policies about using work
hours for networking,
social or otherwise.

13. Negotiating
• Process in which two or more parties have something
the other wants.
▫ An attempt to come to an exchange agreement.
▫ It is also called bargaining.
• Power, influence tactics, &
politics can all be used in
the negotiating process.
• Self-assessment 10.2
examines your negotiating
skills.

14. When & Where?
• We negotiate when there is
a conflict of interests.
▫ Union bargaining (others
bargain for us).
▫ Accepting a job.
▫ Getting a raise.
• If there is no set price or “wiggle” room, then no
negotiation/bargaining can/will take place.
▫ Can you name some acceptable and unacceptable
times and places?

15. Two Negotiating Strategies
• Distributive Bargaining
▫ Negotiating over shares of a fixed pie.
▫ Creating win-lose situations.
▫ Zero-sum game = any gain made at another party’s expense.
• Integrative Bargaining
▫ Negotiating to give everyone a good deal.
▫ Creating win-win situations.
▫ Trust is a major factor.
 Must be open, honest, and flexible.
 The “good deal policy.”
▫ Good negotiating skills can be learned – and are in high
demand.
 Good leaders are good negotiators.

16. Process of Negotiating
• 3, maybe 4 steps.
1. Plan
2. Bargain
3. Maybe a
postponement
4. Agreement – or
no agreement.

17. The Plan
• Success or failure depends on a good plan.
▫ Research the other party.
 Know your opponent well.
▫ Set goals.
 Have a specific target and be willing to walk away unless you get it.
 Open with something higher that what you will settle for.
▫ Anticipate questions and objections from your opponent.
 Be ready to answer everything that could possibly come up from them.
▫ Develop options and trade-offs.
 If you have to give up something, be ready to ask for something in
return.

19. The Bargaining
• Develop rapport.
▫ Read the other person.
▫ Focus on obstacles.
▫ Never attack the other person on a personal level – no name
calling allowed.
• Let the other party make the first offer.
▫ Use this as a starting point.
• Listen and ask questions about the other party’s needs.
▫ Remember people want control and respect.
• Do not move too fast.
▫ Ask for something in return.
▫ Do not look desperate or intimidated.
▫ Make the first concession (it makes them feel obligated), but do
not make unilateral concessions.

21. To Postpone or Not?
• Honesty and integrity are imperative for a good
negotiator.
• Do not create a sense of urgency.
▫ Unless it is really true.
• Know when to pressure and when to let it go.
▫ Sometimes agreeing to let
▫ someone sleep on it may be best.
▫ You need to read between the
lines, read the nonverbals.

22. Agreement or Not
• Everyone agrees on the terms.
▫ Or… no agreement can be made.
• If an impasse is met, consider bringing in a 3rd
party or mediator.
▫ Difference between good and not so good
negotiators is how they respond to failure.
 Learn from your mistakes.
 Maintain your enthusiasm.
 Maintain your optimism.
 Come back another day.

23. Networking and Negotiating Globally
• Be alert to cultural differences.
• Variations for global negotiating:
▫ Time to reach an agreement.
▫ Focus on relationships versus task.
▫ Use of power tactics.
▫ Verbal and nonverbal communication.
▫ Correct greetings and rituals.

24. Global Negotiating Examples
• Israeli’s like a good argument.
• Japanese prefer being civil.
• French like to take their time and like conflict.
• Chinese like to drag things out.
• Americans and impatient and want quick results.
• Japanese and Chinese expect to exchange gifts.
• Russians view concessions as a sign of weakness.
• Japanese expect to do business over dinner and drinks.
• Islamic cultures ban alcohol.

25. Influencing Process

26. Main Points
• Networking process
• Create your own “one-minute self-sell”
• Negotiating “let’s make a deal”