NETWORKING AND NEGOTIATING Chapter 10 WHY ARE THESE

NETWORKING AND NEGOTIATING Chapter 10

WHY ARE THESE TOPICS (NETWORKING AND NEGOTIATING) IMPORTANT IN A HUMAN RELATIONS CLASS?

…the ongoing process of building interconnected relationships for the purpose of politicking and socializing. Networks: clusters of people joined by a variety of links.

NETWORKING OBJECTIVES To To To get a job or a better one perform better at your current job advance within an organization stay current in your field maintain mobility develop relationships

THE NETWORKING PROCESS 1. 2. 3. 4. 5. Perform a self-assessment and set objectives Create a one-minute self-sell Develop your network Conduct networking interviews Maintain your network

“THE ONE-MINUTE SELF-SELL” 1. 2. 3. History: career highlights and education Plans: career target, connections Question: two-way communication, feedback

To take 60 seconds or less, your message must be concise, but it also needs to be clear and compelling. Include the following in your dialogue… It gives the listener a sense of who you are your background, identifies your career field key results you’ve achieved, provides the direction of your next job. Questions for a two-way communication and feedback

In what areas might there be opportunities for a person with my experience? In what other fields can I use these skills or this degree? How does my targeted future career sound to you? Do you know of any job openings at this time? Here’s my card. Could you give me a call if you find something of interest that might be available?

Write your “one-minute self-sell”

HOW? Develop your network Conduct networking interviews

Step 1: Establish rapport Step 2: Deliver your one-minute self-sell Step 3: Ask prepared questions Step 4: Get additional contacts Step 5: Ask how you can help them Step 6: Follow-up with thank you note and status report

NEGOTIATING – THE SECRET!

NEGOTIATING … process in which two or more parties have something the other wants and attempts to come to an exchange agreement. Utilize: power, influence, and politics

NEGOTIATING STRATEGIES Distributive Bargaining: creating a win-lose situation (also called zero-sum) Parties work out a compromise through a give-and -take. Integrative Bargaining: creating a win-win situation. Be open to options.

The Negotiating Process 1. Plan 2. Bargain 3. Agreement OR No Agreement 4. Postponement

NEGOTIATING PLANNING Research other parties Set objectives Anticipate questions and prepare answers Develop options Making Trade-offs

NEGOTIATING TIPS: Never try to negotiate with your boss on a Monday, wait till Tuesday afternoon or Wednesday morning. Never try to negotiate on a Friday afternoon. Dress like you mean business! Come prepared for anything. Rehearse your point, but be ready for interruption.