The Journal of 2020 Foresight

Reports from the Knowledge Labs about our recent findings, research topics, and interviews with lifestyle leaders who are creating their own futures.

How to stimulate your own powers of foresight. Consider the following thought provokers. Ask yourself, in these categories what are the brand new trends and forces? Which are the ones growing in importance? Which current forces are loosing their steam? Which have peaked or are reversing themselves? Which are the "wildcards" about to disrupt us in the future? POLITICAL AND TECHNICAL thought for food: Electronics, Materials, Energy, Fossil, Nuclear, Alternative, Other, Manufacturing (techniques), Agriculture, Machinery and Equipment, Distribution, Transportation (Urban, Mass, Personal, Surface, Sea, Subsurface, Space), Communication (Printed, Spoken, Interactive, Media), Computers (Information, Knowledge, Storage & Retrieval, Design, Network Resources), Post-Cold War, Third World, Conflict (Local, Regional, Global), Arms Limitation, Undeclared Wars, Terrorism, Nuclear Proliferation, Weapons of Mass Destruction, Governments (More/Less Power and Larger or Smaller Scale), Taxes, Isms: Nationalism, Regionalism, Protectionism, Populism, Cartels, Multinational Corporations, Balance of Trade, Third Party Payments, Regulations (OSHA, etc.) Environmental Impact, U.S. Prestige Abroad. SOCIAL AND ECONOMIC Food for thought: Labor Movements, Unemployment / Employment Cycles, Recession, Employment Patterns, Work Hours / Schedules, Fringe Benefits, Management Approaches, Accounting Policies, Productivity, Energy Costs, Balance of Payments, Inflation, Taxes, Rates of Real Growth, Distribution of Wealth, Capital Availability and Costs, Reliability of Forecasts, Raw Materials, Availability and Costs, Global versus National Economy, Market versus Planned Economies, Generations: Y, X, Boomers, Elderly, Urban vs. Rural Lifestyles, Affluent vs. Poor, Neighborhoods and Communities, Planned or Organic Growth. Got Knowledge?

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Friday, September 22, 2006

Negotiating a Soft Close Takes a Village

Chapter Four: The Tribal Territories

By Steve Howard, CKO
The Knowledge Labs

Table of Contents
Chapter One: Basecamp
Chapter Two: The Ridge
Chapter Three: The Outpost
Chapter Four: The Tribal Territories

“Collaborative customizers work with their customers to determine what they need and then produce it for them. Adaptive customizers offer one product designed to let users alter it themselves. Cosmetic customizers present a standard good or service differently to different customers. Transparent customizers provide a tailored offering without customers knowing that it is customized for them."

B. Joseph Pine II and James H. Gilmore, “The Experience Economy”

DOUBLE NICKEL RANCH. While not common, the following may occur on the spot so be prepared. Your target will want you even more and will be thinking in terms of the top salary he can afford. But, the top might not be adequate for you so your target might start informal negotiations to lower your expectations.

Journal of 2020 Foresight: What should you do? With your emphasis on long-term opportunity, your target begins thinking that you're the type that will come through and will naturally want more pay, or is that just day dreaming?

Explorer: Not at all. The more you produce the more your target will conclude there are not budget constraints on productivity and results. So your goal to stimulate that kind of thought process.

Eagle: Your target will already be thinking about bonuses, promotions, options, etc. Which obviously works in your favor.

J2020F: So, the three questions – ”Why are You Here,” “Precisely What Can You Do for Me” and “How Much Will it Cost Me” – all must be covered, right? And then you close?

Explorer: You must deal with them in any interview, since they are going on in the mind of your interviewer.

Eagle: However, your target won't be able to make you an offer right there on the spot.

J2020F: I knew there must be a catch. Why?

Explorer: Because the interview went so much better than your target expected, he or she will have to get the Human Resources machinery in place to make you an offer and will close by thanking you and telling you when to expect the next contact.

Eagle: Now comes the most important part.

J2020F: Oh no.

Eagle: You must send a written note that night.

J2020F: Oh, you scared me. You must have a boilerplate for this too, right?

Eagle: It is very simple: a line about thanking for the time, another one about what particularly impressed you about what your target said, and a closing saying you are looking forward with pleasure to hearing from her again within the time your target specified.

Explorer: One thing that goes without saying is to have your references already chosen and contacted -- five friends who can give a composite picture of you: your expertise, your values, your private life as a human being.

J2020F: What kinds of references? Who should they be?

Explorer: In the best case they are substantial citizens, well known in their community -- senior business executives, bankers and others.

Eagle: In this mobility-driven era, see if you can get a general-purpose letter of recommendation from them. More people have been using the endorsement feature of Linked In as a variation on this principle.

Explorer: And, I would add, to save them time, you can give them an outline of the kinds of things that will help them.

J2020F: And, then I schedule my start date?

Explorer: Not necessarily. After the interview, things will drag on and you must be prepared for the eventuality.

Eagle: A month isn't atypical due to travel schedules and all sorts of things over which you have no control.

J2020F: A month?

Eagle: Yes. If the time frame has already elapsed plus one week, then it is time to figure out a way of getting back in touch.

J2020F: By then, I can’t imagine what I would say to keep the deal alive.

Explorer: You might say, "I've of course been thinking further about our conversation, and it occurs to me you may be interested in the attached article on this subject."

Eagle: Or, "An additional detail on the proposal seems to me important enough to call to your attention...."

Explorer: Or, "I have had a change of address, and I assume that may be why I have not heard from you, so here it is....”

J2020F: So be creative.

Explorer: Be creative by circling back to your contacts who introduced you in the first place.

Eagle: You can’t rest on your laurels, so review your journal and list of other targets and potentials. Now is a good time to update your web of relationships.

J2020F: Things change, right?

Eagle: Exactly. It’s amazing how many opportunities can be discovered by applying “what you know now” to your early targeting strategies and initial research.

J2020F: What if there isn’t any job available in the resort community you’ve targeted – or for that matter in the second or third region you’re interested in?

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