1. Networking and Negotiating
Chapter 10

2. Why are these topics (networking and negotiating) important in a human relations class?

3. Networks: clusters of people joined by a variety of links.
Networking
…the ongoing process of building interconnected relationships for the purpose of politicking and socializing.
Networks: clusters of people joined by a variety of links.

4. Networking Objectives
To get a job or a better one
To perform better at your current job
To advance within an organization
To stay current in your field
To maintain mobility
To develop relationships

5. The Networking Process
Perform a self-assessment and set objectives
Create a one-minute self-sell
Develop your network
Conduct networking interviews
Maintain your network

6. “The One-Minute Self-Sell” … is an opening statement (dialogue) used in networking that quickly summarizes your history and career plan and asks a question.
History: career highlights and education
Plans: career target, connections
Question: two-way communication, feedback

7. Write an opening dialogue:
To take 60 seconds or less, your message must be concise, but it also needs to be clear and compelling. Include the following in your dialogue…
It gives the listener a sense of who you are
your background,
identifies your career field
key results you’ve achieved,
provides the direction of your next job.
Questions for a two-way communication and feedback

8. Networking questions How does my targeted future career sound to you?
Do you know of any job openings at this time?
Here’s my card. Could you give me a call if you find something of interest that might be available?
In what areas might there be opportunities for a person with my experience?
In what other fields can I use these skills or this degree?

9. Write your “one-minute self-sell”
HOMEWORK!
Write your “one-minute self-sell”

10. How?
Develop your network
Conduct networking interviews

11. The Networking Interview Process
Step 1: Establish rapport Step 2: Deliver your one-minute self-sell Step 3: Ask prepared questions Step 4: Get additional contacts Step 5: Ask how you can help them Step 6: Follow-up with thank you note and status report

12. Negotiating – The secret!

13. Negotiating (also known as bargaining)
… process in which two or more parties have something the other wants and attempts to come to an exchange agreement. Utilize: power, influence, and politics

14. Negotiating Strategies
Distributive Bargaining: creating a win-lose situation (also called zero-sum) Parties work out a compromise through a give- and-take. Integrative Bargaining: creating a win-win situation. Be open to options.

15. The Negotiating Process
Plan
Bargain
Agreement OR No Agreement
Postponement

16. Negotiating Planning…
Research other parties
Set objectives
Anticipate questions and prepare answers
Develop options
Making Trade-offs

17. Negotiating Tips:
Never try to negotiate with your boss on a Monday, wait till Tuesday afternoon or Wednesday morning.
Never try to negotiate on a Friday afternoon.
Dress like you mean business!
Come prepared for anything. Rehearse your point, but be ready for interruption.