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Negotiating - Win-Win
Everything is negotiable. Or so someone once said. You can negotiate the salary, benefits and even perks. Once you have a job offer and have studied it and understand it you are in a position to negotiate. But first you need to know what you want. Part of negotiating is evaluating. If you have done your homework on the company, what the type of position you have been offered pays, reviewed the interview and most importantly done your personal assessment, you are ready to negotiate. Remember, you have been offered a job. They picked you. They want you. They have asked you when you can start? The power has sifted to you.
Negotiating is a skill, one that you can learn and use. Your goal is to make the final deal a win-win situation. You win, the employer wins. You both come out of the negotiations feeling good.
There are three parts to negotiating: planning and research, creating a strategy and the negotiation session.
When you receive a job offer ask for time to consider about the offer. Talk to your family and reflect on the interview. Agree with your future employer on when you will respond to the offer. Asking for 24 hours is a reasonable time frame. Decide if you want to accept the offer or you want to negotiate. If you are going to negotiate be prepared.
Assuming you researched the company before the interview you have taken the first step in your preparation. Now you need to find out what is being paid for the position you have been offered. See Company Low-Down and check the Salary Calculators. Talk to you network, not only about the salary offered but also for negotiating advice. Ask yourself some probing questions. What are you worth? Have you figured out what you need to earn? Review what you want from your job. Think about the work/life balance. All of these factors will help you determine what you are worth and what you are willing to accept in a job.
Talking salary - the cardinal rule is do not discuss money until a job offer has been made. But you may be asked this question in an interview. Give a wide range, one you are comfortable with providing. If you are asked the question try and put of the answer. “I think it would be mutually beneficial to see if we are a good fit first.” Do what you can to put this question off, within reason and do so tactfully. Sometimes you cannot dodge the question. Many online application forms request a salary range, or worst a starting salary expected. There is no way around answering these questions. Some forms will not let you complete an application without answering all questions. In some cases companies will screen you out if you do not answer all questions. Think about the salary question before your interview and filling out online applications. Know what you want to be paid.
Determine what you want because everything is negotiable. Being prepared means having done your research and creating a strategy.
What you are paid is probably going to be the most important part of you negotiation. You should have already determined, how much money you need to make. How much do you want to make? If the salary offer is less, how do the other parts of the offer stack up? Be prepared to ask for what you want if you are going to negotiate.
A signing bonus is one way to make up some of the difference if the salary offer is less than you had hoped. Sometimes a signing bonus is a mutually agreeable solution.
Your job location may be very important. It is something you considered when you researched the company and applied. But a job location may mean a longer commute and changes to your daily routine. You may be able to negotiate start time or telecommunicating.
When you receive your first salary review is also a solution to a lower starting pay. If you have to wait for a year, maybe this can be moved up to 90 days or six months.
Performance bonus is another opportunity to negotiate. It can make the difference between an offer being too low and putting a smile on your face.
Does the company have stock options or outright stock awards? This is another solution to the salary question. See if the stock option part of the equation can be sweetened.
Any job comes with responsibility and authority. If these were not made clear in the interview now is the time to find out. You may even want to negotiate.
If your job title is important to you, then find out what it will be.
Does the company offer education and training? If these are important to you, are they included in your job offer? If they are lacking, negotiate.
Do you require or want certain equipment to do your job? If you prefer a laptop, negotiate for one.
Benefits are another area that can be negotiated. This includes vacation and time off. If the company cannot provide more vacation maybe you can get time off without pay if it is important to you. Or maybe you can workout a comp time benefit. Medicalbenefits can be negotiated. Maybe you are receiving benefits from another source. See if your starting salary can be higher since you will not be receiving them from your employer.
Perks are another area to consider when looking at your job offer. Is a car included r gas reimbursement? If you have to travel, can you use business class or first class? Would you like to have paid days off around company travel? Is there a gym or club membership in the offer or could there be? What is important to you?
If you are taking an executive position is there a severance or golden parachute package included in the job offer? Can the package be negotiated?
What is important to you? You’re not being greedy if what you are asking for is actually important to your job satisfaction. The company has spent a lot of time and effort in recruiting you. Your employment is an investment for the company and while they expect a return on this investment you need to be a happy employee.
You may be asked to sign a Confidentiality and Nondisclosure Agreement. Depending on the job you may also be asked to sign a Noncompete Agreement. In both cases the company is protecting their business. Read any agreement over carefully before signing. If you have questions, consult a legal expert.
Plan you negotiating strategy. Be prepared to remind the employer why they offered you the job. What are your strengths? What made you the ideal candidate? You are not waving these facts in the employers face; you are merely reminding them of why they offered you the job. Every time you have a contact with your new employer demonstrate your value throughout the negotiation process.
It is important to really evaluate what is a deal breaker, where are areas for compromise and what doesn’t need to be discussed. Really evaluate the job offer.
You want to prepare questions for your negotiating session. When you negotiate you are asking questions not making demands. Ask is there flexibility to…? Is it possible for the company to…?
The best situation is to have your negotiating session in person with the manager that offered you the job. Most human resource representatives are not going to be able to negotiate. Be prepared to discuss all the issues that are important to you when you meet. Do not hold back items for later discussion. The hiring manager may ask to check on some of your requests, but get all your issues on the table. As time goes by your position is going to weaken. They made the offer, they want to know when you can start, do not make them sorry or have to wait or worst, rethink their decision.
While you want to display confidence, do not be pushy, cocky, appear greedy or demanding. This is a negotiation and compromise is part of the equation. Remember your goal. You want this to be a win-win outcome.
If there are surprises during the session, ask for time to consider it. If the hiring manager needs to check on something, thank them for their action. Always be respectful and thank your future employer. If you take the job, you will be working with this person. You will learn a lot about the company and the hiring manager during negotiations.
The negotiation is over and you have come to an agreement. You should get your final offer in writing. If it is not offered ask for it. Managers come and go. Six months down the road you do not want to be explaining to your new manager the promises that were made by the previous manager.
And, remember timing. When a job offer is made do not immediately ask to negotiate. Thank them for the job offer and show enthusiasm. During a negotiating session if a human resources representative has joined, wait to negotiate specific issues until they have made their presentation. Think about what you ask and when you ask for it.
Salary.com Negotiation Clinic
Evaluating and Negotiating Job Offers
Money Isn’t Everything
Negotiating With Others
Tips for Negotiating a Better Pay Package
Put Your Best Foot Forward To Negotiate Effectively
After the Offer, Before the Deal
Negotiating Job Offers Guide
Evaluating job Offers & Negotiating Salary
Choosing Among Job Offers
Eleven Commandments for Smart Negotiating
How to Get a Piece of the Action
Negotiating is a skill, one that you can learn and use. Your goal is to make the final deal a win-win situation. You win, the employer wins. You both come out of the negotiations feeling good.
There are three parts to negotiating: planning and research, creating a strategy and the negotiation session.
When you receive a job offer ask for time to consider about the offer. Talk to your family and reflect on the interview. Agree with your future employer on when you will respond to the offer. Asking for 24 hours is a reasonable time frame. Decide if you want to accept the offer or you want to negotiate. If you are going to negotiate be prepared.
Assuming you researched the company before the interview you have taken the first step in your preparation. Now you need to find out what is being paid for the position you have been offered. See Company Low-Down and check the Salary Calculators. Talk to you network, not only about the salary offered but also for negotiating advice. Ask yourself some probing questions. What are you worth? Have you figured out what you need to earn? Review what you want from your job. Think about the work/life balance. All of these factors will help you determine what you are worth and what you are willing to accept in a job.
Talking salary - the cardinal rule is do not discuss money until a job offer has been made. But you may be asked this question in an interview. Give a wide range, one you are comfortable with providing. If you are asked the question try and put of the answer. “I think it would be mutually beneficial to see if we are a good fit first.” Do what you can to put this question off, within reason and do so tactfully. Sometimes you cannot dodge the question. Many online application forms request a salary range, or worst a starting salary expected. There is no way around answering these questions. Some forms will not let you complete an application without answering all questions. In some cases companies will screen you out if you do not answer all questions. Think about the salary question before your interview and filling out online applications. Know what you want to be paid.
Determine what you want because everything is negotiable. Being prepared means having done your research and creating a strategy.
What you are paid is probably going to be the most important part of you negotiation. You should have already determined, how much money you need to make. How much do you want to make? If the salary offer is less, how do the other parts of the offer stack up? Be prepared to ask for what you want if you are going to negotiate.
A signing bonus is one way to make up some of the difference if the salary offer is less than you had hoped. Sometimes a signing bonus is a mutually agreeable solution.
Your job location may be very important. It is something you considered when you researched the company and applied. But a job location may mean a longer commute and changes to your daily routine. You may be able to negotiate start time or telecommunicating.
When you receive your first salary review is also a solution to a lower starting pay. If you have to wait for a year, maybe this can be moved up to 90 days or six months.
Performance bonus is another opportunity to negotiate. It can make the difference between an offer being too low and putting a smile on your face.
Does the company have stock options or outright stock awards? This is another solution to the salary question. See if the stock option part of the equation can be sweetened.
Any job comes with responsibility and authority. If these were not made clear in the interview now is the time to find out. You may even want to negotiate.
If your job title is important to you, then find out what it will be.
Does the company offer education and training? If these are important to you, are they included in your job offer? If they are lacking, negotiate.
Do you require or want certain equipment to do your job? If you prefer a laptop, negotiate for one.
Benefits are another area that can be negotiated. This includes vacation and time off. If the company cannot provide more vacation maybe you can get time off without pay if it is important to you. Or maybe you can workout a comp time benefit. Medicalbenefits can be negotiated. Maybe you are receiving benefits from another source. See if your starting salary can be higher since you will not be receiving them from your employer.
Perks are another area to consider when looking at your job offer. Is a car included r gas reimbursement? If you have to travel, can you use business class or first class? Would you like to have paid days off around company travel? Is there a gym or club membership in the offer or could there be? What is important to you?
If you are taking an executive position is there a severance or golden parachute package included in the job offer? Can the package be negotiated?
What is important to you? You’re not being greedy if what you are asking for is actually important to your job satisfaction. The company has spent a lot of time and effort in recruiting you. Your employment is an investment for the company and while they expect a return on this investment you need to be a happy employee.
You may be asked to sign a Confidentiality and Nondisclosure Agreement. Depending on the job you may also be asked to sign a Noncompete Agreement. In both cases the company is protecting their business. Read any agreement over carefully before signing. If you have questions, consult a legal expert.
Plan you negotiating strategy. Be prepared to remind the employer why they offered you the job. What are your strengths? What made you the ideal candidate? You are not waving these facts in the employers face; you are merely reminding them of why they offered you the job. Every time you have a contact with your new employer demonstrate your value throughout the negotiation process.
It is important to really evaluate what is a deal breaker, where are areas for compromise and what doesn’t need to be discussed. Really evaluate the job offer.
You want to prepare questions for your negotiating session. When you negotiate you are asking questions not making demands. Ask is there flexibility to…? Is it possible for the company to…?
The best situation is to have your negotiating session in person with the manager that offered you the job. Most human resource representatives are not going to be able to negotiate. Be prepared to discuss all the issues that are important to you when you meet. Do not hold back items for later discussion. The hiring manager may ask to check on some of your requests, but get all your issues on the table. As time goes by your position is going to weaken. They made the offer, they want to know when you can start, do not make them sorry or have to wait or worst, rethink their decision.
While you want to display confidence, do not be pushy, cocky, appear greedy or demanding. This is a negotiation and compromise is part of the equation. Remember your goal. You want this to be a win-win outcome.
If there are surprises during the session, ask for time to consider it. If the hiring manager needs to check on something, thank them for their action. Always be respectful and thank your future employer. If you take the job, you will be working with this person. You will learn a lot about the company and the hiring manager during negotiations.
The negotiation is over and you have come to an agreement. You should get your final offer in writing. If it is not offered ask for it. Managers come and go. Six months down the road you do not want to be explaining to your new manager the promises that were made by the previous manager.
And, remember timing. When a job offer is made do not immediately ask to negotiate. Thank them for the job offer and show enthusiasm. During a negotiating session if a human resources representative has joined, wait to negotiate specific issues until they have made their presentation. Think about what you ask and when you ask for it.
Salary.com Negotiation Clinic
Evaluating and Negotiating Job Offers
Money Isn’t Everything
Negotiating With Others
Tips for Negotiating a Better Pay Package
Put Your Best Foot Forward To Negotiate Effectively
After the Offer, Before the Deal
Negotiating Job Offers Guide
Evaluating job Offers & Negotiating Salary
Choosing Among Job Offers
Eleven Commandments for Smart Negotiating
How to Get a Piece of the Action
