Interviewing Skills: Negotiation

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Interviewing Skills Negotiation

• Conflict
• Conflict Management
• Why Negotiations Fail
• Negotiating Exercise
• Negotiating

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Conflict

• A process that involves awareness or perception
  of opposing interests
• 2 major types of conflict

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Conflict Management
HIGH
CONCERN WITH OTHERS INTERESTS
LOW
LOW
HIGH
CONCERN WITH OWN INTERESTS
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Negotiation(a.k.a. Collaborating, Integrative
Bargaining, Win-Win)

• Deciding what resources two (or more) parties
  will give and take in an exchange.
• Interdependence
• Conflict about Interdependence

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Why Negotiations Fail (Bazerman)

• Fixed Pie Bias
• Winners Curse
• Other Decision Biases (e.g., similar-to-me)

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Employment Negotiations(Pinkley Northcraft,
2000)

• According to recruiters, only 25 of applicants
  negotiate (although 100 feel it is appropriate,
  and 90 do not offer their best package
  initially)
• 80 of recruiters said that applicants who
  negotiate professionally make the best impression
  
• Why dont people negotiate?
• FEAR OF LOSING JOB (Job offers are not lost
  because you negotiate, but how you do so)
• FEAR OF CONFLICT EMOTION (Both of you should
  want the same things!)
• FEAR OF EMPLOYERS SUPERIOR POWER (Recruiters
  feel applicants have more power)

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Rules for Effective Role Playing

• Stay in your role
• No role-play is as rich as real life (create
  information as long as it does not change the
  parameters of the case)
• If you finish early observe (but dont disturb)

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New Recruit Debriefing
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• REMEMBER
• BEING ABLE TO COMPROMISEDOES NOT NECESSARILY
  MAKE YOU A GOODNEGOTIATOR
• (IN FACT, IT OFTEN LEADS TO LOUSYOUTCOMES!)

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Negotiating

• Be prepared
• Recognize that the employment relationship
  involves an ongoing relationship
• Focus on interests, not positions

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Negotiating

• 4. Create Value
• Sharing Information
• Making Trades (Not Unilateral Concessions)
• Discovering Fit Among Existing Options
• Creating Options that Provide Fit (Expanding the
  Pie Bazerman)

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Negotiating

• UNDERSTAND YOUR POSITION
• NEVER LIE
• UNDERSTAND THE ROLE OF FAIRNESS FOR THEM AND FOR
  YOU

Bazerman article
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Negotiating

• BE AWARE OF RECRUITING DYNAMICS (e.g.,
  anchoring, best offers, overconfidence).
• CONFLICT IS NOT JUST ABOUT THE RESOURCES AT
  STAKE
• KNOW WHEN TO QUIT BARGAINING

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Negotiation Wrap-Up

• Negotiation is about managing conflict to satisfy
  your underlying interests
• You dont get anything until the other side says,
  Yes!
• Two ways to get them to say Yes!
• Information is key to doing both

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Questions?