Hannah Riley Bowles

Bobbi Thomason

<article-ideainbrief class="article-ideainbrief">
 <h4 class="ideainbrief-title">Idea in Brief</h4>
 <div class="ideainbrief-contents">
  <h5>The Problem</h5>
  <p>In job negotiations, professionals too often focus on pay and benefits and fail to think more broadly about how the opportunity will fit into their long-term career goals.</p>
  <h5>The Way to Start</h5>
  <p>Work backward from your career objectives to define the next steps you want to take. Be mindful of whether you’re proposing something standard, an unusual arrangement for yourself, or an idea that will change the organization.</p>
  <h5>The Negotiation</h5>
  <p>Make sure you have all the necessary information and aren’t operating under false assumptions. Explain why your request is also in the other party’s interest. Seek input and feedback from people who could be helpful, and enlist allies to support your proposal.</p>
 </div>
</article-ideainbrief><p>When we ask professionals to describe a career negotiation, the first thing many people think of is bargaining with a hiring manager over an offer package. That scenario may spring to mind because compensation negotiations can be especially stressful and awkward and therefore become seared into our memories.</p>

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<p>When you&#8217;re seeking to advance your career&#8212;by joining a different company or moving into a new role with your current employer&#8212;it&#8217;s important to think strategically about not just what you want but how to get it. In this article the authors draw on their work coaching executives and their cross-cultural research to propose four steps that can help you prepare to negotiate.</p>
<p>First, think broadly about your long-term career goals instead of focusing narrowly on the offer at hand or the question of pay and benefits. Second, be mindful of what type of opportunity you&#8217;re asking for&#8212;something standard, an unusual arrangement for yourself, or a chance to take your organization in a new direction&#8212;and tailor your arguments accordingly. Third, arm yourself with the necessary information to reduce ambiguity about what&#8217;s possible and with whom to negotiate. Fourth, connect with people who can be helpful in making your case, and approach negotiations as an opportunity to enhance your working relationships.</p>
<p>If you follow these steps and set career targets that are specific and realistic, you&#8217;re more likely to chart a path to success.</p>

Negotiating Your Next Job

When you’re seeking to advance your career—by joining a different company or moving into a new role with your current employer—it’s important to think strategically about not just what you want but how to get it. In this article the authors draw on their work coaching executives and their cross-cultural research to propose four steps that can help you prepare to negotiate. First, think broadly about your long-term career goals instead of focusing narrowly on the offer at hand or the question of pay and benefits. Second, be mindful of what type of opportunity you’re asking for—something standard, an unusual arrangement for yourself, or a chance to take your organization in a new direction—and tailor your arguments accordingly. Third, arm yourself with the necessary information to reduce ambiguity about what’s possible and with whom to negotiate. Fourth, connect with people who can be helpful in making your case, and approach negotiations as an opportunity to enhance your working relationships. If you follow these steps and set career targets that are specific and realistic, you’re more likely to chart a path to success.

Negotiating Your Next Job

Summary.

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