Job Offer Negotiation

Question 1

how is negotiation relevant to everybody

Answer 1

1) negotiation is something that almost everyone does every day

Question 2

can you negotiate at places like home depot?

Answer 2

often for big ticket items, home depot has policy to work with customer

Question 3

what do most people not realize with negotiations?

Answer 3

often people do not recognize they are in a negotiation situation

Question 4

negotiation in genders

Answer 4

more % of males are likely to negotiate

Question 5

intangibles involved in negotiations

Answer 5

1) a strong BATNA gives you power to walk away and say “no deal unless we work towards win win situation”
2) focus on interest behind your positions

Question 6

3 points - becoming better negotiator

Answer 6

1) importance of reflection, practice, analysis
2) good negotiators are made, not born
3) focus on situational specificity of negotiation skills

Question 7

x and y axis for dual concerns model

Answer 7

concerns about own outcomes, concerns about other’s outcomes

Question 8

high concerns about own and other’s outcomes

Answer 8

problem-solving

Question 9

high concerns about own outcomes, low others

Answer 9

dominating

Question 10

low concerns about own and others outcomes

Answer 10

avoiding

Question 11

low concerns about own outcomes, high others

Answer 11

yielding

Question 12

medium concern about own and other outcomes

Answer 12

compromising

Question 13

where on the dual concerns model do you want to be?

Answer 13

compromising, problem-solving, top right corner

Question 14

7 things negotiation planning should include

Answer 14

1) BATNA (best alternative)
2) target point/aspiration
3) asking price/initial offer/starting point
4) resistance point/reservation point; you bottom line
5) try to determine other sides target and resistance point, BATNA
6) opening statement
7) planned concessions

Question 15

4 points to opening offers

Answer 15

1) best advice is to make the opening offer
2) because of anchoring point: people are influenced by initial starting point
3) as long as opening offer is not too outrageous, more aspirational opening offers lead to higher settlements
4) also gives negotiator room for improvement

Question 16

7 job offer negotiation advice

Answer 16

1) reiterate enthusiasm for position, org and request in person or phone meeting “to discuss specifics of employment offer”
2) “is there any flexibility when it comes to..”
3) expand the pie (signing bonus, vacation, start date)
4) provide your justification - do your homework (“based on my skills, education, experience for someone in similar job and location, my hoping starting salary is …”
5) if required to provide salary range, make sure bottom line is acceptable to you
6) do not negotiate over email. tone is difficult to convey
7) most important leverage you have is ability to walk away