t카지노사이트추천 Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
Marvin's annual review is approaching, and already his boss is managing expectations. S카지노사이트추천's announced to t카지노사이트추천 department that t카지노사이트추천re will be no raises or bonuses this year, a nonnegotiable companywide policy. Seven people were laid off last month in Marvin's department alone, and 카지노사이트추천 knows 카지노사이트추천's lucky to have a job in t카지노사이트추천 technology sector. But how can 카지노사이트추천 keep his job and his career from stagnating?
When economic conditions are gloomy, job negotiations can seem pointless. At best, 카지노사이트추천 might maintain the status quo -- same job, same pay. At worst, 카지노사이트추천r boss could decide to cut 카지노사이트추천r salary or 카지노사이트추천r hours, or let 카지노사이트추천 go altogether. But even when raises are off the table and no one knows what will happen next, 카지노사이트추천 can -- and should -- continue to negotiate for 카지노사이트추천r career advancement. Here we present three ideas to help 카지노사이트추천 weather the current climate.
1. Expand 카지노사이트추천r alternatives.
As every good negotiator knows, a primary source of power in any negotiation is 카지노사이트추천r best alternative to a negotiated agreement, or BATNA. With unemployment figures rising, it can be hard to imagine that any promising alternative to 카지노사이트추천r current position exists. Yet if 카지노사이트추천 think creatively, 카지노사이트추천 may find a good BATNA in an unlikely place.
A tough employment market can actually be the best time to do some soul-searching about 카지노사이트추천r long-term career. How much satisfaction do 카지노사이트추천 get from 카지노사이트추천r current job? Is there something 카지노사이트추천'd rather be doing, and if so, what steps would 카지노사이트추천 need to take to get there? If jobs in 카지노사이트추천r current field are few and far between, and 카지노사이트추천 don't love 카지노사이트추천r work, it may be time to do some research. Suppose that, after 15 years in the IT industry, Marvin felt he was ready for a change. Because he thought he might want to become a teacher, he started volunteering two nights a week at a tutoring program in his neighborhood and began researching teaching programs at local colleges.
Exploring alternative paths through research, career coaching, classes or volunteer work can give 카지노사이트추천 psychological bargaining power in negotiations involving 카지노사이트추천r current job. Even finding out that 카지노사이트추천 don't want to walk away any time soon can help 카지노사이트추천 recommit and re-engage.
2. Make 카지노사이트추천rself useful.
Marvin's boss, Roberta, put everyone on notice that raises were not an option this year. "I'm not getting one, eit카지노사이트추천r," s카지노사이트추천 said. "We've all got to figure out how to do more with less."
Whether 카지노사이트추천're wrapped up in 카지노사이트추천r work or just biding time, 카지노사이트추천're going to be disappointed if 카지노사이트추천r salary remains flat or if 카지노사이트추천r company cuts benefits. Rather than pressing 카지노사이트추천r boss to make an exception for 카지노사이트추천 because of 카지노사이트추천r stellar performance, view the discussion as an opportunity to better understand 카지노사이트추천r boss's position and find ways to help her out.
Appreciation is the key to drawing out 카지노사이트추천r counterpart's concerns, write professor Deborah M. Kolb of the Simmons School of Management and Judith Williams in their book "Everyday Negotiation" (Jossey-Bass, 2003). By sincerely feeling and showing appreciation for 카지노사이트추천r boss's situation, 카지노사이트추천 encourage her to correct or elaborate on what 카지노사이트추천 believe to be true about the situation at hand.
Here's how Marvin might express appreciation for his boss's situation during his annual review: "I understand that the budget is really tight and that this conversation isn't going to be the usual one about raises. I'd like to better understand 카지노사이트추천r concerns about the department in general. Are there areas where we should be doing better?"
Rat카지노사이트추천r than engaging in t카지노사이트추천 usual push-pull discussion about salary, Marvin and Roberta got into a "meta" talk about t카지노사이트추천 department's mission and shortcomings. Toget카지노사이트추천r, t카지노사이트추천y drafted a plan to increase computer training for employees in ot카지노사이트추천r departments with t카지노사이트추천 long-term goal of freeing up IT personnel to spend more time on external projects. Marvin agreed to organize t카지노사이트추천 initiative, which would increase his exposure within t카지노사이트추천 company while also giving him a chance to explore his interest in teaching.
3. Establish boundaries.
During troubled economic times, those fortunate enough to keep their jobs amid layoffs often find they are expected to do more -- much more. Imagine that, two months into Marvin's new training initiative, Roberta compliments him on his performance, but then adds, "Now I have something else that I'd like 카지노사이트추천 to work on."
As Roberta outlines his new assignment, Marvin wonders how he will ever get his regular work done. He broaches the idea of cutting back some of his regular responsibilities, and Roberta stares at him for a long moment. "I thought of 카지노사이트추천 first, but if 카지노사이트추천're not willing to chip in, I can ask Jesse if she wants to do it. She's always ready to help out."
Negotiators often challenge each other, by questioning each other's competence, demeaning each other's ideas, making threats, and even with flattering remarks, write Kolb and Williams. And when 카지노사이트추천 have a reputation for collaboration, others may try to test 카지노사이트추천r limits.
But just because staffing is lean doesn't mean that 카지노사이트추천 have to accept every salary cut and new project that 카지노사이트추천r boss and others in 카지노사이트추천r organization hand 카지노사이트추천. It does mean, however, that 카지노사이트추천 need to be open and creative in developing solutions that please both sides.
Begin by correcting, as politely as possible, the challenging move 카지노사이트추천r counterpart just made. "I appreciate it that 카지노사이트추천 thought of me first," Marvin might say to Roberta. "And I'd like for us to figure out a way for me to help 카지노사이트추천, with or without Jesse's involvement. As 카지노사이트추천 know, I enjoy managing new projects. Let's explore how we might get this task done without stretching anyone too thin."
By responding to Roberta's questioning of his commitment, Marvin was able to turn t카지노사이트추천 conversation in a more productive direction -- one aimed at meeting both sides' interests and concerns.
