The importance of a positive job negotiation

Negotiations are inevitable in life; one such a reason is during a job offer. In this scenario the two parties are likely to be strangers without an established rapport, but with the need for a lasting relationship to occur (Curhan, Elfenbein & Kilduff 2009). Therefore, it is important that the organisation’s representative and the applicant be mindful that the negotiated outcomes symbolise only the defined outcomes and do not represent the feelings about the negotiation process (Wang, Northcraft & Van Kleef 2012). Research has shown that these feelings can predict a candidates’ level of satisfaction and their intention to leave within a year depending if they assess the fairness during the negotiation process in positive or negative light (Wang, Northcraft & Van Kleef 2012).

As these negotiations occur in a context which might result in a person feeling a loss of control and anxious it is important that a rapport is developed as people tend to be unpredictable when they do not understand how the other party will respond (Lee et al. 2015). Dr Colburn-Palo a negotiator trainer for the United Nations recently outlined in a TEDx presentation (below) three pitfalls that occur in a negotiation and how to avoid them.

Rony Ross, founder and executive of Panorama Software, advises that there are five components to a successful negotiation strategy, especially for if one feels threaten as a smaller less powerful party. According to Goudreau (2012) Ross defined her strategy to include:

• Remain results orientated: as this allows for the discussion to revolve around the facts and removes yourself from this issue helping to keep the situation unemotional.
• Show respect: be respectful of the other party and their interests as this will increase the changes of it being reciprocated.
• Define your concerns: by being open the other party you are establishing an honest rapport which can be built upon.
• Work as a team: by avoiding ‘I’ statements you avoid entering your ego into the negotiation and allows for discussion of mutual benefit to take place
• Connect with body language: use positive and engaging body language to communicate interest in what the other party is saying to enforce your honesty within the relationship.  

By completing a successful negotiation keeping these factors in mind it is possible to establish a positive working relationship after a job negotiation.

References

Coburn-Palo, N 2014, Why Negotiations Fail, online video, viewed 15 January 2016, <https://www.youtube.com/watch?v=e53NFoQ6oSM>

Curhan, JR, Elfenbein, HA, & Kilduff, GJ 2009, ‘Getting off on the right foot: Subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations’, Journal of Applied Psychology, vol. 94, pp. 524-534.

Goudreau, J 2012, The Secret Art of Negotiating: Take Your Ego Off The Table, viewed 19 January 2016, http://www.forbes.com/sites/jennagoudreau/2012/10/08/the-secret-art-of-negotiating-take-your-ego-off-the-table/#2ec180687224

Lee, DS, Moeller, SJ, Kopelman, S, & Ybarra, O 2015, ‘Biased Social Perceptions of Knowledge: Implications for Negotiators' Rapport and Egocentrism’, Negotiation and Conflict Management Research, vol. 8, no. 2, pp. 85-99.

Wang, L, Northcraft, GB, & Van Kleef, GA 2012, ‘Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation’ Organizational Behavior and Human Decision Processes, vol.119, no. 1, pp. 54-63