Negotiation 101: Skills Everyone Needs Trevor Blair Integrating the Life Sciences from Molecule to Organism The American Physiological Society Negotiation 101: Skills Everyone Needs Trevor Blair Director, Executive Search & Workforce Development Manpower Overview of my role leading Manpower’s executive search practice for the San Diego area Most of my clients are non-profit and government organizations, including a couple large local universities 2 local healthcare companies Today’s talk will focus on negotiation skills to enhance your career – key focus on positioning oneself for advancement Presented on April 4, 2016 At EB 2016 San Diego, CA April 2016

negotiation skills = career success Negotiation 101: skills everyone needs. negotiation skills = career success Your career = YOUR responsibility Get outside your comfort zone Positioning for high profile projects Community Engagement (boards, committees) Publish Key elements to successful negotiating in a career setting are laid years in advance – build up the fundamentals to position yourself for negotiating that promotion, raise, funding, etc. Today is much less about tactics than it is about fundamentals. Bad news, they take time to develop, good news, it’s very straightforward, and will make negotiating much easier, and WAY less scary Negotiation skills are one of the most important things you can do for your career. 1) Professional, assertive communication skills and 2) Negotiation skills Work hard, do quality work, and wait for the tap on the shoulder? NO The only person in charge of watching out for your career is YOU, companies pay lip service to proactive “talent management”, but it doesn’t happen I would love to play a more active role in developing my staff, but I have such limited time, clients and revenue are always the higher level priority Comfort zone Don’t overspecialize in one particular area – too good = indispensible = passed over Take risks – more responsibilities, projects outside your normal AOR Make sure you don’t become too good at one thing, pigeon-holed Get involved in the community – most successful executives sit on at least a couple boards if nobody knows you, they can’t poach you. Boards, committees, commissions. Non-profit world offers infinite opportunities: Start small – advisory boards, committees, local government commissions – share fly abatement committee story Take a larger role with smaller non-profit, or smaller role with a larger organization (takes years to work up to Sharp or Scripps board) Move up to board level Beware give-or-get requirements Free opportunity to practice your leadership and management skills Take on a project, manage a committee – non-profit leadership work = safe practice environment What do all these items have to do with negotiation?

building your bargaining power Negotiation 101: skills everyone needs. building your bargaining power Your profile = your bargaining power Position yourself for poaching Get experience managing others Keep an accomplishment log Communication skills Your career success = how many people know you “Known” employees have more bargaining power Confidence, communication skills Employers see and hear about them in the community Much higher perception of their executive leadership skills and overall value to the organization If they know you are well-known in your field, and the community in general, then they know other organizations may have you on their radar Communication skills Toastmasters Must project confidence, be persuasive in your negotiations

tactics of negotiating Negotiation 101: skills everyone needs. tactics of negotiating Due your homework Know your market value Relate market value to employers drivers Be ready for (and OK with) “No” Practice “No” isn’t “no” forever… Homework: What’s my worth in the marketplace? What do I contribute to the organization’s bottom line? What’s my replacement cost? What do employers actually care about? Make me money Save me money Fit in with my existing staff and customers Practice With a real human Film and review together – video is priceless No isn’t no forever, it just means “not at this time”

Negotiating for Success! The American Physiological Society This presentation is part of 2016 Mentoring Symposium on Negotiating for Success! Organized by the APS Women in Physiology Committee For more information and to listen to other presentations: the-aps.org/negotiating © 2016 The American Physiological Society (education@the-aps.org) Creative Commons License: Attribution Non-Commercial No Derivatives (http://creativecommons.org/licenses/by-nc-nd/3.0/)

Trevor Blair, MA tblair@manpower-sd.com / (619) 699-1213 The American Physiological Society Trevor Blair, MA tblair@manpower-sd.com / (619) 699-1213 A 17 year Manpower veteran, Trevor started with the company based in Sydney, Australia. He currently holds a dual role as Manpower’s Director of Workforce Development, working with nonprofits to develop job placement programs for groups such as youth and veterans. Trevor also leads Manpower’s Executive Search practice for the San Diego region. His volunteer efforts center on education and employment issues. Current board and committee positions include the San Diego Workforce Partnership, the Military Families Support Working Group at San Diego Grantmakers, LEAD San Diego and The Barrio Logan College Institute. Outside of Manpower, Trevor is an avid triathlete, having competed in over 200 events around the world. He is a 10-time Ironman finisher and 3-time Boston Marathon finisher (2013, 2014, 2015). He holds a BA from the University of Pennsylvania, and an MBA from USC.

For more information, to listen to other presentations, The American Physiological Society For more information, to listen to other presentations, and for the PowerPoints with active links and/or other resources the-aps.org/negotiating For further information, contact APS Education Office education@the-aps.org