As a new member, this post is intended as an introduction.

At New Negotiator, my work is all about preparation. It accounts for 80% of what I do with a candidate.

Preparation begins well before the initial interview with an introduction to the New Negotiator method, its rules, and how the various pieces of the system fit together. 

For most candidates this introduction only serves to confuse them. It’s in the actual working of the system as the interview sequence presents itself that the method begins to make sense.

The New Negotiator method includes:

• The concept of No Need and how it manifests itself throughout the interview stages, and not just for candidates, it applies to hiring firms as well.
• How and when to ask questions.
• The New Negotiator Agenda: used before and after each point of contact with the hiring firm. Five variables, constantly tracked, that throw off clues, tips, and insights. These influence strategy and events in the dynamic process of interviewing. Their effect is cumulative.
• Research of the hiring firm. This is done both by the candidate, and by New Negotiator. This process is ongoing, and doesn’t end until there is an accepted offer.
• The use of strip lines, reversals, blank slate, and okayness as tactical forces during the interview process.
• How to artfully employ the four rules of the system: no talking, no assumptions, no presentations, and no closing.

The result of all this is a candidate with unusual behavior skills that manifest themselves throughout the interview process. Because these skills are reproducible, the drawn out nature of today’s multiple-interview format is used to the candidate’s advantage. The longer it goes on, the more useable data the candidate has.

The candidate who can distinguish himself is the candidate who separates himself from all other candidates for a given position. That is the candidate who will receive an offer. 

The New Negotiator system is geared toward that elusive separation. It is accomplished through behavior that demonstrates subtlety, skill, professionalism, expertise, and discipline.