Monday, December 6, 2010
Harvard Business Review Explores how the Military’s Extreme Negotiation Skills Translate into Effective Corporate Negotiations,
Upcoming Hiring Conferences,
Franchise Opportunities for Veterans,
Job Seeker Success,
Orion Alumna Profiled on G.I. Jobs,
Earn $100 for Every Referral that Finds their Career through Orion,
Technical Careers with Siemens Corporation,
Companies Recently Hiring,
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Harvard Business Review Explores how the Military’s Extreme Negotiation Skills Translate into Effective Corporate Negotiations
In their November 2010 issue, Harvard Business Review ran a series of four articles on “Leadership Lessons From the Military”. Over the next few months, The Hunter will spotlight each article in hopes of sharing with you how your clarity, adaptability, and management skills are just what corporate America needs in its leadership. This month, we cover “Extreme Negotiations” by Jeff Weiss, Aram Donigian, and Jonathan Hughes.
Weiss, Donigian, and Hughes explore how the way in which soldiers handle high-risk situations can translate into a benefit in corporate negotiations. While the stakes may be quite different, the authors of this article see the corporate negotiations that CEOs and other senior executives perform every day as analogous to that which the US military engages in every day. Both types of negotiations involve rapidly changing information, the need for rapid progress, and stressful situations.
During their six-year study of these negotiations, Weiss, Donigian, and Hughes found that the five most highly effective negotiation strategies are those practiced by the military. These include Getting the Big Picture, Uncovering and Collaborating, Eliciting Genuine Buy-In, Building Trust First, and Focusing on Process.
Get the Big Picture:
Successful military negotiations begin with obtaining an understanding of the other side’s point of view and how that affects the overall goals of the negotiations. The authors cite the successful use of this tactic in dealing with a group of Afghan women and children who were huddled in a building from which the Americans were being attacked. Leveraging this technique led to the formation of an ongoing relationship with these women, which in turn led to important information that would not have been obtained otherwise.
Uncover and Collaborate:
It is important to learn the other side’s motivations and then suggest solutions with an invitation for improvement. When this strategy was used with a group of village elders who had the ability to find out who in their village was placing IEDs, it not only addressed the needs of the elders by allowing them to build prestige because they were viewed as handling the situation internally, but also led to a record numbers of weapons caches being turned in and additional potential combatants being entered into a database.
Elicit Genuine Buy-In:
The use of facts, as opposed to brute force, is often a better persuasion technique. The use of these facts more often than not elicits genuine buy-in from the opposition. This was the case in Afghanistan when a Captain recognized that some on his team were using force to communicate with Afghan National Army soldiers. Using his knowledge of The Koran, this leader was able to change the tone of the conversation, which resulted in a true partnership.
Build Trust First:
Address trust issues head-on and explore how they might be eased. This involves making incremental and reciprocal commitments instead of carte blanche concessions. This strategy was used to deal with a disgruntled former gas station owner who had lost his business with the building of new airfield. Over the course of several visits, the American Captain was able to repair the relationship with this man in such a way as to minimize the compensation the man desired.
Focus on Process:
By focusing on the negotiation process, you can change it to benefit the situation. This involves discussing the actual negotiation process with the opposition in addition to the issues. This technique came in handy for a First Lieutenant who was angrily approached by a local group of men who felt that their land had been sold off for profit to someone else. The First Lieutenant was able to de-escalate the potentially volatile scene by sitting down and calmly discussing the situation instead of reacting in kind. This disarmed the group and led to a mutual beneficial agreement being reached.
These five techniques have arisen from studying the way in which the nature of soldiers’ jobs in Afghanistan and Iraq has changed. Their daily lives overseas involve more than just a daily patrol or raid and often involve some form of negotiation. For example, West Point trains its leaders in these skills in a course called “Negotiation for Leaders”. It is from the techniques practiced by these soldiers that corporate America can learn to negotiate in extreme situations.
Click here to read the article. And don’t forget to check out next month’s issue for a synopsis of Harvard Business Review’s interview with Admiral Thad Allen, USCG (Ret.).
Upcoming Hiring Conferences
If you will be separating from the military and preparing to begin your civilian career within the next 90 days, be sure to attend one of our hiring conferences. After a full day of preparation, you’ll interview with hiring authorities for only those positions that are a match with your needs and preferences.
Click on any of the conference locations to request more information on the conference you’d like to attend!
Franchise Opportunities for Veterans
Jay Koranda is a 12 year Navy Aviation Electronics Technician – Instructor, Master Training Specialist. He was placed by Orion through a San Diego Hiring Conference in 1998. and worked for that company for two years before relocating back to San Diego and starting with Orion in 2000. Jay was subsequently promoted to West Coast Recruiting Manager and selected for Partner in 2004. He is also surrently in Orion's Senior Partner Mentorship Program. Jay is married with two sons, 16 and 21 years old.
If you could give just one piece of career advice to a transitioning military professional, what would it be?
Look at every company as an opportunity. When you transition from the military you are at a crossroads in your career. You can take your career in any direction you want to go. Do not think about what the job provides for you right now but if it will set you up for the career you are looking for. Think about where you will be in 3-5 years and does that company, position, and/or industry align with your goals.
What do you like most about working at Orion?
The ability to stay connected to the military by working with and assisting military in their career transition. I was naive to the whole job search process. I knew I could work on electronics and on jets, but, outside of that, I had no idea of how and where to look. I was not sure how my background would fit into companies.
Orion helped me get started on my career, and I never forgot that. So when the opportunity arose to work here – there was nothing I wanted more. Everyday I look at what I went through transitioning from the military and use that experience to provide career advice to my candidates. There is no better job in the world than helping a veteran get started on their career!
Are there any specialties you are currently seeking?
I am currently looking for Electronic Technicians for positions in the biomedical equipment repair field. Interviews will be held in San Diego on January 11th.
Connect with Jay -
Job Seeker Success
“Jay Koranda and Jim Perdue placed me with Nikon Precision, Inc. a couple of months ago, and I wanted to touch base about how things are going. My training for this position over the last two months has been fast-paced, with a large volume of information flowing at a high rate. We have covered theory and operation of numerous systems, including optical theory, light and wavelength theory, pneumatics, hydraulics, robotics, temperature stability, precision electronics, laser theory, monitoring and control software for system parameters, etc. We have also logged numerous hours of hands-on training.
The company is really great to work for. They honestly care about their employees and their customers. Employee benefits include full medical, dental, vision, excellent relocation, tuition reimbursement, and employer contribution to 401K, etc. Overtime is readily available and actually encouraged in the field, and the shift schedule allows for half of the days in a year to be off, plus paid holidays and vacation. All personnel in all departments within the company are simply amazing to work with.
Thank you to Jay and Jim for placing me in a great position with a great company during a very difficult economic time in our country. I honestly tried on my own and could not have succeeded without Orion’s guidance.” - Jake Kidder, Field Service Engineer
Earn $100 for Every Referral that Finds their Career through Orion
Did you know that Orion candidates have already earned $2400 in referral bonuses in 2010?
For every job seeker you refer to us who is subsequently placed by Orion, we will give you a $100 gift card to a retailer of your choice!
It's simple - just click here to refer a friend.
30 seconds of your time could be $100 in your pocket!
Technical Careers with Siemens Corporation
Orion is currently recruiting for a large volume of technical positions across all segments of Siemens Corporation within the U.S.
Since the late 1990s, Orion has placed over 425 former and transitioning military job seekers into great careers within Siemens divisions including Building Technologies, Water, Healthcare & Medical, Energy and Mobility. Siemens is currently ranked #40 on the Fortune Global 500, employs more than 65,000 associates in the U.S., and earned over $22 billion in revenue in 2009.
We are hiring for a variety of positions including:
· Field Service and Field Operations;
· Technical and Service Support;
· Materials and Logistics;
· Quality Assurance and Control;
· Facilities and Project Engineering.
To be considered for these positions you must be a Military Technician with an Electronics, Electrical, HVAC or AC & R background.
Please visit us online if you are interested in learning more.
Companies Recently Hiring
Becton Dickenson Medical
Fuel Cell Energy
Toyota Motor Manufacturing
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