Negotiation Tip #5

Negotiation starts the moment you submit your resume and continues during the interview process. Don’t sell yourself at one level and then expect an offer for a higher level. During the interview process you start building the relationship with the employer and showcasing your value as a candidate. Once you’ve built maximum value throughout the interview process, you will have the leverage to negotiate the best compensation package possible. I have two more tips to share. Check back tomorrow for the next tip.

Negotiation Tips #3 and 4

Surveys suggest that 85-90% of hiring managers do not make their best offer first. The employer begins the negotiation process knowing how much money is budgeted for the position and how much flexibility there is around that figure. They also know how long they’ve been looking and how competitive the job market is for someone with your abilities. These factors influence what they offer initially. They want to have some wiggle room…they know the candidate may chose to negotiate their compensation. By starting low they have built in flexibility during the negotiation process.

Counteroffers are generally 10-15% above the original offer. Again, employers know they may need to negotiate, so it’s reasonable to assume that there’s flexibility built in to the initial offer. Employers expect you to negotiate. In addition to the financial rewards associated with salary negotiation, you will gain the respect of the hiring manager and increase your credibility within the organization.

I have a few more tips to share. Check back tomorrow!

Tips for Successful Employment Negotiations

In the job offer context, negotiation is a non-confrontational, business focused discussion aimed at resolving differences between two parties with the same goal. In order to be an effective negotiator, job seekers need to understand the dynamics behind the conversation and use this information to create a give and take dialogue with potential employers. What often gets in the way of rewarding win-win conversations is our fear of rejection or potential conflict. Successful negotiators view the process as one of collaboration. They listen to the employer’s needs and recommend outcomes that benefit both parties. They recognize that savvy negotiators build relationships and never give ultimatums. Strategic job seekers understand that the negotiation is hopefully the first of many relationship building conversations they will have with their future employer. Here's tip #1 in this series.

Everyone is capable of negotiating. Nobody is born knowing how to be an effective negotiator. It is a learned skill that is developed with experience. We can all learn to negotiate effectively for what we need and want. Keep in mind you wouldn’t be receiving the offer in the first place if you weren’t the person selected as the best candidate for the job. This gives you leverage. Once an employer decides you are the person for the job, the primary concern will not be to negotiate the least expensive compensation package the company can get away with. The focus will be on getting you to accept the job. Most employers invest a great deal of time and energy in the interview process, and are very reluctant to settle for second best when their number one candidate makes an attempt in good faith to negotiate for more money.