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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/
“Forming of strong relations to establish trust, mutual understanding and respect, for more collaborative and open conversation”
“Structured communication process that involves asking questions and receiving responses with the purpose of gathering information”
Decision to employ relational interviewing
Deciding on 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
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
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
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
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.
Will the bonus allow you to take that trip you’ve been dreaming about?
Does working from home mean spending more time with your newborn baby and avoiding the cost of a nanny?
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.
As part of the prioritization process, you should physically reorder and rank your list to make your priorities abundantly clear.
Salary - $100,000 target
Bonus - 15% annual target
Vacation days - 15 days, plus holidays
Ability to work from home - twice per month
The fourth step is taking time to think through what the party you’re negotiating with wants.
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?
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.
To the best of your abilities, try to document their negotiation strategy for future reference.
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
If you take this preparation work seriously, you should be able to anticipate what’s going to happen when you begin the negotiation process.
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.
If you take this preparation work seriously, you should be able to anticipate what’s going to happen when you begin the negotiation process.
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.
If you take this preparation work seriously, you should be able to anticipate what’s going to happen when you begin the negotiation process.
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.