Pharma Voice

Negotiation skills for a new job or promotion

Mohan Joshi on the significance of knowing one's market value before negotiating salary during a job interview or promotion in the current organisation

When you attend a job interview with a potential company it is important to remember that the interview is a negotiation process. The interview is a two way discussion in which both parties have needs and interests, and both stand to gain if an agreement is reached. All basic elements of negotiation skills are applicable when appearing for an interview or while trying to improve your professional prospects.

Timing—most crucial element

Sushmita was working in Mumbai as a successful professional fashion designer with a leading international designer dress manufacturer. Just a month before a world exhibition in Paris, she asked her management for a raise and threatened to quit by the week end. She did get a raise and also visited the Paris exhibition. However, on her return the management terminated her service after finding a competent replacement. Sushmita not only lost her job but also reputation in the industry. By threatening to quit, Sushmita did not show any concern for 'needs' and 'timing' of the other party—the management of the company. What she should have done was to prepare herself better in terms of the job market like checking about possibility of getting a replacement for her, industry salary levels, etc and then at appropriate time talked with the management.

What value addition you bring?

Prior to mid 90's, growth and expansion plans of companies were based on steady growth pattern with no international competition. Due to this, promotion and raises were mainly based on number of years experience. In the past, your qualities such as hard work, sincerity and loyalty were useful to take you through one company during your working span of 35-40 years. You will see several such examples in your family where your close relatives have spent most of their working life in just one or two companies. Recently, while I was in an interview panel, a candidate with qualities such as being hard working, sincere and committed was rejected. The candidate did not have any convincing answer to the question— What value addition you will bring to the company based on your educational qualifications and experience? The strengths mentioned by the candidate are pre requisite conditions for any job these days as companies do not expect you to be dishonest or not sincere and therefore, just mentioning these qualities as your strengths has very limited impact during the interview process.

Prepare well before you ask

When you have to ask your management for raise or promotion, some important elements of negotiation skills find direct relevance. Understanding your needs and those of your employer allows you to plan exactly what and how to ask for. When you know your real worth it enables you to feel confident while requesting for a change. Before you actually initiate negotiation for promotion or raise go through the following issues:

• Make a list of tasks successfully executed by you in your current job. This should include only those areas where your work has been exceptional. Many managers show a big list of work done but what can really influence is assignments done by you beyond your job description.
• List down what you can additionally do for the company and how the added responsibility and/or a new position will help the company by further making use of your potential.
• Know your needs and aspirations as they change considerably with age and family responsibilities. In the younger days financial rewards are required to maintain your standard of living. However, in the later stages of your working life—typically above age of 50—major driving force is your desire for a challenge or change of direction.
• Check carefully your employer's needs. You must know your company's business plan and then you should ask at the most appropriate time. Your desire for a change of responsibility must be known to your HR, your boss and other key decision-makers. You should use opportunities such as annual performance appraisal to indicate and reinforce your mid-term aspirations.
• Know your value. You must through your friends and recruitment agencies check your true worth based on the quality of your experience and education. When you have a good feel of your correct market value, you will make a request to your management, which is most likely to be fulfilled.

(The author is President, Schott Glass India)