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9 different things to negotiate in "Mastering Personal Negotiations." (UNWRHHDNN)
- 1. Buying a used car
- 2. Buying a new car
- 3. Planning a wedding
- 4. Negotiation a raise
- 5. Buying a house
- 6. Home repair contract
- 7. Divorce
- 8. New job with large employer
- 9. New job with smaller employer
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4 reasons people don't push for the salaries they want. (ULLS)
- 1. It's unpleasant
- 2. Lack of confidence
- 3. Lack of negotiating skills
- 4. Satisfied w/original offer
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5 issues Professor Frame's son brought up during his job negotiation.
- 1. Salary
- 2. Stock
- 3. Bonus
- 4. Benefits
- 5. Chance for Promotions
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During a job negotiation, assume the offer is...
negotiable.
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During your job negotiation, pretend you are...
negotiating for someone else.
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During your job negotiation, avoid discussing salary until they...
make an offer.
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During your job negotiation, if discuss salary too early you are inclined to...
low-ball yourself.
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During your job negotiation, once you have an offer, be prepared to answer the question “...?” using clear, objective standards.
What salary are you looking for?
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During your job negotiation, keep your interests...
on the table.
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During your job negotiation, do not reveal your... or..., but use your BATNA as... if needed.
BATNA, reservation point, leverage
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During your job negotiation, be... – “Here is what it will take. . .”
clear
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Problems with email negotiations. (TLLLLMW)
- 1. Takes long
- 2. Less “schmoozing” to build rapport
- 3. Less likely to ask diagnostic questions
- 4. Less sharing of interests
- 5. Less truth-telling/trust
- 6. More misinterpretation
- 7. Worse outcome
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Things to do to improve email negotiations. (SSFC)
- 1. Schmooze/ask questions in person/over phone first.
- 2. Set rules and manage the process.
- 3. Finalize agreement in person/over phone.
- 4. Check spelling/grammar.
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Advantages of negotiating via email. (AML)
- 1. Allows you to strategize between messages
- 2. More equality in power between partners
- 3. Less social cues
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Tips for phone/web conference negotiations. (SCPC)
- 1. Set tone
- 2. Choose quiet location
- 3. Prepare/Define agenda
- 4. Confirm agreement in writing ASAP
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Once you have an offer, you should ask for more time to..., but reply in...
make a decision, a timely manner.
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Once you have an offer you should be... and...
gracious, enthusiastic.
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Once you have an offer, you should get the offer in...
writing.
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Once you have an offer, you should remember that...
it's not over until it's over.
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... out of... companies are willing to negotiate salary, but only... out of... candidates ever try.
8, 10, 3, 10
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