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Article: Psych! Interview Negotiation Tips

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Psych! Interview Negotiation Tips

Pay attention to what you say - your listeners may be making unconscious assumptions about you.  In a study conducted by Harvard psychologist Ellen Langer, researchers found that when they approached someone in line for a copier and asked "May I use the copy machine?" they were allowed to skip ahead about 60 percent of the time.  Those who said "May I use the copy machine, because I'm in a rush?" on the other hand, were allowed to cut about 95 percent of the time.

Here's where things get interesting.  When researchers asked "May I use the copy machine, because I need to make some copies?" they were also allowed to cut about 95 percent of the time.  The key?  The word "because." People hearing the word "because" automatically performed a minor favor.  Try it.

And what a great idea!
People tend to freeze up when they hear the word "but." When giving criticism or suggestions, avoid the conjunction but.  Use the word and instead.  For example,

"I think you did a great job, but I think you need to rework the introduction"

sounds less positive than

"I think you did a great job - and I think you need to rework the introduction."

Last minute success
Another negotiation tip - the last minute request.  Towards the end of a negotiation, it's time to ask for what you really want.  Let's say you're negotiating the terms of a job.  Did you get the office placement you wanted, as well as the signing bonus you were asking for?  Now it's time to spring your "offhand" request.  "I'm glad we were able to come to an agreement.  There's one more thing - I'm going to need two weeks off for my honeymoon in March.  Will this be a problem?" Bringing this request up earlier makes it easier to contest.  But when your interviewer is ready to wrap things up, he's less likely to argue or demur.