KEEP 토토사이트 쿠폰R CAREER MOVING FORWARD
DBR | 1호 (2008년 1월)
the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
Marvin's annual review is approaching, and already his boss is managing expectations. She's announced to the department that there 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 he knows he's lucky to have a job in the technology sector. But how can he keep his job and his career from stagnating?
When economic conditions are gloomy, job negotiations can seem pointless. At best, 토토사이트 쿠폰 might maintain the status quo -- same job, same pay. At worst, 토토사이트 쿠폰r boss could decide to cut 토토사이트 쿠폰r salary or 토토사이트 쿠폰r hours, or let 토토사이트 쿠폰 go altogether. But even when raises are off the table and no one knows what will happen next, 토토사이트 쿠폰 can -- and should -- continue to negotiate for 토토사이트 쿠폰r career advancement. Here we present three ideas to help 토토사이트 쿠폰 weather the current climate.
1. Expand 토토사이트 쿠폰r alternatives.
As every good negotiator knows, a primary source of power in any negotiation is 토토사이트 쿠폰r best alternative to a negotiated agreement, or BATNA. With unemployment figures rising, it can be hard to imagine that any promising alternative to 토토사이트 쿠폰r current position exists. Yet if 토토사이트 쿠폰 think creatively, 토토사이트 쿠폰 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 토토사이트 쿠폰r long-term career. How much satisfaction do 토토사이트 쿠폰 get from 토토사이트 쿠폰r current job? Is there something 토토사이트 쿠폰'd rather be doing, and if so, what steps would 토토사이트 쿠폰 need to take to get there? If jobs in 토토사이트 쿠폰r current field are few and far between, and 토토사이트 쿠폰 don't love 토토사이트 쿠폰r 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 토토사이트 쿠폰 psychological bargaining power in negotiations involving 토토사이트 쿠폰r current job. Even finding out that 토토사이트 쿠폰 don't want to walk away any time soon can help 토토사이트 쿠폰 recommit and re-engage.
2. Make 토토사이트 쿠폰rself useful.
Marvin's boss, Roberta, put everyone on notice that raises were not an option this year. "I'm not getting one, either," she said. "We've all got to figure out how to do more with less."
Whether 토토사이트 쿠폰're wrapped up in 토토사이트 쿠폰r work or just biding time, 토토사이트 쿠폰're going to be disappointed if 토토사이트 쿠폰r salary remains flat or if 토토사이트 쿠폰r company cuts benefits. Rather than pressing 토토사이트 쿠폰r boss to make an exception for 토토사이트 쿠폰 because of 토토사이트 쿠폰r stellar performance, view the discussion as an opportunity to better understand 토토사이트 쿠폰r boss's position and find ways to help her out.
Appreciation is the key to drawing out 토토사이트 쿠폰r 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 토토사이트 쿠폰r boss's situation, 토토사이트 쿠폰 encourage her to correct or elaborate on what 토토사이트 쿠폰 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 토토사이트 쿠폰r concerns about the department in general. Are there areas where we should be doing better?"
Rather than engaging in the usual push-pull discussion about salary, Marvin and Roberta got into a "meta" talk about the department's mission and shortcomings. Together, they drafted a plan to increase computer training for employees in other departments with the long-term goal of freeing up IT personnel to spend more time on external projects. Marvin agreed to organize the initiative, which would increase his exposure within the 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 토토사이트 쿠폰 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 토토사이트 쿠폰 first, but if 토토사이트 쿠폰'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 토토사이트 쿠폰 have a reputation for collaboration, others may try to test 토토사이트 쿠폰r limits.
But just because staffing is lean doesn't mean that 토토사이트 쿠폰 have to accept every salary cut and new project that 토토사이트 쿠폰r boss and others in 토토사이트 쿠폰r organization hand 토토사이트 쿠폰. It does mean, however, that 토토사이트 쿠폰 need to be open and creative in developing solutions that please both sides.
Begin by correcting, as politely as possible, the challenging move 토토사이트 쿠폰r counterpart just made. "I appreciate it that 토토사이트 쿠폰 thought of me first," Marvin might say to Roberta. "And I'd like for us to figure out a way for me to help 토토사이트 쿠폰, with or without Jesse's involvement. As 토토사이트 쿠폰 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 the conversation in a more productive direction -- one aimed at meeting both sides' interests and concerns.
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