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Weekly CareerTHEME
click for more Win-Win Negotiation
Most people do not like negotiation. They see it as a tug-of-war competition that results in either I-win/you-lose or I-lose/you-win. Or they see it as compromise - each side getting only half of what they want. The best approach? Cooperation - both parties creatively looking for a win/win.

Daily CareerTIP® Advice
Monday - How much money do you need?
Prepare for Negotiation - Part One ... If you do not have a budget and a way to track what you spend, then start now. Know how much you need and look for ways to reduce that need. The less you need, the stronger your negotiating position.

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Tuesday - How much does the job pay?
Prepare for Negotiation - Part Two ... Do your homework. Check salary websites to find out what employers pay for the job you want. Then try to compare with job postings and company literature of the employer you are considering. Then ask the employer directly, "What is the salary range budgeted for this job?"

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Wednesday - Establish your value first...
...by discovering what the employer needs and determining how you can meet them. Do everything you can to delay establishing your compensation desires or range - especially if your salary history is dramatically higher or lower than what the position pays. Wait until after you get the offer.

Thursday - Focus on WE versus ME
Switch from a candidate-versus-employer negotiating approach to a "together on the same side of the desk" attitude - with the issue on the other side. Together you decide what is the win for each of you, and then for both of you. "Each of you should look not only to your own interests, but also to the interests of others."

Friday - Evaluating the offer
Before final negotiations, carefully review the complete opportunity - the employer, position, boss, salary, benefits and more. Rate what's important to you. Rank your priorities in order. Decide what is negotiable - and what is not negotiable.

Total Compensation Planner
Handy check list to help you evaluate compensation, options and priorities.
Saturday - Negotiate interests - not positions
Positions are about what people want - salary, benefits, job responsibilities - the tip of the iceberg. Interests are why they want what they want - financial security, ability to contribute, results for the company - the bigger part of the iceberg that lies below the surface. Ask "Why" questions; negotiate interests; and discover mutuality.

Sunday - Do not take a job that...
...you cannot afford to turn down. If it becomes all about the money, then it will be all about the money, and nothing about the true riches that God abundantly supplies. "No one can serve two masters. Either he will hate the one and love the other, or he will be devoted to the one and despise the other. You cannot serve both God and Money. (Matthew 6:24)"


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