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Negotiate Better Job Offers with This
Twelve-Point Checklist
By Ann Wilson
You’ve been through an employer’s interview process successfully and have
now been extended a job offer. And you think the offer could be better. If
that’s the case, read on to find out cutting-edge strategies that’ll help
you negotiate a better deal.
1. There’s no need to accept the offer
on the spot. Do express your appreciation for their offer and ask how long
you can take to make a decision. Use that time to prepare your approach.
Remember, they need you just as much as you need them. Come from a position
of strength and confidence.
2. Be clear on your priorities -- know
what’s critical to you personally and what’s not. Based on this, define your
deal-points and deal breaking points. This should not be limited to your
salary.
3. That brings up this important point
-- negotiate more than just the salary. Maybe things like extra days of
vacations, certain types of expenses you want taken care of, flexible
working hours, etc, based on what’s important to you.
4. Be yourself. Don’t try to adopt a
negotiation style that’s not you. Don’t try to be overly cooperative if you
are aggressive by nature, or vice versa. Conduct the negotiations keeping in
mind the industry, the position and the person you’re negotiating with.
Always be tactful and considerate -- rudeness has no place in any
discussion.
5. Be patient and willing to hold out
for what you deserve. The whole process may require more than one meeting
and could take several weeks. Don’t rush it. Also, be willing to walk away
from an offer (unless you’re unemployed and in a desperate position). That’s
a tried and true tactic that often brings results, though you should be
prepared to lose the offer if you do use this approach.
6. When it comes to salary, don’t be the
first one to name a figure. Of course, employers usually make an offer
first. If you are asked what salary you want, try to redirect the
discussion. Say that you’ll look for a salary in line with what’s typical
for such positions and that you’d like to discuss the offer as a whole
before coming to specifics on money.
7. If the employer is not willing to go
along with that approach, then quote a range. Say that you’re looking for
something in the 80s or 90s, but the exact figure depends on the position,
benefits and other factors.
8. Take care of fringe benefits. They
can make a very important difference to your overall financial position and
quality of life. Look at things like medical insurance, relocation expenses,
stock options, paid parking, health club membership, etc.
9. Do your homework before you go in to
negotiate a job offer. Know what salaries are typical for your position.
Also, do your math correctly. You might find that earning an extra $10,000
might put you into a higher tax bracket resulting in lower take-home pay.
Look at additional expenses the new job would involve -- relocation, more
expensive commute, etc. Do this preparation beforehand; it’s very unlikely
that you’ll be able to think through everything while in the thick of
negotiations.
10. When trying to negotiate a higher
salary, state your current salary grossed up for all bonuses, commissions,
benefits that you receive. Don’t limit yourself to just your pre-tax salary.
11. Be flexible. Negotiations are about
give and take. You might have to concede some points to gain something
that’s valuable to you personally. This is another way of saying ‘play
fair’.
12. Stick to the truth. Exaggerating
your qualifications, work experience, current salary, etc, is risky -- it is
quite likely that the employer will find out and then the job offer may be
retracted. You may even be fired from your job if they find out after you
join them.
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Ann Wilson is a successful business author who writes extensively on jobs and careers. Her articles include best
tips for interviews,
answers to tough interviewing questions and many others with cutting-edge advice on interviewing.
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