Investigate Your Counterparts’ Reputations

In a 2009 CareerBuilder survey of employers, 45% reported they used social networking sites to research job candidates, up from 22% the previous year.  Of the affirmative respondents, 29% reported using Facebook and 26% reported using LinkedIn (the two most used sites).  An additional 11% indicated they planned to start using social networks for screening.

In the negotiation context, it has always been a good idea to find out as much strategic and tactical information as you can about your counterparts before sitting down at the table.  You should talk to others who have negotiated with them in the past and research their reputations and past tactics.  Doing so is easier than ever thanks to the ever-growing popularity of internet social media.  Learn from your human resources peers and, as part of your negotiation preparation, Google your new counterparts’ names and check to see if they have Facebook and LinkedIn profiles.

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