23 OCTOBER 2015
STICKING TO THE GRIDDO NEGOTIATIONS ELICIT A FIGHT OR FLIGHT RESPONSE?
PRESENTED BYJENNIFER LO
2 STICKING TO THE GRID | 23 October 2015 | Confidential
NEW YORK TO TENNESSEESENIOR DESIGN ENGINEER
MOVERS
3
FACT FINDINGINFORMATION IS POWER
LeverageWho?
What?
When? Where?
Why?
How?
STICKING TO THE GRID | 23 October 2015 | Confidential
4
NEGOTIABLE FACTORSSOURCES OF LEVERAGE
Flexible Work Hours
Vacation Days
Relocation
Expenses
Salary
Signing Bonus
Start Date
STICKING TO THE GRID | 23 October 2015 | Confidential
5
PRIORITIZEIMPACT & IMPORTANCE
1
2
3
4
5
6
Salary
Relocation Expenses
Signing Bonus
Vacation Days
Flexible Work Hours
Start Date
STICKING TO THE GRID | 23 October 2015 | Confidential
6
FORM A PLANNING GRIDKEEP IT REALRAN
KNEGOTIABLE
FACTORS MAX MIN
1 Salary $90,000/ yr. $80,000/ yr.
2 Relocation ExpensesCompany pays:
Temp. housing, movers, & travel
$5,000 lump sum
3 Signing Bonus $10,000 $3,000
4 Vacation Days 5 weeks 3 weeks
5 Flexible Work Hours M-F(40 hrs./ wk.)
M-F @ 8AM-5PM(40 hrs./ wk.)
6 Start Date 2 months from date of offer
3 weeks from date of offer w/ company paid
commute for 3-4 weeks
STICKING TO THE GRID | 23 October 2015 | Confidential
7
CONTRACT NEGOTIATIONGRID MODIFICATION
STICKING TO THE GRID | 23 October 2015 | Confidential
SUPPLIER RANK
BUSINESS
RANKNEGOTIABLE
FACTORS MAX MIN
4 1 Validation Cover full validation cost IQ & OQ
6 2 Quality 100% with penalty 99%
1 3 Cost Reduction 20% in 5 yrs. 10% in 5 yrs.
2 4 Payment Terms 2% 10 Net 60 Net 60
3 5 Lead Time Reduction 25% Year 1: 5 days
Year 2: 10 days
5 6 Lead Time 40 days 70 days
Do your homework. Ask the right questions. Rank your negotiable items. Determine your max & min.
STICK TO THE GRID.
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