Negotiation, as I use it here, is not so much a bargaining process as it is an effort to find a mutuality between two people with compatible goals.
This is especially true if you're seeking to take charge of your career. First you must negotiate within an entire field, identifying the companies for which you'd be willing to work. Then you must negotiate with individual companies and finally with an individual employer. And remember: Negotiation begins long before an employer makes an offer.
"But wait," you're thinking. "In order to negotiate I have to be in a position of strength."
That's very true. And if you conduct your career moves in a directed and professional manner you will be in a position of strength. It's the strength that comes from having a purpose and a mission. The strength that comes from within.
I know that may sound like so much psychobabble, but look at it this way: If you were approached by a salesman who begged and pleaded with you to buy something you didn't need, would he be able to get his asking price from you? Of course not. Or, if a commodity is too available, what happens? The price comes down and the buying public loses interest.
This is typically what happens as people move along their career paths. They plead for jobs (at least implicitly) and make themselves too available. They put themselves in a position of weakness.
What, then, to do about it?
First, go into every interview with the notion that you may or may not want to work at this place. You're shopping for an employer, not begging for a job. Second, anytime you're offered anything, appreciate it highly. But don't immediately accept it. That's your cue to start some heavy-duty negotiating.
Finally, you must exude confidence from every pore, every molecule in your body. Everyone responds to confident people. You can't control your technical competence or years of experience, but you can control your attitude. Make sure it's good.
Eventually, of course, you'll get an offer from an employer. When that happens, your relationship swings a complete 180 degrees. The employer has decided that he or she wants to buy and will try to close the deal at the lowest price possible. You are suddenly in your position of greatest strength.
At this point, it's helpful to remember a few rules:
Avoid talking about money until there has been an adequate presentation of exactly what the job entails and you're sure this is what you want. Money will stifle further conversation.
Never accept an offer during a first interview. First-interview offers are often a sign of desperation.
If an employer makes an offer during a later interview, neither accept nor reject it. Negotiate. If it's a lowball offer, either come back with a higher figure or change the subject. If it's higher than you expected, keep a straight face and ask for more. Don't worry - the employer has his mind made up that you're what he wants and no employer will name the highest figure the first time around.
Always have the employer name a figure first. Then name a higher figure from which you're willing to come down.
Be sure your compensation is based on your real value to the employer. If you work for less than you are worth, it's the start of your demise. You're likely to be unhappy and your employer will either lose respect for you because you accepted less or feel guilty because he got away with it. Don't make demands. Be professional, respectful and courteous. As I said earlier, show your appreciation for every offer.
Don't accept someone's word or handshake. Get it in writing.
The notion of a job seeker not immediately and gratefully accepting an offer is probably foreign to most people. But face it - offers are not made lightly and aren't going to be withdrawn just because you ask for more. Ask. You'll be glad you did.
