You'll Gain Respect by Negotiating
Some people are afraid that by negotiating for salary they may offend the employer. If you negotiate fairly and reasonably, employers will actually respect you more. Almost all initial offers are less than what the employer is prepared to pay you. If you accept the initial offer, it may actually cause the employer to wonder why you were obtained so cheaply. Employers expect to negotiate, so accommodate them. For some it's even a game that they enjoy. Let them have some fun.
Ask For a Shorter Review Time
If you reach an impasse, asking for a shorter review time may break it. Typically, reviews come six months after joining the firm, and then annually thereafter. If you have the confidence that you can become a strong producer in three months, ask for a review at that point. If you are able to negotiate a sizable raise at that time, it will almost be as if you had started at that level.
When The Offer Is Just Right
If the initial amount offered you, is perfectly acceptable, you have some quick decisions to make. You could cordially accept the offer and thank the person for making a fair offer. That will make your boss feel good. Or, you could counter with an amount just 5% above the initial offer to see if there is room to negotiate.
Saving Face When You Have To Back Down
Sometimes an offer is made and the employer refuses to budge on the amount, or comes up only a token amount. During the negotiation you were fairly adamant that you wanted a significantly higher starting salary. You realize that you still want the job despite the large gap between offered and desired pay, but it seems awkward accepting what has been offered.
You Need To Practice Negotiating
When it comes to negotiating, there is no substitute for actually practicing what you intend to say. In our society we are not used to haggling. The only haggling over price we do is when buying a car or attending a garage sale. For most of us, neither is an everyday occurrence. That's why practice is necessary just to become comfortable with the process of negotiating. Also, practice saying the amount you want.
Get the Employer to Redefine the Position
Because no one knows your strengths as well as you do, it's your responsibility to thoroughly present your capabilities and demonstrate the full range of your strengths. A perceptive employer will sense your strengths during the interview. If your background exceeds the scope and salary of the position you're applying for, a smart manager may change the scope of the job without any prompting from you. Others will not be so perceptive, so the responsibility falls upon you to explain how the organization can maximize their investment in you by redefining the position. If you can show how they can get a higher return on their investment, you may be able to extract part of that return in the form of more salary.
Breaking through an Impasse
If it's important to you that you truly get what you're worth, you must be prepared to walk away from the bargaining table. You should be clear on the minimum you would accept. If, despite your best efforts, you can't get close to an acceptable salary, you'll be forced to restate your minimum requirements. If your prospective employer indicates those needs cannot be met, you'll shake hands and both ex press regret that it did not work out.
While you should be clear in the beginning regarding the minimum you would accept, you must remember that you are not just talking dollars; there are also the benefits and the intangibles to consider.
Complete Your Employer Research
During the next several days learn everything you can even though you've basically decided to take the job. Perhaps you would turn it down only if another company made a better offer or if additional research uncovers serious problems concerning the organization. Many people regret their failure to do this final bit of research; you wouldn't want to be one of them.
Throughout your research you learned a lot. During the inter views you learned a great deal more. After the offer was made you asked even more questions, including the sensitive ones you had postponed. The answers to those last questions probably cleared away all of your doubts. You may have been tempted to accept the job on the spot. Fortunately you didn't. On your way home from this interview, begin asking yourself if there are still any matters that need more clarification. Determine what sources might answer your questions. If you haven't talked to any competitors yet, this would be a good time. It's also the time to talk to employees and ex-employees of your prospective employer. Ask your contacts if they know anyone who works for or has worked for your target organization.
Things are not always as they appear. The boss who seems so understanding and likable in the interview may be completely different on the job. The company that seems so peaceful may be experiencing political infighting. Or the company that seems so stable may be ready for bankruptcy. Organizations often hide serious problems. As a detective it's your job to discover what those problems are. Maintain a healthy skepticism. Talk the job over with your mate, a friend, or a career counselor-anyone who will be more objective about it than you are. It's amazing what a second party can see that you may be blind to.
Get Additional Offers
After a job is offered, your second task is to contact those organizations that have interviewed you for definite openings. If you aren't being considered for the job, the employer will suggest you take the position already offered. If the employer is really interested, another interview may be quickly arranged. Do your best to get one or two additional offers. It may not work, but it is definitely worth the effort. It is extremely helpful to have two or more job offers to consider at one time.
If the other job is really the one you want, this effort may cause the employer to speed up the decision making process. What might have taken another week or two, may be reduced to two or three days if you really were the number one choice.
