1. Negotiation 101: Skills Everyone Needs Trevor Blair
Integrating the Life Sciences from Molecule to Organism
The American Physiological Society
Negotiation 101: Skills Everyone Needs
Trevor Blair
Director, Executive Search & Workforce Development
Manpower
Overview of my role leading Manpower’s executive search practice for the San Diego area
Most of my clients are non-profit and government organizations, including a couple large local universities
2 local healthcare companies
Today’s talk will focus on negotiation skills to enhance your career – key focus on positioning oneself for advancement
Presented on April 4, 2016
At EB 2016
San Diego, CA April 2016

2. negotiation skills = career success
Negotiation 101: skills everyone needs.
negotiation skills = career success
Your career = YOUR responsibility
Get outside your comfort zone
Positioning for high profile projects
Community Engagement (boards, committees)
Publish
Key elements to successful negotiating in a career setting are laid years in advance – build up the fundamentals to position yourself for negotiating that promotion, raise, funding, etc.
Today is much less about tactics than it is about fundamentals.
Bad news, they take time to develop, good news, it’s very straightforward, and will make negotiating much easier, and WAY less scary
Negotiation skills are one of the most important things you can do for your career. 1) Professional, assertive communication skills and 2) Negotiation skills
Work hard, do quality work, and wait for the tap on the shoulder? NO
The only person in charge of watching out for your career is YOU, companies pay lip service to proactive “talent management”, but it doesn’t happen
I would love to play a more active role in developing my staff, but I have such limited time, clients and revenue are always the higher level priority
Comfort zone
Don’t overspecialize in one particular area – too good = indispensible = passed over
Take risks – more responsibilities, projects outside your normal AOR
Make sure you don’t become too good at one thing, pigeon-holed
Get involved in the community – most successful executives sit on at least a couple boards
if nobody knows you, they can’t poach you. Boards, committees, commissions.
Non-profit world offers infinite opportunities:
Start small – advisory boards, committees, local government commissions – share fly abatement committee story
Take a larger role with smaller non-profit, or smaller role with a larger organization (takes years to work up to Sharp or Scripps board)
Move up to board level
Beware give-or-get requirements
Free opportunity to practice your leadership and management skills
Take on a project, manage a committee – non-profit leadership work = safe practice environment
What do all these items have to do with negotiation?

3. building your bargaining power
Negotiation 101: skills everyone needs.
building your bargaining power
Your profile = your bargaining power
Position yourself for poaching
Get experience managing others
Keep an accomplishment log
Communication skills
Your career success = how many people know you
“Known” employees have more bargaining power
Confidence, communication skills
Employers see and hear about them in the community
Much higher perception of their executive leadership skills and overall value to the organization
If they know you are well-known in your field, and the community in general, then they know other organizations may have you on their radar
Communication skills
Toastmasters
Must project confidence, be persuasive in your negotiations

4. tactics of negotiating
Negotiation 101: skills everyone needs.
tactics of negotiating
Due your homework
Know your market value
Relate market value to employers drivers
Be ready for (and OK with) “No”
Practice
“No” isn’t “no” forever…
Homework:
What’s my worth in the marketplace?
What do I contribute to the organization’s bottom line?
What’s my replacement cost?
What do employers actually care about?
Make me money
Save me money
Fit in with my existing staff and customers
Practice
With a real human
Film and review together – video is priceless
No isn’t no forever, it just means “not at this time”

5. Negotiating for Success!
The American Physiological Society
This presentation is part of
2016 Mentoring Symposium on
Negotiating for Success!
Organized by the APS Women in Physiology Committee
For more information and to listen to other presentations:
the-aps.org/negotiating
© 2016 The American Physiological Society
Creative Commons License: Attribution Non-Commercial No Derivatives (

6. Trevor Blair, MA tblair@manpower-sd.com / (619) 699-1213
The American Physiological Society
Trevor Blair, MA / (619)
A 17 year Manpower veteran, Trevor started with the company based in Sydney, Australia. He currently holds a dual role as Manpower’s Director of Workforce Development, working with nonprofits to develop job placement programs for groups such as youth and veterans. Trevor also leads Manpower’s Executive Search practice for the San Diego region. His volunteer efforts center on education and employment issues. Current board and committee positions include the San Diego Workforce Partnership, the Military Families Support Working Group at San Diego Grantmakers, LEAD San Diego and The Barrio Logan College Institute. Outside of Manpower, Trevor is an avid triathlete, having competed in over 200 events around the world. He is a 10-time Ironman finisher and 3-time Boston Marathon finisher (2013, 2014, 2015). He holds a BA from the University of Pennsylvania, and an MBA from USC.

7. For more information, to listen to other presentations,
The American Physiological Society
For more information, to listen to other presentations,
and for the PowerPoints with active links
and/or other resources
the-aps.org/negotiating
For further information, contact APS Education Office