Negotiate Your Way to Success

Personal Guidelines to Boost Your Career

Kasia Jagodzinska

• Publisher: Business Expert Press
• Year: 2021
• ISBN:
  9781637420577
• Topic: Desarrollo personal
• Subtopic: Negociación

The number eight is a special number. It is the symbol of infinity and harmony through the balance of the two interlocking loops. It is considered an allegory of self-confidence, success, inner wisdom, and financial abundance. Number eight means that you are on the right path to reaching your objectives.

I use a guideline as a metaphor for the line by which one is guided to assist the crossover from a difficult challenge to achieving ones` goal. Negotiate Your Way to Success is my story line. The line I am passing to you to serve as a foundation for behavior that will deliver what you demand from your professional life and beyond.

Negotiation is both art and a science. A successful negotiation is a balancing act between strategy, tactics, and the right negotiation approach. However, it also relies on the ability to manage oneself. The best negotiation outcomes are the consequences of a coming together of moments and decisions that prove life-changing.

Negotiate Your Way to Success is a collection of pragmatic guidelines flowing from the situations that I experienced working with business professionals across the world. This book is a personal journey that I hope will inspire others. While career paths and aspirations may differ, certain professional dilemmas are universal. Bad decisions coupled with good reflections can often produce satisfactory future outcomes.

GUIDELINE 1

My Career Track Looks Like an Octopus

I vividly recall one of my first job interviews at a well-known business school. It was the beginning of my academic pursuit, and I was eager to work with the best. Back then, my experience with interviewing for jobs was mainly theoretical. I read many how-to guides on what types of questions one can expect, how to answer them, and what to do to make a good impression. Theory and practice do not always align.

On the day of the interview, I was nervous. On my way to the meeting, I remember thinking that this was my only shot. I could either get the chance of a lifetime or end up playing in the second league, which is how I saw all the other academic institutions back then. In my mind, I was dangerously close to the “Goldman Sachs obsession”—a satirical cartoon about a job candidate fixated on working for this particular bank, blind and deaf to the fact that it might not be the best option for him.¹

I entered the exquisite premises and took in the sights—the impeccable green lawns, designated parking spaces with personalized name tags for the visitors arriving on that day (my name was there, too!), faculty offices, the academic facilities, the canteen that resembled a five-star restaurant, and of course the centerpiece in the form of the many lecture halls. Everything was designed to maximize the effect of prestige. Even the umbrellas that the people on campus were shielding themselves from the rain with were embroidered with the logo of the school. My subconscious was not oblivious to the status symbols; somewhere in the back of my mind I was registering all these details. This priming was designed to have a universal effect. For the enrolled students it justified the hefty tuition fees, and for candidates like me it was meant to shape the school into an object of desire. I felt like I belonged there. Impressions are not the best guides since they can be easily manipulated.

As I entered the building, my interviewer was already at the reception desk waiting for me, even though I arrived in advance. We made our way to the meeting room. I felt a wave of emotions sweeping over me. I managed to recall all the things I read about when I was getting ready for this big shot interview. I was careful to choose a “powerful” yet not overly dominant place at the table. I accepted the offer to drink something to show that I am a decisive person who understands their own needs and is not hesitant about expressing them. My hands were on the table, my posture was straight, and I maintained eye contact and a friendly facial expression. I ticked off all the interview-for-dummies tips. Then the interview started. I expected all the regular questions—tell us about yourself, why are you the best candidate for this position, what are your weaknesses (a tricky one), what do you expect your career to look like in x number of years, and so on. I was ready for such questions, including the problem-solving, analytical thinking, or verbal-reasoning skills type. One should also prepare for the unexpected.

The question that hit me like a ton of bricks was when the interviewer asked me to draw my career track. I am blessed to have a few talents. Drawing is not one of them. Nonetheless, without any hesitation, I energetically approached the whiteboard and took a marker. Just as my hand touched the board, the interviewer raised his eyebrows and asked: “Would you like to take a moment to think?” First warning sign that I did not pick up on. In my mind I was already in Picasso mode, no offense to great talents intended. The assignment initially looked like fun, until my mind went blank. I suddenly realized that I am finding it extremely difficult to draw my multidimensional education and professional path. After all, back then, my academic background consisted of a mosaic of legal, literature, and financial management studies. Since it took me a long time to find out what I wanted to do in life, I obtained diplomas in different fields. The more options, the better. Flash forward: The interviewer did not share my opinion.

My professional choices were equally multifaceted; I was bridging managerial activities with academic activities and business consultancy. How does one draw all that? Most people go for the safe options—the stairs, a logical structure that leads from one position to the next. I was never a fan of linear solutions.

The exercise took some time to accomplish. While I was enwrapped in my artistic efforts, the interviewer was taking notes on my performance. Second warning sign. When I finished, he asked me: “What is this?” I stepped away from the whiteboard to assess the result from a distance. The change of perspective did not make it any easier to answer his question. After some thought, I replied: “It is an octopus.” Judging by the result of the interview, this was not the reply he was looking for.

Although it took me some time to come to terms with the decision, this experience taught me a few valuable lessons. First of all, life gives many opportunities, as long as we are receptive to spotting them. Looking back at how my career unfolded, I believe that the universe does have a plan for us. What might initially seem like a failure may be a gentle nudge in another, often better direction. The trick is to keep developing while looking for an environment where you are valued for your unique mix of talents. This proved to be the case for me. My career track is an octopus, and I would not have it any other way.

Guideline 1—Key Takeaways
1.	Do not be misled by impression management.
2.	Beware of the priming effect and consciously control it.
3.	Understand the real drivers of your behavior.
4.	Prepare for the unexpected.
5.	Think first, then act.
6.	Learn how to draw.

¹ https://youtube.com/watch?v=Lx4poQw1mZo&t=3s (consulted on October 28, 2020).

GUIDELINE 2

Do Not Settle for Less Than What Feels Right

REMEMBER the story about how I quit my job at the law firm? It might seem that the decision was taken on a whim, but in reality, it was the result of several months of internal struggle. On the intuitive level it was a thoroughly analyzed move. Let us go back in time to the origins of why I took on that job in the first place. At any point in time, human behavior is governed by a continuum of needs. A. Maslow referred to this as the Hierarchy of Needs, while negotiation theory depicts five fundamental interests.² It might make sense to add the ego to the mix. In most cases, decisions are driven by a multitude of factors, both emotional and rational.

On the rational level, starting a career at a law firm seemed like the logical thing to do, given my legal education. Logic can be limiting. A point worth noting is that creativity should be employed when choosing a career track. Many people will go for the logical option. This means that traditional career paths will be crowded with competitors. Do not be afraid to go out on a limb and explore other options for yourself. Create a niche you can fill with your unique skillset and differentiate yourself from the competition. Even if you decide to choose the logical track, you will feel more empowered by the variety of choices you realize you have off-road. This will greatly increase your bargaining power.

From the emotional perspective, I wanted to continue in the footprints of my Mother. Role models are great, provided you listen to their advice. An objective opinion is often more accurate than what we think is best for us. Things look different from a neutral stance than they do for the person who is implicated in the situation. It might be interesting to seek a third-party, neutral perspective when you consider your options.

The ego is not the most reliable advisor. It definitely played a part in my acceptance of the job. I was mesmerized by the fancy, modern, slick office, the central location, the reputation of the firm; in other words, by all the artifacts. It certainly was flattering to be offered the job on the next day after the interview instead of having to wait for the decision. That artificial bubble burst fast; they never last long. What is shiny on the outside can sometimes be a façade for rotten internal dynamics and a demotivating work environment, and vice versa. Do not allow artifacts to cloud your judgment.

Mark Twain said, “Find a job you enjoy doing, and you will never have to work a day in your life.” That is certainly not how I felt during the months I spent working at the law firm. Each day was a struggle. My life felt like a prison. I had to force myself to enter the office with a smile each morning, while internally I was counting the minutes until the end of each workday. I was surprised when I started getting sick much more often than usual, while I was in good health before. The stress and internal disenchantment were adversely affecting my physical state. Absenteeism, increased employee sick days, and high turnover are usually the first indicators of poor organizational management. The firm certainly ticked all these boxes. I was surprised to find out that the majority of my work colleagues were regulars at the in-house therapist. One might wonder why they needed to have one in the first place …

Things did not feel entirely right from the beginning, and with time that feeling only got stronger. Based on my own experiences and the exchanges with my contacts from all industries and sectors, including academia and business, there is one clear tren...

Table of contents

• Cover
• Half-Title Page
• Title Page
• Copyright
• Dedication
• Description
• Contents
• About the Author
• Introduction
• Guideline 1 My Career Track Looks Like an Octopus
• Guideline 2 Do Not Settle for Less Than What Feels Right
• Guideline 3 Set the Bar High
• Guideline 4 Motivate Yourself to Exceed Expectations
• Guideline 5 Success Loves Company
• Guideline 6 Get the Best Job Title
• Guideline 7 Never Stop Looking for New Career Opportunities
• Guideline 8 Develop Your Natural Talents
• Guideline 9 Build Your Army of Supporters
• Guideline 10 Get a Tough Mentor
• Guideline 11 Never Compromise on Your Values
• Guideline 12 Design Your Personal Brand of Excellence
• Guideline 13 Expand Your Horizons
• Guideline 14 Learn to Live One Day at a Time
• Guideline 15 Define Your Life Non-Negotiables
• Guideline 16 Project the Outcome You Want
• Guideline 17 Develop High-Performance Habits
• Guideline 18 Frequent the Best Places
• Guideline 19 Build an Aura of Desirability
• Guideline 20 Dress for Success
• Guideline 21 Life Is a Journey (Aka the Airplane Test)
• Guideline 22 Communicate Like a Boss
• Guideline 23 Be Selective
• Guideline 24 Build Trust
• Guideline 25 Momentum Is Everything
• Guideline 26 The Power of Eight
• Interview Insights
• Summary of Guidelines
• References for Further Reading
• Also by Kasia Jagodzinska
• Index
• Backcover