Negotiations can lose momentum quickly when our
untrained, emotional habits and fears are exposed.
We saw this in our Negotiations Seminar. Four groups
were invited to choose one of three scenarios of negotiations
and set up a two party negotiation within their group.
The seminar had covered all of the elements of the
-offer in writing, job description in writing
-set up your process, enlist a helping team, set your family’s
priorities among the possible items and do thorough research
and due diligence
-develop and practice your strategy
-develop ideas for your BATNA
-execute and adapt to situations
We had covered the Negotiations Checklist.
A. One of the comments afterward was that there weren’t clear
instructions of what to do. The response is it is an applicant’s
responsibility to show that they can create order out of an
uncertain situation. Each group should have gravitated to the
process flow chart and checklist. This was a teachable moment.
B. Another interesting observation was that there was no
strategic thinking and establishing of a priority order of the list
of things. This was demonstrated by one proposal: Will the
company pay for my student loans.
Again the point is to find out leverage points. What are the company’s
highest needs? How can you the applicant meet and exceed them?
Listen carefully after exploring their wants to develop your
leverage in the negotiation. Then, the company representative is
more than willing to pursue their BATNA ideas to have you want
to join their organization. Another teachable moment.
Instead, the question showed an attitude that might only turn the
There are organizations– the Federal government, that have certain
loan repayment provisions for specific position hires. But your
responsibility in negotiation is to explore leverage points.
Good habits: Use the negotiation process
Know and implement the Negotiation Checklist.