CMN 3 Lecture Notes - Lecture 10: British Association For Immediate Care, Glassdoor
17 May 2018
School
Department
Course
Professor
WEEK 10: NEGOTIATION BASICS FOR SUCCESS
• Margaret Neale: Negotiation
o Getting a Good Deal:
▪ 1. Know your Alternatives, what happens if the negotiation fails
• those with the better alternative does better
▪ 2. Know your Reservation Price
• What is the point at which we are indifferent btwn saying yes and
invoking out alternative
• No should look as good as a Yes
▪ 3. What is Your Aspiration?
• aspiration: realistic view of the best possible outcome
• Optimistic assessment of what can be achieved in this negotiation
o Plan for the Negotiation:
▪ 1. Assess the Situation
• is the situation where I can have influence on the outcome,
making me better off?
• weigh potential benefits from negotiating with potential costs of
negotiating
• will benefits outweigh the costs
▪ 2. Prepare
• understand what your interests are and what you are trying to
achieve through negotiation
• understand needs and interests of your counterpart
▪ 3. Ask
• engage with counterpart
• look at disputed social situation as opportunities to negotiate
• share and engage unique info
▪ 4. Need to Package
• bring alternative solutions to your counterpart in packages
• bundle alternative proposals
• Women and Negotiation:
o Why You Are Asking?:
▪ Communal orientation
o How Are You Asking?:
▪ Communal packaging
o For Whom Are You Asking?:
▪ Women are better at representational negotiation
• How To Counter a Salary Proposal After a Job Offer
o Thank them for the offer
o Ask them if there is a written proposal of the job offer and review it
o Use salarywizard.com or salry.com to look into the info and compare
o Call, ask if a good time, and discuss negotiation things/verification, SALARY
DISCUSSED LAST
o “I would like to be considered for….$$$”
• The Secrets of Negotiating a Raise
1. Record Your Performance
a. Prepare a list of achievements to make your case for a pay raise
b. Make sure to capture the moments of praise so you have good examples
to share
c. Work with your boss to define what success is for your role
i. What would provide so much value that a raise becomes trivial?
find more resources at oneclass.com
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Document Summary
Week 10: negotiation basics for success: margaret neale: negotiation, getting a good deal, 1. Know your alternatives, what happens if the negotiation fails those with the better alternative does better: 2. Know your reservation price: what is the point at which we are indifferent btwn saying yes and invoking out alternative, no should look as good as a yes, 3. What is your aspiration: aspiration: realistic view of the best possible outcome, optimistic assessment of what can be achieved in this negotiation, plan for the negotiation, 1. Assess the situation is the situation where i can have influence on the outcome, making me better off: weigh potential benefits from negotiating with potential costs of negotiating, will benefits outweigh the costs, 2. Prepare: understand what your interests are and what you are trying to achieve through negotiation, understand needs and interests of your counterpart, 3.
