Interviewing & Negotiating
Converting Initial Meetings into Interviews
The goal of the campaign launch is to rapidly engage in phone conversations, schedule appointments, be invited to job interviews and win offers of employment. Therefore, it would be wise to review the techniques, strategies and skillsets required to maximize call backs and offers, prior to the need.
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Phone Power & Introductory Meetings:
In this and following chapters, we will put previously finalized material to use employing various resume mailings and job posting sites. We will then add significant additional “punch” to the job search and career development campaign with the proper integration of pro-active interpersonal techniques. You’ll find use of these tools will vastly improve your number of appointments, referral contacts and offers received.
Now let’s get down to specific phone situations you will encounter on your pro-active search…voicemail, the person-to-person connection and the “screener” contact…
“Are you looking for a job?” If your response is “UHHHH…yes,” you will be passed to the Human Resources department, or the company’s on-line job postings website, to file an application. Any further communication with your intended business influential ceases immediately…
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Chapter Excerpt: Interpersonal Techniques I |
Job Interviewing & Employment Offer Negotiations
The invitation to a formal job interview is fundamentally no different than previous exploratory meetings. One additional factor does, however, come into play…convincing the employer to make that critical hiring decision. Once you have succeeded, the employment offer may then be negotiated. An initial offer may be fair by general industry standards, but it is never the company’s best offer.
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Interviewing & Negotiating
In all job interview situations you are seeking to identify and meet the business person who is losing sleep over matters that you can assist with. This is the person with the greatest sense of urgency to bring you on the team. In many cases this individual will later become your direct report.
Advance preparation of your verbal resume and the “Fumbling Five” is essential, as incorrect responses will typically end your consideration for the position.
Congratulations on a series of excellent interviews. An offer of employment is now extended with a hardy handshake and toothy smile. Your heart races with excitement, however there is still work to be done before popping that champagne.
The harsh reality of the business world is that an offer is not an offer, until it is presented in writing.
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Chapter Excerpt: Interpersonal Techniques II |
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I recently had a hiring manager tell me that he has worked with some tough job negotiators over the years, but none ever reached his authorized maximum offer before they accepted the position. All left "money on the table."
EDITOR |
Any employment negotiation must resolve itself as a win/win proposition… you’ve got to live with these guys, come Monday morning. Be mentally prepared to be flexible on all matters. Ask for assistance in clarifying or resolving various points. Let them suggest alternatives and solutions. Scrupulously avoid any appearance of confrontation and contact your coach for advice.
Remember, you are their ‘buying decision.’ They basically want to meet your needs, within the limits of their operating constraints.
Understand the process and stay in control of your game!
“I will not blindly accept my next position without negotiation. Professional coaching assistance would be invaluable to avoid costly mistakes.” Am I a Candidate for YL-YC's Career Transition Service & Career Development Coaching?
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