Perfman HR: What Interviewing Accomplishes

Perfman HR: What Interviewing Accomplishes

Many people see negotiation as a process of each party trying to get the most for what they have to give. And that's a reasonable way to look at it when you're buyingor selling a car, a computer, or a carpet. It's tempting to look at job negotiations inthe same way but not advisable. When you're negotiating an employment contract,you're negotiating the basis for a relationship, and you want to live happily together.

This doesn't mean that you have to arrive at a compromise, but that you shouldcome to an agreement that both parties feel is fair.There are at least four factors that can increase your perceived worth. All of themfit into the context of networking and interviewing, and all of them can be turnedto your advantage without alienating potential employers.

1. How you see and present yourself. Are you confident? Do you speakconvincingly about your accomplishments? Do you have a clear and credibleobjective? Do you understand and seem to fit in with the company's culture?You will generate more buyer enthusiasm if the company sees you as along-term asset than if it sees you only as right for this particular job.

2. How the company values the work to be done. This is your opportunityto put the work in a broader context than the company may have. Instead oftalking about providing good customer service, for example, you might discussretaining valued customers and increasing business activity. If you present someconvincing illustrations, the job might seem worthy of a higher valuation including, perhaps, a bonus for achieving objectives that you help define.

3. The company's perception of your appropriateness for the position.You want to demonstrate that what you have learned and achieved in the past,along with your understanding of the company's needs, makes you morequalified than other candidates.

4. Your direct discussion of compensation, bonuses, commissions, andother benefits. This last factor is often thought of as the whole of negotiation.Your attention to the first three factors, however, should already have raisedthe company's estimation of your value. The direct discussion is where youapply your skills at recapitulation, listening, and politely asserting the valueyou have established.

Many people see negotiation as a process of each party trying to get the most for what they have to give. And that's a reasonable way to look at it when you're buying or selling a car, a computer, or a carpet. It's tempting to look at job negotiations in the same waybut not advisable. When you're negotiating an employment contract, you're negotiating the basis for a relationship, and you want to live happily together. This doesn't mean that you have to arrive at a compromise, but that you should come to an agreement that both parties feel is fair. There are at least four factors that can increase your perceived worth. All of them fit into the context of networking and interviewing, and all of them can be turned to your advantage without alienating potential employers. 1. How you see and present yourself. Are you confident? Do you speak convincingly about your accomplishments? Do you have a clear and credible objective? Do you understand and seem to fit in with the company's culture? You will generate more buyer enthusiasm if the company sees you as a long-term asset than if it sees you only as right for this particular job.

Sonal Aurora is director and co- founder of executive search firm Mumbai Perfman HR (www.perfmanhr.com). Perfman HR is a premier HR Consulting Company Founded in Mumbai, India. We are an inventive and dynamic Human Resource Company specializing in Talent Engagement, Learning & HR Solutions.

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