Lead Newsletter Articles

One aspect of our work life that brings heartburn and sleep loss is negotiation. This guideline is equally applicable when negotiating for a new position or for staying where you are. To try and help reduce your stress and enhance your sleep, here are some pointers. While this approach is based on thirteen years experience in nonprofit recruiting, you may do something completely different and be successful. This is not a science, it’s an art!
 
An important point to remember is that negotiate means “To meet and discuss with another in order to reach an agreement.” There is no “magic bullet” when it comes to negotiating. The most important thing one can do is prepare, prepare, prepare. The good news is negotiation is a skill that can be learned and improved with practice. What I am suggesting is if we are fully prepared, the negotiation step will flow naturally. What I mean by preparation is the following:
 
Before you embark on your search

• Nurture and develop your self-awareness. Ask yourself these questions and give yourself honest answers! What am I passionate about—children, the arts, healthcare, cats—Do I feel strongly and genuinely about the organization’s mission? What size of organization would I find comfortable? If you have low tolerance for large bureaucracies, don’t look at positions in major institutions. Is a highly-structured culture one in which I could function well? Would I prefer somewhere mid-sized or small where I can sit at the decision-making table? What is my tolerance for travel? I know when I was a commuter, my tolerance decreased drastically after 30 minutes! Know your field—keep up with salaries, trends, and scope/scale of responsibilities of various positions.
• Maintain an ongoing network. Don’t network only when you’re looking for a job—do it all the time, make a commitment to widening and deepening your networks in the field. Take this seriously and make it a permanent activity on your calendar! Nurture, sustain, develop relationships.
• Keep an up-to-date written career plan, including goals, with a time frame. (revise it as often as you like.)
• Keep an up-to-date, accurate resume outlining your accomplishments not your job description. A cover letter is your chance to showcase your success. Do I have to say never lie on your resume!!
• Do not use interviews to ascertain your “market value”. If you know you don’t like cats, don’t interview with the Cat Protection Society! It is a waste of the organization’s time and resources.
• Check in with yourself about your motivation to go on a particular interview.
• Show your commitment. Volunteer/speak/write/guide/expand and enhance your knowledge & skills.

The Interview
 
Your role in an interview is to convince the hiring manager you are the best person for the position. This can be accomplished if you know yourself well, have thought through your accomplishments, and related these to the needs of the organization with whom you are interviewing. This means that you have undertaken thorough research/homework before going to an interview.

• Homework/homework/homework! Undertake serious due diligence, conduct internet research of organization, ask for Annual Reports/brochures, talk to colleagues/peers, access the 990’s, peruse Guidestar. Don’t rely on the recruiter. (but ask for and expect frankness, accuracy about the organization, the people, the challenges.)
• Establish rapport. Never argue. Leave arrogance at home.
• Know what you want/need and learn to ask for it (practice this with someone you trust, in front of the mirror if necessary).
• Know your accomplishments and be able to articulate in a compelling, relevant way.
• Ask the salary. If the salary isn’t exactly what you want (and you know the organization can’t go there), know the alternatives to salary that would be acceptable to you.
• Know what you will do if your needs are not met (i.e. know your “floor” and plan ahead).
• Don’t compromise unless it gets you closer to your goal.
• Honestly answer your own questions; trust your gut.
• Indicate your knowledge about the organization and the the position.
• Ask questions, listen actively AND answer questions.
• Give real examples to show you depth of understanding, list your successes—don’t talk FR101.
• Be realistic (follows from steps above).

The good news is that negotiating skills can be learned. As you consider the points below, relate them back to your selfknowledge “quiz”.
 
Hallmarks of a Good Negotiator—do a personal inventory

• Are you highly motivated to attain a mutually positive outcome
• Do you exude self-confidence and enthusiasm for the mission/the position (no, not slick!)
• Have you honed interpersonal skills
• Can you ask for what you want
• Have you planned ahead—thought through issues and desired outcomes
• Are you always ethical; do you act with integrity
• Have you learned to relax and think clearly under stress
• Are you reflective/objective about your self—do you learn from your mistakes
• Are you sufficiently knowledgeable/selfaware—unreasonable demands are not made
• Do you know your “floor” with regard to salary
• Do you refuse an unacceptable offer—know that everything can be negotiated

As I said earlier, this is not a hard science. Our experiences all differ. However, using this as a guide gives you a solid framework. And remember—negotiation will naturally flow when it comes from a thoughtful, planned approach.

• Preparation, begins before preparation
• Be a thoughtful, dedicated “networker”
• Develop a plan for your search
• Search with purpose and focus
• Match career goals and values with an opportunity
• Set priorities and goals
• Don’t go on interviews for positions you don’t really want
• Practice asking for what you want
• Know your salary “floor”
• Be good to yourself and have fun!

After a decade working for other executive search firms, Sally-Ann Hard established The SAH Consultancy Inc. in 2002. The firm specializes in recruitment for organizations furthering the causes of human and civil rights, social justice and issues enhancing the quality of life for all people.

This message is part of this month’s newsletter, which is available online. Please click here to read Fundraising News.