by Sam Hames

• You will get results if you keep following up with your contacts. Why Preparation Is Essential • Everyone involved in the process has particular interests and needs. • Most interview questions are predictable—plan your answers to highlight your strong points. • With a prepared presentation, you can take control of the interview. • A portfolio gives visual weight to your qualifications. • When you’re prepared, you’re confident. 1 At a Glance Getting the Best Offer • Learn to recognize the four stages of negotiation. • You have the most influence in the first three stages. • Carefully consider your priorities. • Negotiate with the right person. • The first person to name numbers is at a disadvantage. • A successful negotiation leaves both parties satisfied. • Get the results in writing. 2

Networking Basics

• Everyone networks.

• It’s a valuable skill for many business purposes.

• You can do it engagingly and unobtrusively.

• The information or referral meeting provides a structure.

• The two-minute presentation is a key building block.

• Pursue leads systematically to obtain more meetings.

• Good follow-up is as important as good meetings.

How Networking Leads to Interviews

• Information meetings produce door-opening referrals.

• Well-conducted information meetings often turn into interviews.

• Casual and formal meetings provide insights that will aid you in interviews.

• You will get results if you keep following up with your contacts.

Why Preparation Is Essential

• Everyone involved in the process has particular interests and needs.

• Most interview questions are predictable—plan your answers to highlight your strong points.

• With a prepared presentation, you can take control of the interview.

• A portfolio gives visual weight to your qualifications.

• When you’re prepared, you’re confident.

Getting the Best Offer

• Learn to recognize the four stages of negotiation.

• You have the most influence in the first three stages.

• Carefully consider your priorities.

• Negotiate with the right person.

• The first person to name numbers is at a disadvantage.

• A successful negotiation leaves both parties satisfied.

• Get the results in writing.

Sonal Aurora is director and co- founder of Perfman HR.

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