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Show ‘ “36 Sunday, January 24, 1999 | CAREERS Advertising Supplement to The Salt Lake Tribune /Deseret News Know when to speak, what to Say, and anything is negotiable “Wepretty much negotiateall day €very day,” says Frank L. Acuff, who trains people in negotiating tactics and who wrote the book Howto Negotiate Anything with Anyone, Anywhere ;Around the Globe. It's askingthe boss for a raise or Setting six peopleto help us onthis Project from the information systems group,”he says. For Susan Pravda, “negotiations Start in the moming when I have to bluffs or advanced table pounding. It does mean meticulous preparation, understanding both sides’ needs and an ability to build rapport andtrust. What kindofnegotiationis it, asks Peter J. Pestillo, executive vice presidentofcorporate relationsfor Ford Moiorandoneofthe auto industry's leading labor negotiators. If it’s a one-time-only event, you can con- get my 5-year-old to brush her centrate on theresult, he says. Butif says the co-managing partner of the Boston law office of Epstein, Becker & Green, and a negotiator of Mergers and financings. Moreover,it isn’t just professional Negotiators who negotiate. The 24 Participants ata negotiation seminar led by Acuff in Toronto recently included managers from sales, Materials, information systems and human resources. Negotiating skills have becomeespecially critical with the growth of teams, where there is no clear authority, “You have to influence and negotiate, * he says. So,it would seem, everyone could benefit from sprucing up their negotiating skills. But, experts say, that Nes SiokBeEanorgs Sabot area GENERAL MANAGERS knowyet how to get there, but let doesn't mean a quick course in star- ing down implacable foes, daring involved, “victory is making both sides feel satisfied,” he says. “Take only what you need and don’t try to make anybody look bad.” Don't surrender something important too early when negotiating. Ms. Pravda stresses putting the other side at ease. While some experts say you should make the owner, asking whyheis selling and whetherthere are children or a spouse pushing him. Then she studies his advisers and howinfluential they are. other side come to your home totheirs, Schmoozingis an importantpart of preparation, she says. “Don’t walk in “because they"re more comfortable and I learn a lot more about them.” she says. “If you want something from someone. it’s easier when they're comfortable.” Shetries to find out everything she can about the other side. In merger talks,for example, she focuses onthe | Nexans TUSCANY PREP COOK APPETIZER/PIZZA COOKS a }OD SERVERS to you,” he says. The toughest part of negotiating, high aspirations is thatit has to be log- items you've decided you can give up until critical junctures of the talks. If you surrender something important too early, he says, it tive coach and former outplacement counselor, counsels patience and into what you're trying to achieve.” Mr. Pestillo, known for his golf creative solution. “It doesn’t hurt to of a young man he coached whohad just been sacked and said he was say, ‘I hear your problem; I don’t Bae a east To] RST wis, Gh, “CEE eeu sulin RasOnnas etces mecneteher|"| Marketing bse Communications7 |eat trotee ‘Musi have a minumum of 2 yeors Baie es FoncaMa iAURANT roar FSSBPS inRAPE om oreoansea re] fences 5mak so eaieted imetok joprar |2U 9, — Oeoaie” jue _.www.vindhonnwed augerwomans, "aERR| Smboomcan ‘medical, deni. 401K shor 2 | DEADLINE Jonucry 30th. EOE JOIN THE NEW TEAM SEEN ON ones aaeeeeed Picanteae les Sabtor Opponunty 403, a ‘| BREAK INTO VERTISING MVERSNGSAES $500 SIGN-ON Trmpeidoutapponuny fore $1500 BONUS ene yeore exten tee ae th ce angsae $600-$900 {corn WEEK|=ows Bier aurea FOtok Btoaeage 39108 sore ‘personne’?If s0, please Randyat: 278-24 sian SomaT one tsa cakaTon Root| EREasa” aa Metal ‘Supentsor needed -| ProAlert, Utah's leading alarm. i Tha! ce fe pre rect ce oakeo ond Donna | MANAGEMENT total rooting. DUTIES 5 BONUS Bea i rr Her Colege FoxresumeS85-4482 By Hal Lancaster of the Wall Street Journal WIL] TRAIN New Location cubtea aonHe endDrape 2Mos PANDA EXPRESS wwpandamgm.com makes you looklike a patsy and makestheotherside greedy. sxeisiscmpte anntoe "months Wied.” Sean 7 BEBE NO) EXPERIENCE Lake City. Assist wh inlemal and urenty| rntceners pronetars ee vwApplebee's cobaien open in the} atone ee, sponsorrekon | vere SixoSt| sales SUPERVISOR ras fish okemeetin Berni M e |acmnimaactss acl [ o m e See SOan] Mekwamnsoy "aaaIGP S257 Ey evel ond "re whet Moke ou Manager| WSOC,Hanon Resources Sumit ‘FOr urna] ROSES| Sorat Gro ate. taxCr.en‘sikazotd #302 hun dary ior ki oe at toe| Gh ester Wot Vote OR(7esbaaetadema 0hfo them.” Kravitz advises: hang on to those ae DIRECT SALES Ne mao fing noi ron Customer sereneones wortnes 2d CY} INAL I) wren severe $1.400/me, hil fee, S200/mo. ASSISTANT son why, but what else is driving a=iP sos oat SOBIIRONS ROUTE SALES PERSON Sdsoa PsS| PreSicsd ksatlahedatone”debt foe S SiRSNRN E3gA Soe aryGee soning reeoccu Stsubenicrneededrenee Peigvisletiignay,TONG| joa ergacoarse buoy aoe rst for, cower pone menage, fo ee cae WIZNOS Su SEA nace is pars So Sa| “geno anaes Mag treMTA PO to. Pom Cy. | Gyficrsipemnn proven management TE ake PUR rote FEALul Time/Part ime Sol 2 SUBS. pee neene| le octethe ine Speke nyakPRION op maar Pests ee 4010) and bonuses, aoc says. “And notjust the business rea- knowing when notto speak. Hetells Reeniay gomy compen Gost hyokepore guge pe postogeheKeoCondiooe Soyng eather." Rereneelin) Gove wl os|— wrar w ora oer | aren Rescuc Dape sions. “Notjust whatposition they're going to comeup with, but why,” she “The only rule associated with having “Most people who negotiate like to talk,” she explains,butif you understand their problem, you can craft a BbeurskwAo vou D.C., lawyer and mediator who now advises professionals and executives oncareerissues, recommends playing the other side’s role in practice ses- Acuff recommends the tried and true technique ofasking for more than what you want, but to always keepit reasonable. “We want to shape the perception of the other side,”he says. the desk,it doesn’t hurt to say, ‘Oh, is that a new grandchild?’ People like totalk about themselves. Itcan segue bt dissatisfaction. So he upped theoffer to $34,000. “In negotiating, he who speaks first generally comes out on the short end ofthestick,” he says. Victoria Ruttenberg, a Washington, company,she says. Ms.Pravda says,is listening — real- ical, it has to makesense.” ly listening — to the other side. Lewis Kravitz, an Adanta execu- the £ Center is now RETAL seeker into momentary silence, which the interviewerinterpreted as dates with union negotiators, is a master of schmoozing.“If you know someone, you know somethingsthat might be more importantto him than ASSISTANT MaNacens SBNeHole cPengseringor Me) ancoe,Expetance ame Umoticeg! "wok cota Se 20tx In| ° ‘Were a wort go) SAORSohrete) fies] SCuTeetY Responseslbo| Your uctccdons wa reac 21| RERSINEIce.co] Tieat Rotemon Rosdonc. Soiad 9 ou enolgen,c| RUTER ga tongs teat cen Beneths package,Inching employer makethe first move. In this case, the interviewer offered $32,000,stunning the overjoyed job- and start going through your list,” she says. “If they have a baby picture on eeSeas, ASSISTANT Ning1ay busPap aA] MANAGERS AND US. OLYMPIC COMMITEE ftimaistniscon DS 8668006 SALESSUPERVISORS Marketingee Commuricaons peeney aoe fcce| __SEHEWAIDED oon chor slog Tokeran|* 3rauns Fashions, yourpara MOM Peparis dhe ted rr Ser RESTURANT aor Bepoionse, on wel or ercobert ea $28,000 onhis nextjob. But Kravitz solve their problem.” In career-related negotiations, she suggests anticipating concems and lining upallies before making your pitch. In one case, she relates, an inexperienced associate seeking a new assignment lined up a senior associate to supervise him before makingthe request.“So he'd already taken care of my concems,”shesays. In job-related negotiations, also, you must explain not only why the request is good for you, but for the become part of their team trying to coached him to let the prospective there’s an ongoing relationship ground, she prefers going willing to take a $2,000 pay cut to she says. “You methink aboutit,” ‘ond cop, | 2 SMURFIT STONE paNES 2 od bbe ig wien eBrksrFONDON FOG GREAT OPPORTUNITY Exeter‘aie] SceaSodwae sien Sop cram cel on cope| catlon ABSOLUTE RES Now Hiring ot Robyn Todd $2",97c Nokdoy, poy os wal os] SSERODS ps agra cub ites ABSAUTE REURAN BASSE BRAUNS gles Ghogameteaems| Mb Resrewtatin Sh hepoe __Cpporunty UNS ae camngaestsaes| Grae gn aty oslo 0 50H 3wa Anderson Ave. Murray, Ut. 84107. 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