Becoming a Negotiation Ninja Negotiating Through Your Career

Becoming a Negotiation Ninja: Negotiating Through Your Career Eloiza Altoro, MS CAE HS-BCP Mind Redesign Consulting July 15, 2016 9: 00 – 10: 00 AM

PRESENTATION OUTCOMES l Understand the key factors that influence the outcomes of negotiations. l Identify techniques to leverage your skills during interviews and negotiations. l Learn tactics for common negotiation-related roadblocks and other unique challenges faced during C-Suite recruitment. l Increase knowledge and confidence related to negotiating ones career.

What is negotiation? l Bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict. Source: www. businessdictionary. com/definition/negotiation. html

Why are good negotiation skills important? l Creates conditions for a win-win relationship l Build, maintain, and improve important workplace relationships l Establish credibility/boundaries with an employer l Reach agreements, find solutions to tough problems, and keep work moving ahead more easily and with less effort l Achieve important goals and get what you need and want l Candidates who negotiate generally earn much more than those who don't l A well-thought-out negotiation makes you look like a stronger candidate -- and employee

Case Scenario #1 l You are actively seeking an executive level position in an association. During the interview process… l What do you do to prepare for the interview? l What do you do to give yourself an “advantage” during the interview process? l What is the most interesting/challenging part of the interview process?

Negotiating Tips – The Interview l Research, Research!!! l The more you know about the company, the more of an advantage you will have. l Create a winning mind set l It is who you know!! l Have a list of prepared questions, even if you do not ask them. l Don't talk money/benefits too early l Avoid the salary requirement trap

Case Scenario #2 l You are actively seeking an executive level position in an association. You have completed the interview process and have been offered the position… l What is most/least important to you about a job? l How do you prioritize during negotiations? l What type of questions do you ask? l What is non-negotiable to you? l When and why would you hire an outside negotiator? l If you could do something different in your next negotiation, what would it be?

Negotiating Tips – The Offer l Know your value l Know your threshold - What you want and don’t want l Quid Pro Quo l Fear Factor – Don’t be afraid to ask l It is ok to negotiate even after the offer l Conduct salary research l Use company research and inside information l Ask to talk to others

Negotiating Tips – After The Offer l Be enthusiastic about the offer l Be confident l Be patient - Wait for their offer l Be quiet - Wait for their response!! l Be realistic l Don’t get emotional l Don’t settle l Everything is negotiable unless they say otherwise l l Be prepared to walk away Get it in writing!!

What can be negotiated? l l l Compensation l Base salary increase l Signing bonus l Quarterly/annual bonus Benefits l Health and medical/Cafeteria plan (including spouse and dependent coverage) l Disability l (401(k)/Pension l Life insurance l Stock option l Executive coaching/mentoring l Paid time off l Corporate credit card/expense account l Incentives l Cell phone l Company car/Transportation/Parking l Relocation expenses l Travel l Telecommuting/Flex schedule

Hiring a third party negotiator l Who is the client? l What will the employer think? l Is it worth the money? l What will my role be in the process? l What style do they use in negotiating? l What is the time and availability of the vendor? l What outcome do I expect?

Negotiating Resources l The New CEO’s Guide: Advice for the First-time, Aspiring, or Current Association Executive by Beth Brooks, CAE l The First 90 Days: Critical Success Strategies for New Leaders at All Levels by Michael Watkins l Chaos for Breakfast: Practical Advice and Humor for Non-profit Executives by Robert A. Hall l Interviewing Techniques Resources Developed by Sterling Martin Associates (SMA) l ASAE Career. HQ. org l l Executive Recruiter list CEO Headquarters l CEOUpdate. com l ASAE Collaborate/CEO Network Listserv