Are you prepared to negotiate a
job offer? New research shows 42 percent of professionals are
uncomfortable negotiating; approximately 25 percent admit to never having
negotiated in the workplace. A study also shows that many of 39 percent report
feeling anxious about negotiation.
To succeed, job seekers need to
take the lead. Here are some tips for getting started:
1. Know
what you can live with. Keep a list outlining your needs. Ask
yourself the following questions, and know the answers:
·
What's going to make you love your job?
·
What will make you proud to come to work every day?
·
What would keep you at a company?
·
What do you hope to earn?
·
What is the least amount you'd accept?
Draw up a detailed list of what
you "want to have" and "need to have."
2. Know
about the company. If you have inside information, it can be
easier to negotiate. For example, has the position been difficult to fill? If
the job has been open for a while, the employer may be more willing to negotiate with a qualified applicant. How unique
are the skills needed for the position? If it’s difficult to find someone with
your special skills, you probably have additional leverage to state your terms.
Following companies on Facebook, twitter and LinkedIn is one way to tap into
useful "insider" information. When employees at your targeted
companies change their status, you'll be among the first to know that a
position may be open.
3. Research
your market value. What are other people earning? Consult your
network. Enlist fellow professionals in evaluating your worth. Often, your inner
person and networks are more than willing to quote industry salary figures that
aptly reflect the current market. The bonus here is that consulting this group
can also give you insights into your counterparts' negotiating style and
preferences."
Use salary survey to identify what others
in similar jobs earn.
4. Be
creative. You can negotiate more than just your starting wages.
Sometimes, employers' hands are tied regarding actual salary figures, but that
doesn't mean you can't pursue more favorable terms about other important
aspects of your package. Here are some examples:
·
Vacation time, flexibility, tuition reimbursement, and the date of
your next salary review
·
Overtime, days off, and relocation expenses
·
Company car, expense accounts, bonuses, etc.
·
Benefits (health, retirement, disability, stock options, education
assistance)
·
Relocation expenses, and reimbursement for commuting costs
Virtually anything a company
can provide an employee can be a negotiation factor.
5. Create
a written proposal.
If you're asking for something that goes against the norm, take the time to
draft a plan showing the details of your request. Employers are more likely to
arrive at 'yes' answers if they have all of the particulars of your request at
their fingertips.
6. Don't
give in. Negotiate even if there's no precedent. The very best
negotiators don't shut down when they hear 'no' or face resistance. They insist
on objective criteria, asking clarifying questions, and elongating the
conversation rather than capitulating too soon. Realize it's okay to be the
first one to ask for something; you don’t need an army of people who want the
same thing as you if your rationale is compelling.
7. Things
to remember to hunt successfully in a stubborn job market:
·
Never burn bridges—communicate in an open and thoughtful manner.
·
If you aren't prepared to walk away, don't offer ultimatums.
·
Look for the common points—use them to negotiate.
Career coaches have always
suggested that networking helps land jobs. Research suggests a strong focus on
networking may make a difference in the last stages of sealing the deal:
Approximately 48 percent of professionals report feeling confident about
negotiating. Grow and maintain a strong network and rely on it in every stage
of your job search.
Miriam Salpeter (US News)
