There are few more stressful events in your career than interviewing for a new job. Here are six key negotiation skills that you can deploy to tip the scales in your favour.
1. Be aware of how you react to stress.
It is key that you realise how you respond in stressful situations so that you can ensure you prepare an approach that will ensure you come across as composed, calm and confident.
2. Spend enough time on preparation.
Most negotiation training courses teach that the key to a successful negotiation outcome is the quality of the preparation. The emphasis of your planning will vary slightly depending on whether you are interviewing for a new opportunity within your current organisation or if you are pursuing a totally new opportunity elsewhere.
Interviewing for a new position in your current company:
a. Ensure that you understand the vision & the mission of the company.
b. Compile a detailed list of the objectives that you have delivered to demonstrate your ability to achieve agreed goals.
c. Get character references or testimonials from co-workers (your present supervisor would probably be the best one) attesting to the qualities that are being looked for in the new job.
Key questions to ask:
a. Why is the role vacant?
b. How will success be gauged?
c. What support will be made available to assist in the achievement of set objectives?
Interviewing for a new job outside of your organisation:
a. Ensure that you research as much as possible about the new organisation including taking a look at what is said about the organisation by their competitors & market analysts.
b. It is very important to understand the vision & mission of the organisation.
c. Figure out how the organisation's vision & mission overlap with your personal goals & vision for career progression.
d. Make a detailed list of the targets that you have delivered in the past to demonstrate your ability to achieve agreed goals.
Key questions to ask:
a. Why is the position vacant?
b. How will success be measured?
c. What assistance will I get to help in the achievement of set objectives?
3. Create alternatives.
If you want to increase your leverage there is no substitute for creativity.
4. Use time to your benefit.
Understand the impact of timing on decision making. If you need to have a result in a short time then you are likely to concede more and vice versa.
5. Lead with your weaknesses.
This will accomplish two things:
i. It will prevent you leaving the interview on a negative note having left your weaknesses to be uncovered by the interviewer's questions at the close of the interview.
ii. The likeliness is significant that your interviewer will expose your weaknesses in any event. When they do expose your weaknesses and they happen to be exactly what you told them it will establish you as a trustworthy & credible resource.
6. Ask for more than you want.
Research into salary negotiation best practice confirms that you should anchor the negotiation by slightly overstating your salary expectations. By slightly overstating your salary expectations you are leaving yourself space to make concessions in order to advance the negotiation later on. If you don't have to make any concessions then you will have your bread buttered on both sides!
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