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    How to Negotiate Your First Job: 8 Steps That Will Create Value for You and Your New Employer
    How to Negotiate Your First Job: 8 Steps That Will Create Value for You and Your New Employer
    How to Negotiate Your First Job: 8 Steps That Will Create Value for You and Your New Employer
    Ebook92 pages1 hour

    How to Negotiate Your First Job: 8 Steps That Will Create Value for You and Your New Employer

    By Paul Levy and Farzana Mohamed

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    About this ebook

    "If I were to recommend one book to young people entering the workforce, this would be it!" Zahir Ladhani, President of Salary.com. You've worked hard to get through college and to ace all those job interviews. Now, you're either about to receive, or have already received, a job offer and you're not sure what to do. Maybe you've heard that you should negotiate your salary. But, how? In this book, we share lessons and insights from years of real-world experience in job negotiations, sitting on both sides of the table. We've distilled our experience into practical lessons to help you get the best deal, in terms of salary, professional development, and conditions. We give you the tools to get you through this stage of your life. Here's a secret. We're going to help you get what you want and deserve in a way that will make your employer even more pleased to hire you!
    LanguageEnglish
    PublisherBookBaby
    Release dateJan 13, 2014
    ISBN9780991271429
    How to Negotiate Your First Job: 8 Steps That Will Create Value for You and Your New Employer
    Author

    Paul Levy

    Paul Levy is a pioneer in the field of spiritual emergence and a Tibetan Buddhist practitioner for more than 35 years. He is the founder of the Awakening in the Dream Community in Portland, Oregon, and the author of several books, including Dispelling Wetiko. He lives in Portland, Oregon.

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      Book preview

      How to Negotiate Your First Job - Paul Levy

      Job

      How to Negotiate

      Your First Job

      8 Steps that will create value

      for you and your new employer

      Paul F. Levy & Farzana S. Mohamed

      Copyright © 2014 by Paul F. Levy and Farzana S. Mohamed

      All Rights Reserved.

      Cover Design by Zahra Kanji

      Layout Design by Moicher Sforim

      eBook Formatting by Maureen Cutajar

      ISBN: 978-0-9912714-1-2

      ISBN: (Digital): 978-0-9912-742-9

      Process Improvement, LLC

      negotiateyourjob.com

      For our families, and the young people who inspire us.

      CONTENTS

      Introduction

      Step 1: Decide to Negotiate

      Step 2: Building a Trusting Relationship

      Step 3: Know your BATNA, and Theirs

      Step 4: Influence Their Perception of the ZOPA

      Step 5: Know Your Interests, and Theirs

      Step 6: Trade on Differences

      Step 7: Sharpen Your Tactics

      Step 8: Practice

      On the Issue of Gender

      Final Words

      INTRODUCTION

      Karim, soon to be a college graduate, was stunned into inaction, paralyzed by an unforeseen opportunity. In the midst of a recession, with an unemployment rate topping 9 percent, he had been offered a job.

      The e-commerce company at which he had just spent the summer as a software design intern wanted to hire him. The rub? He thought he should be paid ten percent more than the offer.

      With a semester of college left, he had several months to decide whether to accept the position, but he didn’t know what to do next. Would they be insulted if he asked for more money? Would it sour his relationship with the person who made the offer? Was he allowed to talk with another company in which he was interested? Should he tell this company that he had another offer?

      Karim is not alone in being inexperienced in the ways of the world when it comes to negotiating the terms of his first job. Many graduating college students have no idea what to do or say as they approach an employer. In fact, neither do many people who are already in the workforce.

      This book is for the Karims of the world. You have spent most of your childhood and young adult life going to school—primary school, secondary school, and college—preparing to enter the work force. You have gotten pretty good at science, mathematics, computer programming, accounting, or whatever. You have applied for jobs or, like Karim, you have been offered a job out of the blue. Now, it is time to sit down face to face with your potential employer, and you don’t know what to say and you don’t know what to ask.

      We are going to give you the tools to get through this stage of your life. Sure, we are going to help you get what you want and deserve. But, here’s the little secret. We’re going to help you get what you want and deserve in a way that will make your new employer even more pleased to hire you. What? you say, I will end up with more money and better working conditions and my new employer will be happy? That’s right.

      The principles on which this book is based are tried and true methods of expert negotiators. Even though you are not an expert negotiator, you can use them.

      You have to be strategic in your approach and realize that the real negotiation begins well before you sit down face to face with your potential new employer. You also have to be mindful, aware of the process of the negotiation as it proceeds. As Bill Ury, one of the world’s experts in negotiation likes to say: You must learn to stand on a balcony watching the negotiation and evaluating its progress, even as you participate in it.

      And, believe it or not, we’ll even show you how to take pleasure in the negotiation. While we cannot promise that it will be stress free, we can promise that you will learn from the experience and find joy in it. We can also promise that you will be a better and more valuable employee for your new firm as a result of the experience.

      The approach set forth in this book is based on a few fundamental concepts of negotiation that we will explore in depth. As you gain an understanding of them, you will be able to use them to your advantage.

      As an outline of what to expect in this book, we will introduce these negotiation concepts now, in shortened version. Later, we will explain them more fully and give examples, and we will teach you how to employ them.

      Negotiation is a means of advancing the full set of your interests by jointly decided action. This is fundamental. If negotiating is a means to an end, we must consider alternatives to it. Talking about interests means that you have to give thought to and understand your interests. By jointly decided action, we mean that both sides must agree. Therefore a negotiation is an exercise in solving a simultaneous equation.

      BATNA—The best alternative to a negotiated agreement. Simply stated, this is your other option. It serves as a benchmark during the negotiations to help you evaluate the offers and counteroffers made by a potential employer. That person also has a BATNA. This is the threshold value that any acceptable agreement must exceed. How do you evaluate your BATNA? How do you estimate theirs? What can you do to enhance your BATNA? What can you do to degrade theirs?

      Interest-based negotiation—Positions and interests are two distinctly different concepts in a negotiation. How do you learn to distinguish between the two? How do you tease out their underlying interests, as opposed to the positions they put forth? How do you avoid locking yourself into a position that does not reflect your true interests?

      Trading on differences—There are attributes of a negotiated agreement that have different values for the two parties. The difference in valuation offers the potential for an agreement that can add value for both parties. A good negotiation is not only about splitting the pie—it’s about expanding the pie, with benefits to both parties. In negotiation parlance, this is called creating value.

      Tactics—In addition to thinking strategically about the negotiation before you get to the table, there are tactical approaches that can help the conversation

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