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From the Northeastern Section of the ACS, focusing on career management and development
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09/11/15
Negotiations. 5. Tools, Preparation
Filed under: Interviewing, Position Searching, Job Offer (Situations), Mentoring, First Year on Job
Posted by: site admin @ 8:07 am

Many seminars on negotiations will either emphasize the Harvard
Process
or provide examples not directly focused on the
audience’s near term perceived needs.

Talking about negotiating a roof repair after a chimney pointing
process does not strike students who are graduating and looking
for a job.  They don’t pick up the relevance.

Yesterday’s seminar audience felt that negotiations begin
when they are presented an offer of interest.  Surprising.
Work and research must be done well in advance of the
position offer to define priorities, leverage points,
cultural influences and even words to indicate “no”.

The seminar also provided tools and how-to-express
things in three practical-to-their-needs stories.

TOOLS
1.  AfterActionReview and T-Chart
2.  Checklist

3.  Negotiations can happen at different times than a job offer.
Most people realize they will have 5-20 jobs in their career
and some they will need to change when their job is eliminated.
Being able to express and use use Appreciation to influence
the tenor of negotiations  can make a difference.

HOW TO EXPRESS “NO”
-  “I am flattered that you thought of me, but I am afraid I
do not have the bandwidth…”
-  “I would very much like to, but I am over-committed…”
-  “no, but”.. another time or situation.
-  “let me check my calendar and get back to you…”
-  focus on the trade-off:  what are we sacrificing if we…
-  to seniors or leaders:  “I would be glad to, but which of the
other projects should I lower in priority…”
-  “you are welcome to….;  I am willing to….”
-  “I am not able to do it, but so and so can…”

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