Negotiating is the part of the hiring process that makes most people sweat. The anticipation of the process itself, “Will I ask for too much? Too little?…” can produce much anxiety for the candidate.
The employment situation is gradually evolving from an employer’s market to an employee’s market. This is good news for you. Technically skilled and motivated talent is hard for employers to find. If you are the candidate of choice, the company will want to offer you the best compensation it can afford in order to get you on their team.
To enhance the probability of getting the offer you deserve, understand and apply these ideas:
THE NEGOTIATING PROCESS STARTS WITH THE VERY FIRST CONTACT. People mistakenly think of negotiating as something that is done at the end of the interview process, once the final candidate is selected. The knowledgeable candidate understands that early positioning is the ultimate key to negotiating success.
The first impression you make- whether on the phone or in person – is setting the stage for negotiations down the road. The more the company wants you, the better your bargaining position later on. Be a prepared candidate with both content and presentation of your answers.
DO NOT BE THE FIRST TO MENTION MONEY. It is natural to be concerned about money. But remember that if you ask how much the job pays, it makes you appear anxious as well as pre-occupied with the money rather than the job or the company. Put your full attention into learning more about the company and helping them to get to know the VALUE you bring to them.
The company will want you to be satisfied with your compensation, while also balancing their internal need to stay within established guidelines and salary ranges. If the interviewer asks your salary requirements, let them know that you cannot determine that until you have a full grasp of the position’s scope of responsibility and accountability.
UNDERSTAND YOUR MARKET VALUE: When it comes time for the offer, and your response to it, be sure you have done your homework ahead of time. Do not automatically use your former salary as a reference point for your next salary requirements. Research the average salary ranges for the type of work you are looking at. The Department of Labor has information about local and national trends.
NEVER RESPOND ON THE SPOT TO A VERBAL OFFER. Some people are so grateful that someone would want them that they say “yes” on the spot. This is not good negotiating. Even if the salary is what you had hoped for, there might still be aspects of the employment situation or benefits that were overlooked or unclear.
Remember, when you say “yes” you are accepting all aspects of employment, not just the salary. If you are not satisfied with the offer, let them know right then and there. Even if they up the ante, do not give a final response until you’ve at least slept on it.
ALWAYS ASK FOR THE OFFER IN WRITING. This solidifies the company’s commitment to you. It also lessens the possibility of a misunderstanding later on. The letter should be as specific as possible, indicating salary, benefits, waiting periods if any, reporting structure, start date and any other aspects that you have verbally discussed. Adapted from the author’s column, previously published in the Syracuse Post Standard
