www.impactnegotiations.org
- Do nothing/stay in the current job
- Get another job at a competitor
- Change to another sector
- Start a business
- Start an NGO
- Do nothing/decide not to hire anyone for the job
- Hire another candidate
- Ask a current employee to take up the role
- Improve productivity of current employees
- Outsource the job
Current relationship
- Good initial interactions in tests and interviews: respectful, valuing each other’s time, etc.
- Limited actual work experience so far
Desired relationship
- Long-term collaboration for an aligned mission
- Fair, honest, genuine mutual treatment
- Positive emotional connection at personal level
Preparation & Opening
- Meet at their office with plenty of time blocked
- “I appreciate our discussions and look forward to jointly exploring how we can work together to pursue our mission in the years to come”
Questions to ask
- What are the organization’s top priorities?
- What key contributions do you expect from me?
- What would make hiring me the best decision ever?
- Motivating, meaningful work/positive impact
- A stimulating career path
- Solid career development
- Continuous learning & development
- Feel challenged in my job
- Ability to stimulate my creative side
- Expand opportunities for the future
- Sense of achievement, recognition and status
- Better living standards/purchasing power
- Fair compensation/fairness with colleagues
- Long-term financial security (retirement)
- Health & wellness for myself and my family
- Peace of mind
- Balance between work and personal time
- Quality family time/control over my time
- Ability to invest in personal projects
- Enjoyable activities/tasks
- Friendly workplace culture
- Work variety
- Comfortable work space
- Job security
- Respect from friends and family
- ...
- Long-term financial sustainability
- Improve profitability/reduce costs
- Maximize positive impact
- Satisfy key stakeholders
- Engage attractive partners
- Stay competitive and adapt to new times
- Build and protect the organization’s reputation
- Pursue the mission & vision
- Respect the organization’s values and culture
- Promote a high-performance culture
- Respect laws and regulations
- Maintain social & environmental responsibility
- Treat team members fairly
- Attract, develop and retain top talent
- Stimulate intrapreneurship
- Ensure appropriate talent for key activities
- Promote excellent teamwork
- Maintain a happy work environment
- Reduce staff turnover
- Do more with less
- Avoid creating bad precedents
- Peace of mind
- ...
Behaviors towards the desired relationship
- Find a mutual contact to connect me with the decision maker
- Ensure I am always punctual and follow up as promised
- Go into an energized, empowered, positive state for meetings
- Create an informal moment (e.g., have coffee) with them
- Identify common interests to talk about
- Volunteer to help with something small that they value (e.g., provide certain information, introduce someone relevant)
- Send Thank You emails to interviewers and recruiters
- Leave doors open with positive impressions even if it is a No
- ...
Messages to send
- I’d love to cover these topics today: ... What do you think?
- Your mission of ... is totally aligned with my life priorities: ...
- My expertise in ... and track record in ... will contribute ...
- ...
Messages to avoid
- Alternative opportunities I am exploring
- Internal organization information received informally
- Negative comments about previous employers
- Unnecessary references to my weaknesses/failures: ...
- Committing early/costly unilateral concessions, ...
Purpose; Finalize mutually agreeable terms to engage me as XYZ Manager
End product; Work contract signed by both
Authority to commit
- Recruiter to consult Director
- I decide on my own
Time; Friday, 3-5pm (option for other meetings next week if required)
Potential engagement strategy
- Informal chats with former and current employees (peer level)
- Meet with Director through a shared contact to strengthen connection
- Formal meeting with recruiter to discuss the contract substance
Compensation & Benefits
- Salary: $75k/year
- Annual salary review policy
- Performance bonus: 20%
- Paid holidays: 30 days/year
- Unpaid leave: up to 1 month/year
- Retirement plan
- Medical, dental, travel insurance
- Professional expenses allowance
- Transportation allowance
- Loan assistance
- Labor laws
- Taxes & social security charges
- Inflation/consumer prices
- Human Resources policies
- Standard work contract
- Financials of the organization
- Organization’s market positioning
- My salary in current job: $40k
- My highest salary ever: $50k
Work arrangements
- Flexible work hours (8h/day)
- Flexible weekend days (2/week)
- 1 day/week for creative work
- Work from home option (20-80%)
- Office location at ...
- Business casual dress code
Career development
- Learning & Development plan; up to 10 training days/year
- Budget for external training: $x
- Assigned mentor
- Promotion decision after 12 months
- Participant in mgmt. meetings
- Participant in committees x y z
- My fees as freelancer: $350/day
- Salaries in comparable positions in other organizations: $45-$70k
- Salaries of future colleagues
- Organization’s standard benefits
- Benefits in other organizations
- Online data and employee reviews
- Organization/brand reputation
- Staff satisfaction survey results
Job
- Position/title: XYZ Manager
- Reporting to Director
- 8-staff team, to grow 50%/year
- Portfolio of 3+ projects
- Annual budget: $3 million
- Innovation budget: $500k/year
- Option for international transfers
- Key responsibilities: ...
- Excluded tasks: ...
- Key Performance Indicators: ...
- Performance targets: ...
- Organizational development tasks
- Public Relations responsibilities
- ...
- Best Place to Work Award
- Informal inputs from employees
- Standard working hours
- My years of experience, professional references, academic records
- CV/career track record
- My hobbies/personal projects
- Results achieved in other jobs
- ...
Agenda
1. Summarize discussions so far
2. Agree on pending issues
3. Explore for each issue
- Key associated interests
- Legitimacy to use
- Potential options
- Tentative agreement
4. Finalize complete package
5. Sign contract
- Study full-time/get a scholarship
- Retire/Take a sabbatical
- Live with parents
- Apply for unemployment allowance
- ...
- Get a software that makes job redundant
- Stop doing the activities that require the job
- Close the department
- ...
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