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Black Belt Negotiations For Job Seekers

By Michael Soon Lee, CRS, GRI

Americans generally don’t like negotiating
We don’t do it often therefore we’re not very good at it

In Asia they negotiate everything all day long
We can learn a few things

Martial artists first learn the basics like blocking
Much more powerful technique than punching or kicking
If you know how to block you can stop most fights before they start

Negotiators must learn the basics
Everything is negotiable
Not just obvious things like salary & vacation
Time off like personal & sick days
Insurance – medical, dental, vision, life & disability
Automobile allowance
Tuition reimbursement
Professional memberships
Product discounts
Office location

Non-financial considerations
Commute to work
Industry considerations – growing or shrinking
Interesting or challenging work
Prestigious company

Rules of Power
In martial arts power is generated with speed, timing and focus
Bruce Lee was small but powerful because he was fast and focused

If you have a job you are in a stronger position than if you need a job
If there is high unemployment in the area you have less power
If there is high demand for you knowledge or skills you have more power
If the company urgently wants to fill the position you have more power
If there are several similar positions open you have less power

Timing is crucial
Opportunities are only there for a moment and then they’re gone
Don’t get into the paralysis of analysis

Before a martial artist enters a contest he spies on his opponent
Visits his dojo or watches video
Gives you an advantage

Job applicants must do some spying as well
What’s your value in the marketplace?
Ask other people in the field
Look up salary surveys
State of the economy
How much competition

Martial artists always have a goal
When sparring in the dojo the goal is to practice skills
In a tournament the goal is to win
In a street fight the goal is survival

You must have clear goals as well
Make a list of needs
These are the minimum you will accept
Salary, time off, bonuses
Make a list of wants
Anything and everything you could want

Be prepared
If you get all of your needs met you can then move to your wants
If you can’t get your needs met you must walk away

Once you learn the basics you practice skills by sparring
This loosens you up

Begin by building rapport and trust
Your stance
Open, friendly

Ask questions
“What is the primary function of this position?”
“Who would you report to?”
“How would you relate to others in the company?

Leverage is crucial in martial arts
Difference between winning and losing
Enables a 90 pound woman to throw a 200 pound man

Delay and salary discussion until you are in the final cut
You have most leverage when you are the final candidate
They want you and will pay to get you

Try not to make the first move
It gives away your speed and power

Get them to make the first offer
Sets the lower limit
If you make the first offer it sets the upper limit
They may have been willing to go higher

If you must make an offer always ask for more than you think you will get
The last thing a good negotiator wants to hear is “OK”

Try not to negotiate when the first job offer is made
Express a strong interest

If an interviewer presses you
Say your salary requirement is negotiable depending on the entire package
Ask what salary range they’re considering for the position

Martial artists know their strengths and minimize their weaknesses
If you are a strong verbal communicator ask for a meeting to discuss a counter proposal
If you are a better writer then write a counter proposal letter

Martial artists feint
Pretend to look at one target while really aiming for another

Salary is so obvious and easy to quantify
Black and white
The best deals are done by using non-monetary compensation
Moving expenses, housing allowance, signing bonus

Negotiating Mistakes
Thinking “What’s in it for me?”
You must think about what’s in it for the employer if you want them to hire you
What do you bring to the job?
How can you increase profitability?
Hiring the right candidate, even at a higher salary, saves time and money

Be aware of the range between you
You should always be moving closer
If not, perhaps you should walk away
Don’t waste your time
Leave the door open to come back later
If you’re just too far apart walk away

Be willing to walk away
Some battles cannot be won

Martial artists don’t believe in win-win, neither do you
When buying a car do you want the dealer to get as good a deal as you?
Of course not
Negotiate for the best deal for you and assume the employer will do the same

Unfair Fighters
In martial arts there are unfair fighters
Will hit you below the belt or when your back is turned

In the job market there are unfair fighters as well
Some employers will not put a final offer in writing
Some will change the job after you accept
Some will lie about the duties, hours, responsibilities
Never turn your back
If it starts out badly it is not likely to get any better
Like any relationship

You have to practice negotiation skills constantly
Every time you pull out your wallet ask if this is an oppty to practice

Asking For A Raise
Spy on your opponent
Again gather salary survey information

Build your power
Use your performance appraisals to bolster your request

What’s the benefit to the employer?
Most people asking for a raise only think of the benefit to themselves
Retention is a major concern these days
Hiring and training costs are sky high

Patience
Don’t ask for an immediate answer
May have to go to HR or do research

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