|
|  |
|
|
Coach Your Way To Negotiations Success
by Peter J. Goodman, CEO
Why do some people take compensation negotiations in stride, while others get nervous, frustrated or even angry? It's a question of how you view the process, and the guidance you get along the way.
Marjorie Foster, a 15-year sales veteran, provides a case in point. Marjorie was recently hired as sales manager at a prestigious firm, and was offered a compensation package very close to her ideal. Early on she worked with a Negotiations Coach to strategize for the negotiations. Here' how she did it:
Prior to the interview stage, Marjorie laid the groundwork to deliver her value proposition to the employer. She focused on building relationships with the executives who interviewed her and actively listened to each interviewer's concerns to be sure she understood the objectives and challenges of the position. Working with her coach, Marjorie was then able to separate the personalities she met from the problems each was looking to solve. This allowed her to focus her message and clearly articulate to the executives how she would go about prioritizing and achieving their respective goals.
When it came time to discuss compensation terms, Marjorie was prepared and confident. She had prioritized key aspects of the offer that mattered to her most, including the mix of base salary, commissions, and performance bonuses; amount of paid time off; and tuition reimbursement. To gain an objective point of reference, Marjorie's coach helped her research salary data for comparable sales manager positions in her industry and geographic area.
Immediately before the negotiation meeting, Marjorie practiced ways to place her requests in the context of her work and the company's interests - by having her financial needs met, she would be free to focus on achieving the company's sales goals.
If you are in the process of negotiating for your annual review, a promotion, or a new job, here are some coaching guidelines to make your negotiation a success:
Prioritize what you want before you start negotiating. Define your overall objectives in terms of responsibilities, work environment, salary, and benefits.
Consider what the other party wants, and how you can help them get it. The ideal negotiation is one where both parties are satisfied with the outcome. If you know what the other party wants and needs, and how you are able to deliver on those needs, you are more likely to be able to find solutions that make both of you happy.
Build relationships throughout the process. Especially in career-related negotiations, relationships are at the core of the experience. Paying attention to the other person's style and values makes it easier for you to overcome points where you might disagree.
Be an active listener. Really focus on what others are saying, rather than just on what you want to hear. This will not only help you build a relationship with the interviewer and understand the employer's concerns, it will make you an attractive candidate for the position.
Keep these guidelines in mind, and you'll be on your way to a comfortable and successful negotiation.
Peter J. Goodman is the author of Win-Win Career Negotiations: Proven Strategies for Getting What You Want From Your Employer (Penguin Putnam Inc., Release Date: August 27, 2002). He provides Negotiations Coaching services through the SME International Career Center (www.smei.org/careers/index.shtml)
[PRINTER FRIENDLY VERSION]
|
|
| |
|
|
|
LETTERS
|
|
There are no letters for this article. To post your own letter, click Post Letter.
|
|
[POST LETTER]
|
|
|
|
