3 Phases of Job Negotiation; Preparation; In Vivo: During the negotiation itself; Other Issues; Post offer: You have the offer, Now what?

1. Negotiating a Job Offer

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3 Phases of Job Negotiation
• Preparation
• In vivo process
• Postoffer

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Preparation
Step 1: Figure out what you really want
 Necessary (other) living expenses
 Compensation
 Retirement
 Paid leave
 Protection
Step 2: Do your homework
Step 3: Determine your BATNA and your
Aspiration
Step 4: Research the employer’s BATNA

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Preparation (cont’d)
Step 5: Determine the Issue Mix
Step 6: Prepare several scenarios
 Agreement immediately to your counteroffer
 Low-ball offer (“this is our final offer”)
 Small concession
 Asked to make a reasonable offer
Step 7: Consider getting a coach

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In Vivo: During the negotiation itself
• Think about best way to position and present your
opening offer
• Assume the offer in negotiable
• Immediately re-anchor the interviewer by reviewing
your needs and your rational
• Do not reveal your BATNA & Reservation Point
IF ASKED ABOUT PREVIOUS (DESIRED)
SALERY:
Explain that your acceptance of a position depends on the
nature of the job offer and wage package!!!

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In Vivo: During the negotiation itself
(cont’d)
• Be prepared to take the initiative in the
conversation
• If asked about reason of leaving a former job:
 Avoid trap of trashing a former employer
 Avoid impression of troublemaker
• Avoid talking about salary or specific terms until
you have a job offer
• Practice
• Imagine negotiating on behalf of someone
• Comparables and Fairness

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Other Issues
• Eye contact (don’t be partial)
• Emotion
• Appearance
• Humor
• Qs: Code of Conduct, etc.
• Other terms and conditions

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Postoffer: You have the offer,
Now what?
• Do not immediately agree to the offer
• Get the offer in writing
• State Exactly what needs to be done for you to agree
• DO NOT negotiate if you are not or could not be
interested
• Exploding offers
• Do not try to create a bidding war
• Know when to stop negotiating
 No response
 Reciprocity
• Use a rational strategy for choosing among job offers

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Good Luck !!!

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Good Luck !!!