11 Commandments For Smart Negotiating

The job market is the best it's been in 20 years. The Commerce Department estimates that U.S. businesses will need to hire one million new computer scientists, engineers, systems analysts and computer programmers by 2005.

Yet graduates with degrees in computer science are being produced at a fraction of the rate needed. The Information Technology Association of America reports 190,000 current job openings for web experts and other information-technology specialists, and similar shortages are cropping up in other industries as well. 

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These market conditions provide a great opportunity to negotiate an excellent compensation package, but only if you understand how.

There are 11 basic commandments to help you negotiate the best possible deal when changing jobs, whether internally or with a new company. They are:

Be prepared. The more information you have about your market value and the prospective employer, the greater your likelihood of success. This is the first commandment because it's the most important. There's a wealth of information available on the Internet, at the public library and through professional associations and networking groups. Time spent learning how to negotiate and preparing for negotiations may be the best investment you'll ever make.

Recognize that employment negotiations are different. When the negotiations are over, you'll have to work with the person with whom you're negotiating. Moreover, your future success may depend on that person. So, while you want to negotiate the best possible deal, you need to do so in a way that doesn't damage your image. At the same time, the employer's primary concern isn't negotiating the least expensive compensation package it can get away with. Rather, their focus will be on getting you to accept the job.

Understand your needs and those of the employer. To be successful in this type of negotiation, you need to examine your priorities. What do you really want? Are you comfortable with a low salary and a large equity stake? Are you able to handle dramatic swings in income from year to year? Understanding your needs will also help you determine the type of company you want to work for. For example, a family-owned company may be able to offer a competitive salary and a large bonus based on results, but may not be willing to offer significant equity to a non-family member. A start-up company, on the other hand, may not be able to offer market salary, but will typically offer stock options. By recognizing what an employer can and can't do, you'll be able to determine what issues you should press.

Understand the dynamics of the particular negotiations. Sometimes you'll have skills that are in great demand. And sometimes, you may be one of several qualified candidates the company would be happy to hire. Sizing up the situation and understanding the relative position of each party will help you determine when to press your advantage and when to back off.

Never lie, but use the truth to your advantage. It's not only wrong to lie, but in employment negotiations, it's ineffective. If you lie during negotiations, sooner or later you're likely to be caught. Once you are, even if you don't lose the offer, you'll be at a tremendous disadvantage, and your credibility will always be suspect. On the other hand, total candor won't be rewarded. You're under no obligation to blurt out everything you know. You can determine what you want to say and how you want to say it, and try to put everything in its most positive light. One key element of your preparation should be to recognize areas of concern so you can rehearse how to handle them when they inevitably come up.

Understand the role fairness plays in the process. The guiding principle for most employers when negotiating is fairness. Within the constraints of their budget and organizational structure, employers usually will agree to anything that's fair and reasonable to hire someone they want. Appeals to fairness are your most powerful weapon. Thus, you should be able to justify every request you make in terms of fairness. For example, if other computer programmers in similar companies are being given sign-on bonuses, you should expect to be treated no differently. Your prospective employer will want you to accept its offer and feel that you've been treated fairly. Understanding the importance of fairness as a negotiating principle can make the difference between success and failure.

Use uncertainty to your advantage. The more information you convey to a potential employer about your bottom line, the more likely it will limit what you get. Before making an offer, a company typically tries to determine what it will take for you to accept the position. With that information, the prospective employer will be able to determine the minimum package it needs to offer. While they may not offer you as little as they can get away with, if you've divulged too much information, they likely won't offer you as much as they might have otherwise. By not disclosing exactly what your current compensation is or exactly what it would take to get you to leave your job, you'll force a potential employer to make its best offer.

Be creative. Consider the value of the total package. Look for different ways to achieve your objectives. Be willing to make tradeoffs to increase the total value of the deal. If you're creative, you can package what you want in ways that will be acceptable to the company. You'll also be able to find creative "trades" that allow you to withdraw requests that might be problematic to the company in return for improvements in areas where the company has more flexibility. That way, you can maximize the value of the package you negotiate.

Focus on your goals, not on winning. Too often in negotiations, the act of winning becomes more important than achieving your goals. And it's also important not to make your future boss feel as if he's lost in the negotiations. You'll have gained little by negotiating a good deal if you alienate your future boss in the process.

Know when to quit bargaining. The one sure way to lose everything you've obtained is to be greedy. There comes a point in every negotiation when you've achieved everything you could have reasonably expected to gain. While most companies will want to treat you fairly and make you happy, few companies want a to hire a prima donna. Being perceived as greedy or unreasonable may cause the deal to fall apart. Even if it doesn't, you'll have done immeasurable harm to your career. This brings us to the 11th and most important commandment:

Never forget that employment is an ongoing relationship. Job negotiations are the starting point for your career with a company. Get too little and you're disadvantaged throughout your career there; push too hard and you can sour the relationship before it begins. 

How To Master Telephone Interviews

Don't be afraid to pick up the phone! The telephone interview is by far becoming more and more popular. Many job hunters still get that adrenalin rush even with the phone interviews. But following the tips and advice in this article will help you master the phone interview and get you to the next step - the face to face interview.

Often, the first step in the hiring process is the telephone interview.

Companies and the recruiters they employ use the telephone interview to develop a pool of candidates to look at closer, and to pare down the number of applicants for a job opening. 

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The advantages to the company are:

• •   the cost is less.
• •   the list of questions can be standardized.
• •   the interview can be delegated to a lower level (cheaper) employee.
• •   it can be done quickly.

The aims on both sides of the telephone are limited. The caller wants a selection of qualified candidates, and the process screens out many candidates. If the call is a straightforward screening call, the caller will likely ask about your experience, availability and salary requirements. Your strategy is to provide facts that support your resume, with some context about your performance. Try using numbers and facts to be effective, however, you don't want to volunteer anything that could disqualify you . Make every effort to sound professional but not personal, as this call is not to establish rapport.

Since you are unlikely to win the job from a telephone interview, your goal is to secure an in-person interview with the person who has the authority to hire. Approach the call with that attitude.

Managing the Telephone Interview

Try to reschedule surprise interviews. Say that you have a conflict and suggest a time you can call back. When you call back, be prepared for the call just as you would for a full-dress interview.

Have ready

• •   pen and paper, a calculator
• •   the job ad and the resume and cover letter which you sent in response to the ad.
• •   a list of your accomplishments which relate to the job you are discussing.
• •   research you have done on the company.
• •   a short list of questions about the job.
• •   your calendar.

The Techniques of a Pro

• •   Smile - it comes through in your voice.
• •   Speak directly into the phone.
• •   Don't smoke, chew gum, eat or drink anything. It all telegraphs to your listener.
• •   Stand up. Your voice sounds stronger.
• •   Avoid ah, er, hum. This habit is especially noticeable on the telephone. This takes
      practice. So practice.

For a winning performance

• •   Confirm the caller's name and company. Get the caller's telephone number.
• •   Be aware that the caller can't see you - can't see your hand gestures, can't see you
      taking notes.
• •   Pace the call. Let the caller do most of the talking, without interruptions.
• •   Do use the technique of repeating or re-phrasing questions. It tells the caller that you
      listened carefully, and gives you time to think about your answer.
• •   Avoid the simple yes or no; add selling points at every opportunity.
• •   If you need time to think, say so - as in radio, silence during a telephone conversation is
      dead air time.
• •   Compensation issues come at the end of the interviewing cycle, never at the telephone
      stage. You can truthfully say you don't know enough about the job to state a salary figure.
      And, of course, you would need a personal interview to really talk with the company.
    Which is another way to go for the personal interview. Re-affirm your qualifications,
    express your interest in the job and the company. Say you would appreciate the
    opportunity to talk about the job further - in person.

 

Watch out for ILLEGAL Interview questions!

I’ll quickly cover the following:

A) Why Employer Ask Illegal Interview Questions.
B) Examples of Illegal Interview Questions.
C) Tips on How To Respond to Illegal Interview Questions.
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Job Interview Fact
U.S. law prohibits certain types of questions and you are by no means required or obligated to answer these questions. These questions are prohibited for a reason: to keep employers from unfairly trying to weed you out as a possible employee.

A) Why Employers Ask Illegal Interview Questions.
The interview is where you get your chance to sell yourself directly to the employer. During the interview the employer is obviously trying to learn more about you and how you may or may not fit in the company. The main reason why an employer might purposely slip in some illegal questions is basically to try and get information to keep you from getting a job. Most illegal questions revolve around personal information and asking them is usually not related to the job and is often discriminatory in nature.

Another reason some employers ask illegal questions is because they just don’t know any better. Many interviewers are not trained at all and simply don’t know what is legal versus illegal. Please keep this in mind, it may just be a poorly trained, inexperienced or just curious interviewer and not meant to be harmful or discriminatory at all.

B) Examples of Illegal Interview Questions.

Illegal questions generally fall into 4 categories:

1. Disabilities & Physical Skills
2. Personal Background
3. Race, Creed, or Color
4. Family & Relationship Items

10 Sample Illegal Questions:

1. How tall are you?
2. Are you a US Citizen?
3. How old are you?
4. Are you really a man?
5. Are you Chinese or Japanese?
6. What religion are you?
7. Have you ever filed for bankruptcy?
8. Have you ever been arrested?
9. Are you married?
10. How many children do you have?

C) Tips On How To Respond To Illegal Interview Questions.
First and foremost, avoid reacting in a hostile fashion remember that you can always decide later to decline the job offer. Your goal during the interview is to try and get the job offer.

Response 1:
Go ahead and answer the question. If you don’t feel uncomfortable and you think your answer is in your favor, why worry? Go ahead and answer the question and make no mention that you think its improper or illegal. Just remember that you run the risk of harming your candidacy if you give an answer not favorable to what the interviewer has in mind.

Response 2:
Refuse to answer the question. You are within your rights but in a delicate and sensitive area with regards to the potential job offer. You can say politely that you don’t feel comfortable answering the question and ask to move on. You may even want to mention to the interviewer that the question is illegal and doesn’t pertain to the job. The key here is to be as tactful as possible. But keep in mind, you may come across as confrontational or not a "team player" in the eyes of the interviewer.

Eight Job Interviewing Mistakes To Avoid

1. - DON'T SHOW UP LATE.
There is no easier way to lose points with a prospective employer than to show up late. First impressions do last. And unfortunately, showing up late screams things like "I am unreliable" or "your time is not important to me". Is this what you want a prospective employer to think before you even have a chance to utter a word? Make it a point to try to be early to every interview. That way, bad weather, traffic and that last minute phone call stand less chance of ruining your entrance. If the unforeseen 18-wheeler does happen to dump 10 tons of tomatoes across the interstate, upon arrival, apologize first thing, offer a quickexplanation and move on. (Ideally you would have called from your cell phone as soon as you caught sight of the delay.)

2. - DON'T ACT DISINTERESTED.
No matter what the circumstance never act disinterested during an interview. If 10 minutes into the meeting you become certain that nothing on the planet could convince you to take a job with the company continue to pay attention and act like you care about the conversation. Remember that the interviewer does not exist in a vacuum. He or she has friends, relatives, and associates who may influence future job opportunities. If you behave poorly, the interviewer will remember and will share the story of you and your unprofessional behavior with others. Haven’t you shared bad job search experiences with people close to you? The interviewer is probably no different.

3. - DON'T BE UNPREPARED.
Being prepared has many facets. Interviewers expect you to know something about the company and the position you are seeking. Having this knowledge makes you appear both motivated and truly interested. So make sure you do your research! Excellent sources of information include, the Internet, periodicals and people already in the field. Another facet of being prepared is being ready for the types of questions that may be asked. There are numerous articles on the web and in bookstores with practice interview questions and answers. Make sure to utilize all such resources available to you. And finally, don’t forget to have extra copies of your resume and references on hand should they be requested.

4. - DON'T FORGET YOUR MANNERS.
No matter how old fashioned it appears to use word like "please", "sir", "ma’am" and "thank you", do not delete these words from your vocabulary. These simple words can work wonders towards making a positive impression. Always use a respectful tone of voice. Do not unnecessarily interrupt the interviewer. Maintain eye contact and a pleasant expression. Leave the slang, slouching and gum chewing at home. Good manners signals respect for yourself and the people around you; never underestimate their importance.

5. - DON'T DRESS INAPPROPRIATELY.
Whether you like it or not, the job interview is not the time to express your individuality. Always remember that your goal is to gain employment, not to make a fashion statement. Accordingly, you should not dress in any way that will distract attention from you and your qualifications. Things to avoid include unconventional hair colors, excessive jewelry and makeup and any clothes that you would wear to a nightclub. Prior to the interview, contact the companies HR department and inquire about the company dress code. Do your best to dress accordingly. If there is any doubt, err on the side of being overdressed.

6. - DON'T BE UNTRUTHFUL
Never, ever lie during an interview. Mistruths have an uncanny habit of catching up to people. If the interviewer catches you in a lie during the interview, you have seriously damaged your chances of being hired. After all, would you hire someone that you couldn’t trust? If your employer finds out you lied after you have been hired, it could be grounds for dismissal. Even if they do not dismiss you, you are still in serious trouble as you have damaged your integrity in the eyes of your boss. The bottom line is that you should always be truthful when interviewing.

7. - DON'T BE MODEST.
When searching for the right job, put your modesty aside. Don’t be afraid to confidently describe your skills and accomplishments. After all, if you don’t sing your praises to your potential boss, then who will? Don’t count on your resume to do all the work; it is only a tool to help you land the interview. Once you get your foot in the door, it is up to you to convince the interviewer that you are the ideal person for the job. Worried that you will come across as conceited instead of self-confident? Then practice how and what you will say with a friend or family member who can provide honest feedback. 

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8. - DON'T FORGET THE "THANK YOU NOTE".
Once the interview has concluded, take a few moments to jot down your impressions of the interviewer, what you talked about and any interesting points that were brought up during the meeting. The ideal time and place to do this is in your car a soon as you have exited the building, as your thoughts will be most fresh at this time. Use this information as you compose a well thought out thank you note to the interviewer. Mail this note no later than the day following the interview. Remember promptness signals interest. 

 

 

 

How To Handle The Job Hopping Question

The Career Landscape Has Changed
As the economy changes and pink slips pop up, the once optional choice of changing jobs has become a mandatory step towards the top. Times change: 15 years ago employers may have easily rejected a good candidate who held five jobs in eight years. Today, in the wake of company mergers, corporate acquisitions, dot.com shutdowns, mass lay-offs and restructuring, hiring managers are more forgiving of job hoppers. They are realizing it is more of the norm. 

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While today’s employers may be less weary of job changers than their predecessors, some may still have misgivings. That is why you must come prepared with confident, reassuring answers to tricky questions like:

The Tough Interview Question: quot;Why have you switched jobs so often?"

What Is The Interviewer After?
When interviewers ask such an uncomfortable question, they are usually looking or one of the following:

1. A reason to choose you. Valid reason(s) for your jumping jobs.
2. A reason to eliminate you from the selection process. Any red flags that indicate you are the problem and will not last long at the company.

Popular Reasons For Switching Jobs Often
To receive the employer’s approval and acceptance of your reasons for changing careers, formulate an acceptable response to counter the job hopping issue. Some popular reasons for switching jobs include:

1. Taking care of domestic demands, death/extended illness in immediate family, etc.
2. Moving because of spouse’s job, desire to travel, climate, family, etc.
3. Continually seeking more satisfaction in the workplace
4. Experiencing different jobs to determine where true interests lay
5. Working in positions that were only temporary (internships, summer jobs, campaign work, etc.)
6. Wanting more responsibilities, more money, more respect, more prestige, more flexibility, etc.

Be Honest With Your Answers
Don’t try to leave employment skeletons in your closet because sooner or later, they will invariably come back to haunt you. Be bold. Take full responsibility for whatever leaps you made in your professional past and explain why you did what you did and how you’re a better candidate because of such actions.

In your answer, try to:

1. Tie Your Work Together.
   If you worked in different capacities, relate those duties to the position you’re applying for.
   Answer Example:
   "Since I worked in public relations, marketing and promotions, my communication skills continually improved in various mediums which would aid your advertising firm."
2. Explain Why This Time Will Be Different.
   If you always had to leave jobs because your husband was in the military, say how his retiring will change your pattern. If you jumped whenever another offer looked better, say how you have learned loyalty, stability and commitment take precedence over money.
   Answer Example:
   "After I graduated from college, I wanted to test my talents in many different fields but now I know that my true passion is for architecture."
3. Reveal How Your Checkered Career Path Can Benefit The Company.
   List how your skills, experience and education improved in each of your previous jobs and that such a varied background can bring a fresh perspective to the current position.
   Answer Example:
   "Since the film and music industries are so closely related, I feel my experience in the recording and commercial music business helped me acquire unique contacts and skills that will improve your film production company."