The Strategy, the Communication, the Close€¦ · Your reputation precedes you. 2. Know your...
25
Transcript of The Strategy, the Communication, the Close€¦ · Your reputation precedes you. 2. Know your...
7 Points to Carry Forward:
Send Clear Signals Stop Looking for Jobs…
1. It’s not about you.2. Where is the pain?3. Package for the future.
1. Play on the Slopes2. Track trends3. Dangle carrots4. Stuff the Pipeline
Marketing Circle
You
PROFITABILITY
Employer
3 Points for Today
1. Your reputation precedes you.
2. Know your “adversary.”
3. Negotiate in Round Rooms
Your Reputation Precedes You
How will you arrange the refrigerator magnets?
Authority
Character
Competence
Influence
Negotiating
Power
Trust
Persuasion
To increase your odds of satisfactory outcomes at work, in which order should these be accomplished?
Hill, Lineback; “The Necessary Art of Persuasion,” Jay Conger; Power, Influence and Persuasion, HBSPress; The New Leader’s Guide to Effective Negotiating, Watkins
Authority‐comes from position + assoc credentials; “in very short supply”
Character‐believing in and following a set of values; intention
Competence‐you know what to do and how to get it done; track record
Influence‐change behavior of others without orders or threats
Negotiating‐creating and capturing value in a network of relationships
Power http://www.youtube.com/watch?v=SeldwfOwuL8 ; welfare of organization
Trust‐people count on you to do the right thing; basis of influence; earned
Persuasion‐moving to position don’t hold by listening, openness to change, framing
Why do you NEED to negotiate?
You’re setting the chemistry from the beginning.
Know Your Adversary
Lassiter Consulting©2011 all rights
Before you go into an interview…
Company research
Competitive research
Individual research
2‐3 meaty questions
5 good stories
What’s the worst they could throw at you?
Good stories:
Hint: pick a problem in which they’ll be interested.
Problem
Action
Result
“The Close”
When you’ve asked someone for coffee…
When the first call comes in from a company to screen you…
When you’re finishing your 1st mtg with the decision maker…
Pre‐work: 5 Necessary NumbersLowest and highest numbers
Your market value
Compensation trends
Insider information
BATNAFisher/ Ury “If you have not thought carefully about what you will do if you fail to reach agreement, you’re operating with your eyes closed.”
Lassiter Consulting©2012 all rights
Timing
Jack Benny timing
“He who mentions numbers first…” (if you break ice first)
Can they afford you?
Lassiter Consulting©2012 all rights
Negotiate in Round Rooms
1. The question
2. “It depends…” OR “…good…”
3. Range
Negotiating Nuances
Lassiter Consulting©2011 all rights
PollYou’ve just been quoted a salary range for a job. What did they just share with you?
The range, duh.
The portion of the range that corresponds to your experience and previous salary
The bottom quartile
The portion of the range that reflects their interest in you.Lassiter Consulting©2011 all rights
Negotiating Nuances, part 2
4. Exceed range in broad band. Ask question.
5. Benefits
6. Close
Lassiter Consulting©2011 all rights
Language and pricing
The only 2 questions they
can ask:Past
3 levels of response: Broad band
3 essential phrases: “flexibility”
“can you see your way clear
to…”
“…in your ballpark?”
Future
“good”Answer,
then ask question
Lassiter Consulting©2011 all rights
Your Turn
3 Points for Today
1. Your reputation precedes you.
2. Know your “adversary.”
3. Negotiate in Round Rooms
10 Points to Carry Forward:Send Clear Signals Stop Looking for Jobs…
1. It’s not about you.2. Where is the pain?3. Package for the future.
1. Play on the Slopes.2. Track trends.3. Dangle carrots.4. Stuff the Pipeline.
Strategy, Communicate, Close
1. Your reputation precedes you.2. Know your adversary.3. Negotiate in Round Rooms.
