1. Becoming a Negotiation Ninja: Negotiating Through Your Career
Eloiza Altoro, MS CAE HS-BCP
Mind Redesign Consulting
July 15, 2016
9:00 – 10:00 AM

2. PRESENTATION OUTCOMES
Understand the key factors that influence the outcomes of negotiations.
Identify techniques to leverage your skills during interviews and negotiations.
Learn tactics for common negotiation-related roadblocks and other unique challenges faced during C-Suite recruitment.
Increase knowledge and confidence related to negotiating ones career.

3. Source: www.businessdictionary.com/definition/negotiation.html
What is negotiation?
Bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict.
Source:

4. Why are good negotiation skills important?
Creates conditions for a win-win relationship
Build, maintain, and improve important workplace relationships
Establish credibility/boundaries with an employer
Reach agreements, find solutions to tough problems, and keep work moving ahead more easily and with less effort
Achieve important goals and get what you need and want
Candidates who negotiate generally earn much more than those who don't
A well-thought-out negotiation makes you look like a stronger candidate -- and employee

5. Case Scenario #1
You are actively seeking an executive level position in an association. During the interview process…
What do you do to prepare for the interview?
What do you do to give yourself an “advantage” during the interview process?
What is the most interesting/challenging part of the interview process?

6. Negotiating Tips – The Interview
Research, Research Research!!!
The more you know about the company, the more of an advantage you will have.
Create a winning mind set
It is who you know!!
Have a list of prepared questions, even if you do not ask them.
Don't talk money/benefits too early
Avoid the salary requirement trap

7. Case Scenario #2
You are actively seeking an executive level position in an association. You have completed the interview process and have been offered the position…
What is most/least important to you about a job?
How do you prioritize during negotiations?
What type of questions do you ask?
What is non-negotiable to you?
When and why would you hire an outside negotiator?
If you could do something different in your next negotiation, what would it be?

8. Negotiating Tips – The Offer
Know your value
Know your threshold - What you want and don’t want
Quid Pro Quo
Fear Factor – Don’t be afraid to ask
It is ok to negotiate even after the offer
Conduct salary research
Use company research and inside information
Ask to talk to others

9. Negotiating Tips – After The Offer
Be enthusiastic about the offer
Be confident
Be patient - Wait for their offer
Be quiet - Wait for their response!!
Be realistic
Don’t get emotional
Don’t settle
Everything is negotiable unless they say otherwise
Be prepared to walk away
Get it in writing!!

10. What can be negotiated? Compensation Benefits Base salary increase
Signing bonus
Quarterly/annual bonus
Benefits
Health and medical/Cafeteria plan (including spouse and dependent coverage)
Disability
(401(k)/Pension
Life insurance
Stock option
Executive coaching/mentoring
Paid time off
Corporate credit card/expense account
Incentives
Cell phone
Company car/Transportation/Parking
Relocation expenses
Travel
Telecommuting/Flex schedule

11. Hiring a third party negotiator
Who is the client?
What will the employer think?
Is it worth the money?
What will my role be in the process?
What style do they use in negotiating?
What is the time and availability of the vendor?
What outcome do I expect?

12. Negotiating Resources
The New CEO’s Guide: Advice for the First-time, Aspiring, or Current Association Executive by Beth Brooks, CAE
The First 90 Days: Critical Success Strategies for New Leaders at All Levels by Michael Watkins
Chaos for Breakfast: Practical Advice and Humor for Non-profit Executives by Robert A. Hall
Interviewing Techniques Resources Developed by Sterling Martin Associates (SMA)
ASAE CareerHQ.org
Executive Recruiter list
CEO Headquarters
CEOUpdate.com
ASAE Collaborate/CEO Network Listserv