How The Professionals Negotiate?

What Are Your Options?

Essentially, you have three:

1. Accept their offer
   
   
2. Reject their offer
   
   
   
   
3. Ask for something else
   

If their offer is very good and you feel ready to make a commitment, accept it.? But there are some advantages to asking for a little time before you make the commitment:

• It's usually wise to discuss the offer with someone you trust
  
  
• You may think of questions, issues which should be clarified before accepting. Are you sure you're not making some unwarranted assumptions?
  

Note: If you request some time to consider their offer, be sure you agree on a deadline. When would you like a decision: Thursday or Friday? Then, meet that deadline.

There may be another offer(s) to consider. You may be able to use this offer to leverage another. Example: You call the hiring authority in company B and explain that you have received an offer. You would prefer to work with B, but must give company A an answer before (deadline). Can B meet or exceed A's offer? It's worth a try. People tend to want what they can't have. Your offer from another employer (which remains nameless) makes you more desirable.

" Even if you're quite sure you will refuse the offer, don't reject it on the spot? Express your appreciation for their offer and keep the door open for possible future contact.

If you do reject an offer, be empathetic. Compliment them, if you can do so sincerely, to soften the rejection. Example: "This is such an interesting company and working with you would be a terrific challenge. But I know what my financial responsibilities are and I just cannot accept your offer. Why don't we stay in touch so that if things change, maybe we can work something out?"

They may be able to make you a better offer at a later time. Or they may refer you to another non-competing organization. In any case, try to salvage the situation by becoming business friends.

• Ask for something else. What counteroffer can you make? The number of possible scenarios is vast. We'll focus on two and suggest some responses you could make.
  
  
• Their offer is acceptable. It meets your needs and the gap between you is not too great.
  
  
• Review the list of benefits to see where you might be able to make the difference. You might, for example, focus on their bonus. "I'm sure I can make enough of a difference in the first two months that you'll agree that I'm worth that bonus."
  

Another option: Split the difference. You might prefer to forgo the $2,500 because: "I really think this would be a good chance for us to work together. Why don't we just split the difference?"

• The offer is poor. It would meet your barest needs, but would significantly change your lifestyle.
  

Huge disparities between previous earnings and current offers are not so unusual. Employers are, understandably, trying to get the best for the least. And job seekers sometimes feel insulted by this "bargain hunting." As time passes, they often lament: "I turned down some offers months ago. They were so low I didn't think I could accept them. But now, I have nothing."

It's the classic "half a loaf dilemma. Again, no simple "right" answer. That depends on how you perceive your situation, as well as objective conditions. If their offer is much lower than you feel you can accept, you might consider some alternative arrangements with them:

• Part time, rather than full-time
  
  
• Consulting for a specific project
  
  
• Consulting for a specified period of time
  

You are suggesting these alternatives because you feel you cannot accept the low salary for a full-time job.

If you can work out something on an interim basis, there are several advantages to you:

• You are working, which usually translates into improved self-esteem.
  
  
• You are earning some income.
  
  
• Depending on the nature of your duties, you're in contact with other potential employers through your work.
  
  
• The situation may change and more resources become available.
  
  
• You see other possibilities once you're inside the organization, perhaps leading to a full-time position.
  
  
• You can keep looking for more and better opportunities.
  

Too Many Job Offers?

What a great problem to have these good opportunities. Now you have to choose which is best for you. Writing down your thoughts in the form of the Ben Franklin (or balance sheet) close can help you do that. Take a sheet of paper and make a list of the major factors affecting your decision at the three companies. Assign a value from 1 to 10 to each of these factors, with 10 having the highest value.

Confirmation Letter

A handshake is usually enough. Once you have agreed on the terms and the starting date, you've got a deal. But it's always a good idea to get your offer in writing, especially if you will be quitting your job or moving to another location. Most organizations would be happy to write a letter, but if they were not planning to do so, you could make it easy for them. Use the same technique you used to get reference letters. Draft a letter, including the major points of your agreement: salary, benefits, major responsibilities, starting date, etc. After they have sent it to you, you can respond with a brief letter of acceptance.

You Did It!

By conducting yourself well during your negotiations, you're starting your new job on a high note. They might even see your negotiating ability as a big plus. Now that you're on their team, you can negotiate for them. If you can do that with a sense of humor, that's even better. Now it's really time to celebrate. You have your new job! You've planned, prepared, practiced, and pursued opportunities until you found a really good one. Best wishes in your new position! Isn't it great to know that by following these methods, you can insure your employment future!