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Negotiation skills and a job interview

  1. (Smartdraw, 2022)
  2. NEGOTIATION DURING A JOB INTERVIEW Presented by Shahriar Supto Session 2017-18 Speech & Language Therapist (Intern) CRP, Savar, Dhaka.
  3. CONTENTS Negotiation Negotiation Strategic approach Stages of Negotiation Negotiation during Job Interview Common Negotiation Mistakes Summary References
  4. Negotiation Negotiation is an interactive process between two or more negotiators or parties seeking to find common ground on issues of mutual interest, where the negotiators or parties seek to make a mutually acceptable agreement that will be honored by all. Negotiation is the process of resolving conflict of interest through discussion and bargaining. (Negotiation, 2020)
  5. Negotiation Strategic approach (Lewicki et al., 2009)
  6. • Avoiding (lose–lose): A lose-lose situation is one where the parties both leave the negotiation feeling worse off than when they were entered the negotiation. • Accommodating (lose to win): This style can be described as the “I lose, you win” model and is the direct opposite of the competitive style. For accommodating negotiators, the relationship means everything and the outcome is not important. Negotiation Strategic approach
  7. • Competitive (win–lose): This style of negotiation considers winning at all costs even at the expense of the other party. • Collaborative (win–win): In a Win-Win scenario, both sides meet their goal’s. This win-win model focuses on making sure all parties have their needs met. • Compromising (split the difference): It is a negotiation tactic where no one has the upper hand in the end; both you and the other party simply agree to meet in the middle. No one wins and no one loses. Negotiation Strategic approach
  8. (Alignthoughts, 2022)
  9. 1. Prepare- The first stage relates to planning and preparation. This is a time to assess the situation and the relationship with the other party. Important information includes defining your needs and objectives, minimum expectations. 2. Information Exchange- The process begins with each party laying out and explaining their opening positions. Once initial positions have been exchanged, the parties will explain and justify their positions. It is important to ascertain the other party’s wants and needs. 5 Stages of Negotiation Process
  10. 4. Conclude- Both sides should thank each other once they reach a solution that is acceptable to both parties. 3.Bargain- During the bargaining process, keep your emotions in check; the best negotiators use strong verbal communication skills. A natural part of the bargaining process is making concessions, in other words, giving up one thing to get something else in return. 5.Execute- This is the final stage of the negotiation process where a final agreement is completed. Both parties should review the terms of the agreement to avoid any misunderstanding.
  11. Negotiation during Job Interview Be prepared and do your research. Do not take anything personally, treat all negotiations as if professionally. Negotiate only with decision makers: it is much more efficient to talk face to face with the person who decides. Create a win-win situation. Create trust and be polite during interview. Be flexible.
  12. Anticipate the other party’s objections. Listen carefully, read between the lines. Decide when you should end some negotiations and request an agreement immediately or never. Follow negotiation stages. Find out what is important for your partner to achieve and what he will not agree to at any cost. Patience is key: allow yourself and the other side to relax and reflect. Negotiation during Job Interview
  13. Common Negotiation Mistakes o Failing to adequately prepare o Letting stress and anxiety o Neglecting the other side’s perspective o Negotiating against yourself o Using aggressive, accusatory language o Immediately giving in to ultimatums o Losing sight of your values o Rushing the process o Poor ethics in negotiation
  14. Summary Negotiating power is individuals ability to influence others decisions and is dependent upon others perception of ones capability. Negotiating power is not physical force nor does it advocate starting tough and soften up later. Sources of negotiating power are linked to power of skills, knowledge and good relationships.
  15. References • Align Thoughts Editorial. (2021, November 18). How To Practice And Improve Negotiation Skills To Succeed? AlignThoughts. Retrieved October 19, 2022, from improve- negotiation-skills-to-succeed • Five Secrets for Successful Negotiation - SmartDraw Blog| Management. (n.d.). Retrieved October 19, 2022, from secrets-for-successful-negotiation.html • Lipovsky, C. (2006, August). Candidates’ negotiation of their expertise in job interviews. Journal of Pragmatics, 38(8), 1147– 1174. • Lewicki, R., Barry, B., & Saunders, D. (2009, December 11). Negotiation: Readings, Exercises, and Cases (6th ed.). McGraw-Hill Education.
  16. • TELLHED, U., & BJÖRKLUND, F. (2010, November 16). Stereotype threat in salary negotiations is mediated by reservation salary. Scandinavian Journal of Psychology, 52(2), 185–195. 9450.2010.00855.x • Project Management Tutorial. (2019, February 27). Retrieved October 19, 2022, from management/negotiation-skills • Yuzov, A. (2020, December 14). Negotiation. Negotiation Experts. Retrieved October 19, 2022, from • Weiss, A. P. C. (2017, January). Negotiation: How to Be Effective. The Journal of Hand Surgery, 42(1), 53– 56. References