Session 7: Negotiating - lassiterconsulting.com300 N Harvard St. Allston, 617 787 6313 Job Creation Creating work you love with no competition, reputation. Group. Fri, Jan 17 Honan

Session # 7: [email protected]

Roadmap for Feb 6

Bring your Elevator Story ready to go

Refine “business question”

Talk to people!

Next steps, companies on your Hit List (pg 53)

Grow LinkedIn

Write in your journal

Fri, Dec 139:30‐11:00am

Boston Public LibraryKirstein Business Library

The Right StrategiesGroup. Program overview, product marketing. Clarity, function/industry.

Fri, Dec 2010:00‐11:30am

Boston Public Library The Right MessagingThe Marketing Circle, key words, resumes, elevator stories, LinkedIn profiles. Group.

Fri, Jan 39:30‐11:00am

Snow storm Individual phone consultations

Thurs, Jan 9 Honan Library300 N Harvard St.Allston, 617 787 6313

Job CreationCreating work you love with no competition, reputation. Group.

Fri, Jan 17 Honan Job Creation + catch‐up

Fri, Jan 24 Honan Sustainable NetworksWho, why, how, LInkedIn. Group

Fri, Jan 31 Honan InterviewingGroup

Thurs, Feb 63:00pm

Ira, facilitator Elevator StoryRefine “Business Question”

Fri, Feb 14 Kay, facilitator Value WaveBring your Hit List

Individual phone calls between 2/18‐2/20

Phone Your choice of most important focus right now.

Fri, Feb 21 Honan Negotiating

Etc (Feb 28 to March 21) Honan PARs, etc.

Roadmap for Feb28

Refine Elevator Story and Value Wave

Talk to people!

Working your Pipeline, companies on your Hit List (pg 53)

Grow LinkedIn


Agenda

Principles behind negotiating

Pre‐work

Timing

Language, pricing, process

Letting your target have your way

Lassiter Consulting©2011 all rights

POLL

I’ve negotiated my compensation package to my satisfaction.

Yes

No


POLL

I’ve negotiated contracts for my company.

Yes

No


POLL

I’ve negotiated contracts for my company.

Yes

No


POLL

I’ve negotiated in my personal life.Yes

No


Principles behind negotiating“Arranging for or bringing about a settlement of terms”

You have to negotiate.

Difference between negotiating with a boss and with a car salesperson.

If you know the enemy and know yourself you need not fear the results of a hundred battles. (Sun Tzu)

It’s not about you.


Pre‐work:

Know the “enemy”


Pre‐work: 5 Necessary Numbers

Lowest and highest numbers

Your market value

Compensation trends

Insider information

BATNA


Pre‐work: 5 Necessary NumbersLowest and highest numbers

Your “walk away” number

The highest you’ve ever made, base and overall

Your market value

Compensation trends

Insider information

BATNA



Your market valueColleagues, “going rate”Websites, job boardsSearch firmsPublicly held companies: www.sec.gov/edgar.shtml

InterviewingEtc.

Compensation trends

Insider information

BATNA



Your market value

Compensation trends

salary, variable, equity, perqs, retirement, measures

Insider information

BATNA



Your market value

Compensation trends

Insider information

social media, former employees,

SEC database, competitive info, etc.

BATNA



Your market value

Compensation trends

Insider information

BATNA

Best Alternative to a Negotiated Agreement (Fisher/ 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.”


Timing

Jack Benny timing

“He who mentions numbers first…” (if you break ice first)

Can they afford you?


3 essential phrases

“Flexibility”

“Can you see your way clear to…”

“Is that in your ball park?”


1. The question

2. “It depends…” OR “…good…”

3. Range

Putting it together


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

Putting it together, part 2

4. Exceed range in broad band. Ask question.

5. Benefits

6. Close


Plan BIf amount still not right, tools in your tool kit:

Amount of time

Additional job responsibilities

Earlier review date


Letting Your Target Have Your Way

√ Principles behind negotiating

√ Pre‐work

√ Timing

√ Language, pricing, process


Roadmap for Feb28“Negotiate in Round Rooms,” pgs 166‐200

Identify One Biggest Thing to present on 2/28

Talk to people!

Working your Pipeline, companies on your Hit List (pg 53)

Grow LinkedIn


Documents

Session 7: Negotiating - lassiterconsulting.com300 N Harvard St. Allston, 617 787 6313 Job Creation Creating work you love with no competition, reputation. Group. Fri, Jan 17 Honan