The Strategy, the Communication, the Close€¦ · Your reputation precedes you. 2. Know your...

The Strategy, the Communication, the Close

HBS Association of Boston

Pam Lassiter

pam@lassiterconsulting.com

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.

The Strategy, the Communication, the Close

HBS Association of Boston

Pam Lassiter

pam@lassiterconsulting.com