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SELECTING, FINDING,

AND APPROACHING INTERVIEWEES

Nurlan, Razieh, Saadman, Ting Yu

Prezi presentation adapted from content by Josh Bernick; original available at

https://www.linkedin.com/pulse/dont-go-cold-how-negotiate-salary-home-sale-else-josh-bernick/

Relational Interviewing

Relational Interviewing

“Forming of strong relations to establish trust, mutual understanding and respect, for more collaborative and open conversation”

Interviewing

“Structured communication process that involves asking questions and receiving responses with the purpose of gathering information”

Key Characteristics of Relational Interviewing

Requires interview to have high ethical sensibility and responsibilities

Collaborative approach, data from back and forth exchange

Narratives derived show one’s causal logics, worldviews, cosomologies, values, feelings and shared understandings

No right answers

People as agents in various social worlds they identify with/aspire to/imagine or inhabit

Empowerment of interviewee

Requires good research design

Non-judgemental approach, avoid assumptions, stereotypes, preconceptions about interviewees’ backgrounds, experience of beliefs

Flexible stance towards initial research design, adjustments to design to align with field realities

Active listening

Decision to employ relational interviewing

Deciding on interviewees

Process

Approaching Interviewees

Approaching Interviewees

Approach

Introductions through acquaintances

Benefits

Downsides

Asking Friends,

Family, Colleagues

Introductions through acquaintances

Ease of access to contacts

Narrow segment of contacts, may violate principle of privacy

Approach: Snowball Technique

Snowball Technique

Asking interviewees to recommend others to be interviewed

Access hard to reach populations, trust and rapport from existing relationship with interviewee

Narrow segment of contacts, may violate principle of privacy

Approach

Introductions through acquaintances

Benefits

Downsides

Approach Working

Through Interlocutors

Approach

Introductions through acquaintances

Benefits

Downsides

Working Through Interlocutors

Intermediaries to potential participants

- Contact interviewees

- Recommend other interlocutors

- Research centres & libraries

Bridge language, cultural barriers, access difficult to reach populations, safety, efficiency, standardisation of search process

Cost, difficulty in building rapport, time sensitivity and added complexity, limited access to participants

Approach Funnel Method

Approach

Introductions through acquaintances

Benefits

Downsides

Funnel Method

Repeated interviews with same interviewees, each time with a smaller subset of interviewees. A more iterative selection process

Provides measure of breadth and depth across interviews, builds good working relationships allowing for deeper conversations

Narrow segment of contacts, may violate principle of privacy

Application

Prioritizing items by value before the negotiation.

You know your stance on working from home and your bonus.

Which one matters more to you?

If a company tells you that you can only have one, which would you choose?

Guess what: It depends on your values.

Considerations

Will the bonus allow you to take that trip you’ve been dreaming about?

Considerations

Does working from home mean spending more time with your newborn baby and avoiding the cost of a nanny?

Choices

Both of these issues can be important to you, so the tough part here is teasing out what’s most important. Hopefully, you can get everything you want, but just in case, you better be ready to make the tough choices.

Choices

Prioritization

Prioritization

As part of the prioritization process, you should physically reorder and rank your list to make your priorities abundantly clear.

Example

Example

Salary - $100,000 target

Bonus - 15% annual target

2

3

Vacation days - 15 days, plus holidays

Ability to work from home - twice per month

1

4

Think about what’s important to the other party.

The fourth step is taking time to think through what the party you’re negotiating with wants.

Lessons Learned

Are there issues they care about which aren’t on your list yet?

What do you think their positions are on the issues you’ve identified, and how do you think they prioritize the issues?

Perspective

Without thinking it through from their perspective, it’ll be hard to anticipate how the negotiation will go down. It also might be difficult to articulate items in a concise manner, thus reducing the potential value you need to create for both parties.

Perspective

Observe their strategy

Observe their strategy

To the best of your abilities, try to document their negotiation strategy for future reference.

Example

Example

My priority

Issue

My best guess about their position

Their priority

My position

1

$100,000 target

Salary

Willing to go to $100,000 with the right candidate

10% target is standard

4

2

Bonus

15% of base salary

2

3

15 is standard

15 minimum

Vacation Days

WFH

3

Discouraged, but OK with valid reason

4

As needed; ideally once per week

Anticipation

If you take this preparation work seriously, you should be able to anticipate what’s going to happen when you begin the negotiation process.

Critiques

Preparation

Preparation

Don’t forget: Preparation is key.

Following these steps will better equip you to focus on the items and priorities that matter to you most.

Anticipation

If you take this preparation work seriously, you should be able to anticipate what’s going to happen when you begin the negotiation process.

Discussion Questions

Preparation

Preparation

Don’t forget: Preparation is key.

Following these steps will better equip you to focus on the items and priorities that matter to you most.

Anticipation

If you take this preparation work seriously, you should be able to anticipate what’s going to happen when you begin the negotiation process.

References

Preparation

Preparation

Don’t forget: Preparation is key.

Following these steps will better equip you to focus on the items and priorities that matter to you most.

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