(Smartdraw, 2022)

NEGOTIATION DURING
A JOB INTERVIEW
Presented by
Shahriar Supto
Session 2017-18
Speech & Language Therapist (Intern)
CRP, Savar, Dhaka.

CONTENTS
Negotiation
Negotiation Strategic approach
Stages of Negotiation
Negotiation during Job Interview
Common Negotiation Mistakes
Summary
References

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)

Negotiation Strategic approach
(Lewicki et al., 2009)

• 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

• 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

(Alignthoughts, 2022)

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

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.

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.

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

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

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.

References
• Align Thoughts Editorial. (2021, November 18). How To
Practice And Improve Negotiation Skills To Succeed?
AlignThoughts. Retrieved October 19, 2022, from
https://alignthoughts.com/how-to-practice-and-
improve- negotiation-skills-to-succeed
• Five Secrets for Successful Negotiation - SmartDraw Blog|
Management. (n.d.). Retrieved October 19, 2022,
from https://www.smartdraw.com/management/five-
secrets-for-successful-negotiation.html
• Lipovsky, C. (2006, August). Candidates’ negotiation of their
expertise in job interviews. Journal of
Pragmatics, 38(8), 1147–
1174. https://doi.org/10.1016/j.pragma.2005.05.007
• Lewicki, R., Barry, B., & Saunders, D. (2009, December
11). Negotiation: Readings, Exercises, and Cases (6th
ed.). McGraw-Hill Education.

• 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. https://doi.org/10.1111/j.1467-
9450.2010.00855.x
• Project Management Tutorial. (2019, February 27). Retrieved
October 19, 2022,
from https://www.knowledgehut.com/tutorials/project-
management/negotiation-skills
• Yuzov, A. (2020, December 14). Negotiation. Negotiation
Experts. Retrieved October 19, 2022,
from https://www.negotiations.com/definition/negotiation/
• Weiss, A. P. C. (2017, January). Negotiation: How to Be
Effective. The Journal of Hand Surgery, 42(1), 53–
56. https://doi.org/10.1016/j.jhsa.2016.10.009
References