NEGOTIATING TIPS

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NEGOTIATING TIPS

Time to Negotiate

If you are like most people, negotiating a new salary can be a palm

sweating experience.

Breathe, nobody enjoys talking money. It’s an ugly …. but necessary evil.

Some things to remember in this panic state are, you will probably only

get the chance to talk about this ugly subject once….so get it right the

first time. Once numbers have been agreed to by both parties, you cannot

go back in a few weeks and ask for more.

Have a number in mind before you interview. This way, you are prepared

if an unexpected, second interview or if a salary conversation does comes

up.

There is nothing worse than going home afterwards and berating yourself

because you should have said this or should have said that. Always have

a plan going into an interview… even if it is never put to the test.

For the record:

Again, in my opinion, below are some catch phrases that should never be

spoken aloud by an applicant during the negotiation process:

‘Whatever you’re offering is fine’

‘Well, how much were you paying the last guy?’

There. Now that I have gotten that off of my chest.

Here is one simple example of a salary negotiation already in progress:

(During these negotiations, pay close attention to

the Perfectly Acceptable Responses by Applicant )

Interviewer: So, what kind of Salary are you looking for?

Applicant: Well, could you tell me what your company is currently

offering for this position?

Ah…nice.

(The game is called Hot Potato, in case you have never played)

Interviewer: What are you making currently? (watch out, she

knows the game..but I can play too)

Applicant: I am currently making $45,000.00 annually, which is why I

am actively seeking other opportunities.

O.K., Now she knows what you are currently making and that you are

not happy with said amount…. so she knows that she has to offer you

more if she wants you. But let’s watch…

Interviewer: Is there a number that would make you happy?

Slick.

Applicant: (you gotta go for it now. This is your only chance to get it

right. Remember your magic number!!!)

My ideal salary would be in the area of $50,000- 55,000 annually.

Whew! There, the earth did not explode and you still have all of your

hair.

Now, you have just given yourself a guaranteed $5,000 raise with the

hopes that she will kick in an extra couple of thousand to seal the deal.

But it’s not over yet! Llet’s throw in a wrench:

Interviewer: Well, unfortunately we have a set budget for this

position. How flexible are you with your desired

salary requirements?

Applicant: I can always be flexible. What did you have in

mind?

Ouch! Potato's Hot!

Interviewer: I am in a position to offer you $47,000.00 with a

possible increase in 6 months based on a job

performance review.

WTF? Applicant: I really am interested in this position and I feel that

I can bring much to the table. I would definitely be

interested in all possibilities. (take one second deep

breath in and out) Could we work out $49,500 to

start and a performance review in 3 months?

There is a short pause of silence. Both interviewer and Applicant stare at nothing but mirroring Poker faces.

Finally,

Interviewer: I would have to get back to you on that. I will give

you a call in about a week or so.

Don’t panic…no self respecting interviewer gives up all of her cards

right there and then. You didn’t think that you would not have to sweat a

little did you? Remember, she didn’t say what her set budget was. For all

you know it could be $65,000/yr. It’s all about power and it is all part of

the game.

Applicant: (always leave on a high note!)

Sounds great. I really look forward to hearing from

you soon.

Interviewer: Thank you. We’ll be in touch.

Applicant gives Interviewer a firm, hopefully non-sweaty handshake and leaves.

*****

So here is how I see it, in this case, unless another applicant comes in after you that

happens to walks on water, it looks like you got the job and with a nice

increase in pay.

Most companies do not make offers unless it is you that they want.

*****************

Negotiation note for hourly employees:

For hourly positions, the decisions are usually more instantaneous.

Budgets are usually set between a few dollars up or down and the

interviewer usually holds the power to make an offer and a decision right

then and there.

The hourly negotiation process is a very similar conversation to the one

above. Just switch the numbers around from salary to an hourly rate.

Be careful not to go overboard for salary or hourlys, as companies don’t

usually like to give you an instant 750% pay raise from what you are

currently making. They are funny like that.

But they know that you need more money and that is why you are

leaving your current position.

The trick is to come up with a number someplace in between your 750%

raise and their alloted budget.

Negotiate. You know, Win-Win and all that.

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