When we talk about negotiation, we sometimes tend to think that it is a skill only required in the working world and mainly reserved for certain profiles, such as sales agents, sales and/or purchasing managers, etc., but the truth is that negotiation appears in many ways throughout our lives, being practically a constant: at a flea market, within a sports team, when requesting a pay rise and, of course, when trying to get a job .
A job interview is nothing more than a negotiation process, or at least that is how Richard Shell defined the term in his book "Negotiating with Advantage":
“Negotiation is a communicative interaction that occurs when we want something from another person or when another person wants something from us.” Richard Shell.
In any type of negotiation, it is essential to arrive with “your homework done”, that is, you must be clear about your position, what you offer/want and what you are willing to sacrifice to achieve your objective. The negotiator with the best and most information usually does better.
There are many theories and methods, but almost all have in common the following four principles, already set out in the late 1970s by Harvard Law School , and which are still fully valid:
1. Separate the person from the problem:
Let's try to leave personal relationships aside from the object of negotiation. Remember that, as a general rule, most negotiations are recurring over time, they are repeated with a certain frequency, so a good relationship, always from a professional point of view, is a great ally to achieve our objectives.
2. Focus on interests, not positions:
You probably know exactly what you want, but have you stopped to think about what the other party wants? A successful negotiation will be one that benefits both parties.
3. Invent mutually beneficial options:
We are here as a result of the previous principle. We need to find solutions that allow us to achieve our objectives while satisfying those of the other party, the famous win-win.
4. Insist on the application of objective criteria:
The application of objective criteria is more easily defended, so measurable data is what will provide you with the greatest value. Statistical data, market values, results of previous experiences, etc. should always be your allies, beyond your subjective opinion, no matter how good a speaker you are.
This is an essential skill today that we must take into account in order to improve both our employability and professional profile. Do you think you should improve this ability?
In short, negotiation is a process that requires a great deal of preparation and in which we must focus primarily on the needs of the other party, showing empathy and remembering that, in no case, is it a power game.
And you, how do you deal with negotiations on a daily basis? Have you ever felt that a job interview was a negotiation? Do you know what the most common job questions are? Leave us your comment
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Category: Professional Development
Tags: Job negotiation win win Harvard empathy interview job interview questions professional Job Search Youth employment employment
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Comments ( 2 )
ARTURO KORTAZAR AZPILIKUETA M - Wednesday, June 14, 2017
You can hardly negotiate something that is good for you, if you don't have a good hand to telemarketing leads mexico telephone number data start with, in this deceitful and manipulated game that is the work environment. It would have been petty to think that my academic skills and knowledge for which I had been hired had been of no use to me, I suppose they took them into account, after all I wanted to work in the engineering company, and there I was, although I lasted only a few years due to lack of income and stability.
There are people who work themselves to death, and one day they faint and die in their workplace, from worrying and trying so hard, and they have only earned a temporary contract and a miserable salary in their life. Twenty-five years ago, I met an industrial engineer who was a fellow programmer and cost control engineer who had the same experience. Benito Iharalarrezahara Herramelluri, may he rest in peace, had a heart attack while he was next to me. He pissed and shit himself after being beaten, his heart broke in two, and he died before Samur arrived on the emergency services. We were working side by side, both of us performing the functions of Control Project Manager, each of us absorbed in our activity diagrams. Benito was involved in his project to revamp a chemical plant, and I was involved in another engineering project for a thermal power plant.
Depending on your position when negotiating with whoever has the power to give you what you ask for, that will be what you take home every month. If you are in a very weak situation, they will give you a pittance or most likely nothing, like lentils, which if you don't eat them or if you don't leave them. What an obsession with nonsense in Spanish, haha. The great fatality of the system is that our future depends on who we know, and on the assessment and opinion of people who in many cases are worth much less than us and who are in their positions unfairly, but not because they are worth more. Their decisions are very influential in our future, and by the mere fact of having been in their places longer and due to their seniority, they feel superior and with the right to assess and examine someone, who they are not even prepared or much less qualified to be able to judge.