Steps To Effective Job Search and Negotiation

I have one of those minds that likes to draw lines between seemingly unrelated items. (An interview is like a blind date because you have to show the best version of yourself and you have to make a connection immediately) I like to show similarities where they are not obvious. Some may call it a tick. Others an annoyance. I call it handy.

For example, as I was preparing to write an article about the importance of preparation when creating your job search plan, I realized the steps were identical to what I would suggest if you were negotiating compensation or a raise. Now I can share those steps with you and you can save these nuggets of information for several potential scenarios. See? Not annoying – handy!

Step 1: Do your homework. When determining potential target industries or companies for your job search, do your homework. Ask around. Use Google. Explore the company’s website. Find industry websites and periodicals. The same holds true when going for a raise or compensation package. Know everything there is to know about your target. The more you know, the better positioned you are for success.

Step 2: Thing big. When starting any process you should never start with real or possible (imaginary) limitations in mind. Start big and adjust downward as necessary. Consider how the great innovators in history – do you think they started with limitations and objections? I recently worked with a client that constantly said, “That isn’t possible because…”. It didn’t matter what option I presented, the answer was the same. I finally asked where she was getting all of this information about the barriers between her and these options. She said she just assumed these objections because of her background, the industry and the economy. Now, how helpful is that kind of thinking? Not helpful at all. By starting big, you allow yourself creative license to explore more options which may lead you to the right conclusion. If you never entertain the bigger scenarios, you will have a harder to time getting to the “right” scenario and may always hold yourself back from your full potential. When negotiating the same holds true. If you start with your bottom line without exploring the other options, you leave little room to give and take in the negotiation.

Step 3: Think Broadly. A big mistake job seekers make is to look for a job that fixes whatever was broken at the last job. Employers do the same thing. They make hiring decisions based on the weaknesses of the last employee. If you are too focused on a few issues in your job search or negotiation, you may leave critical issues off the table that could make a world of difference in your success and happiness. For example, if you are negotiating with an employer, don’t just think about salary. Are there other ways the employer could “sweeten the pot” for you. Maybe pay for your parking which will save you $1,200 a year. Or, an extra week of PTO a year which will help your emotional health and save you a week of day care costs.

Step 4: Consider your audience. When approaching anyone for anything, you are in a stronger position when you understand their perspective, needs, fears and goals. Continuing the example from the last point, you may think an employer is playing hardball when they refuse to give you the raise you requested. What could be holding them back? Budgets? Economic concerns? Their boss? Corporate policy? If you consider their point of view, you will be better able to persuade them and offer alternatives that they can live with. In the job search realm, knowing your audience helps you to approach them with the right skills and assets to grab their attention. Applying to an advertising company? Iis it better to lead in with your operational experience or your creativity and writing experience? I don’t know, but you should know before you apply.

Step 5: Convince yourself before trying to convince them. Before approaching someone with an application or request, make sure you can articulate your position and that you believe you deserve what you are asking for. Often with my coaching clients who are looking for a new job, we have to spend time convincing them they are the best person for the job. We have to release the baggage from the last position and become our biggest advocate or we will never convince anyone else to believe us. So, first deal with whatever is stopping you from believing in your demands and then practice until you can express yourself confidently and convincingly.

Step 6: Just do it! Get off your butt and get it done. Don’t suffer from stagnation due to fear. Go for it and see what happens.