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Interviewing Skills: Negotiation

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A process that involves awareness or perception of opposing interests ... NEGOTIATOR (IN FACT, IT OFTEN LEADS TO LOUSY. OUTCOMES!) Pratt (2006) 10. Negotiating ... – PowerPoint PPT presentation

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Title: Interviewing Skills: Negotiation


1
Interviewing Skills Negotiation
  • Conflict
  • Conflict Management
  • Why Negotiations Fail
  • Negotiating Exercise
  • Negotiating

2
Conflict
  • A process that involves awareness or perception
    of opposing interests
  • 2 major types of conflict

3
Conflict Management
HIGH
CONCERN WITH OTHERS INTERESTS
LOW
LOW
HIGH
CONCERN WITH OWN INTERESTS
4
Negotiation(a.k.a. Collaborating, Integrative
Bargaining, Win-Win)
  • Deciding what resources two (or more) parties
    will give and take in an exchange.
  • Interdependence
  • Conflict about Interdependence

5
Why Negotiations Fail (Bazerman)
  • Fixed Pie Bias
  • Winners Curse
  • Other Decision Biases (e.g., similar-to-me)

6
Employment Negotiations(Pinkley Northcraft,
2000)
  • According to recruiters, only 25 of applicants
    negotiate (although 100 feel it is appropriate,
    and 90 do not offer their best package
    initially)
  • 80 of recruiters said that applicants who
    negotiate professionally make the best impression
  • Why dont people negotiate?
  • FEAR OF LOSING JOB (Job offers are not lost
    because you negotiate, but how you do so)
  • FEAR OF CONFLICT EMOTION (Both of you should
    want the same things!)
  • FEAR OF EMPLOYERS SUPERIOR POWER (Recruiters
    feel applicants have more power)

7
Rules for Effective Role Playing
  • Stay in your role
  • No role-play is as rich as real life (create
    information as long as it does not change the
    parameters of the case)
  • If you finish early observe (but dont disturb)

8
New Recruit Debriefing
9
  • REMEMBER
  • BEING ABLE TO COMPROMISEDOES NOT NECESSARILY
    MAKE YOU A GOODNEGOTIATOR
  • (IN FACT, IT OFTEN LEADS TO LOUSYOUTCOMES!)

10
Negotiating
  • Be prepared
  • Recognize that the employment relationship
    involves an ongoing relationship
  • Focus on interests, not positions

11
Negotiating
  • 4. Create Value
  • Sharing Information
  • Making Trades (Not Unilateral Concessions)
  • Discovering Fit Among Existing Options
  • Creating Options that Provide Fit (Expanding the
    Pie Bazerman)

12
Negotiating
  • UNDERSTAND YOUR POSITION
  • NEVER LIE
  • UNDERSTAND THE ROLE OF FAIRNESS FOR THEM AND FOR
    YOU

Bazerman article
13
Negotiating
  • BE AWARE OF RECRUITING DYNAMICS (e.g.,
    anchoring, best offers, overconfidence).
  • CONFLICT IS NOT JUST ABOUT THE RESOURCES AT
    STAKE
  • KNOW WHEN TO QUIT BARGAINING

14
Negotiation Wrap-Up
  • Negotiation is about managing conflict to satisfy
    your underlying interests
  • You dont get anything until the other side says,
    Yes!
  • Two ways to get them to say Yes!
  • Information is key to doing both

15
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