Creating a win-win circumstance in any salary negotiation is important. Remember, they want you enough to have extended the offer in the first place. Use that to your advantage. Such is productive mindset during any career transition, specifically related to your ability to answer questions effectively.
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Practice asking and answering both common and tough questions... including pre-offer negotiation tactics.
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Practice setting yourself up for productive negotiation.
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Practice your two minute drill every chance you get.... its the fundamental building material of your communication strategy--your verbal collaterals!
Let's apply that "perfectly practiced" approach to the art of POST-offer negotiation tactics. First, select an approach that matches your general communication style... are you passive, assertive or and aggressive communicator. As a general rule, passive communicators are well served in upgrading their approach to assertive. In today's marketplace, all but a few aggressive negotiators are better served using the assertive approach. Counter offers are rarely accepted easily.
The clue, here, is to consider practicing toward the assertive approach. Know what you want and need and negotiate your way to it. You're WORTH IT, aren't you?
POSITION WORTH ---------------------------------------------------------------------------------------------------------------------------------------------------------
The strategy is to consider the total value of any offer...
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Base Salary
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Structured Bonus Money (payable in a regular and frequent paycheck)
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Unstructured/discretionary Bonus Money or other additions to payroll dollars
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Employee Benefits Package
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Perks of the position/level
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First Year Vacation
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STARTING DATE (Yes, starting date)
PASSIVE NEGOTIATION -----------------------------------------------------------------------------------------------------------------------------------------------
The strategy is to position your acceptance of the offer along with asking about (not for) a single item of value to you... usually base salary or first year vacation...
"You have extended a most attractive offer and I look forward to meeting and exceeding your
expectations of me... everyone I've met during the interview process is the sort of people I like working
with... but is there anything we can do about your base salary offer?"
ASSERTIVE NEGOTIATION---------------------------------------------------------------------------------------------------------------
The strategy is to position your acceptance of the offer along with asking about (not for) each item of total position worth...
"You have extended a most attractive offer and I look forward to meeting and exceeding your
expectations of me... everyone I've met during the interview process is the sort of people I like working
with. If you have a few moments could we go over the details of the total offer? Is there anything
we can do about your base salary offer? etc...etc....etc"
AGGRESSIVE NEGOTIATION---------------------------------------------------------------------------------------------------------------------------------------
The strategy is to position your acceptance of the offer along with asking for a supplement to each item of total position worth...
"You have extended a most attractive offer and I look forward to meeting and exceeding your
expectations of me... everyone I've met during the interview process is the sort of people I like working
with. If you have a few moments could we go over the details of the total offer? You have offered a
base salary of $5000 per month for this position, but it would seem that the position would be worth
at least $xxx (3-5%).Is there a way to close the gap? etc...etc...etc"
ACCEPTING THE OFFER-----------------------------------------------------------------------------------------------------------------------------------------------
Negotiation is not a game. It is a win-win dialog to optimize what the offered position is worth. A handshake, a "yes" and a welcomed "...looking forward to getting started next Monday" is in order.
NEGOTIATION OF MULTIPLE OFFERS-----------------------------------------------------------------------------------------------------------------------
CAUTION: Negotiation is not a game. Negotiate for the position most desired to try to maximize their offer. Let them know about other offers, but not in money specific terms. This should be a "position of strength," so don't blow it!
"If you
practice the way you play, there shouldn't be any difference. That's why I practiced so hard.I wanted to be prepared for the game."
Michael Jordan (1963- )
American basketball player & business person
regarded by many as the greatest basketball
player who ever played the game
BACK TO Answering TOUGH Questions | BACK TO Answering Questions Effectively | PRE-Offer Tactics | POST-Offer Strategies
Bob Maher, CMF... The Careerpilot
Bob created his online presence, www.careerpilot.com, in 1994. He has over twenty years of successful experience in Corporate Recruitment, performance management and Career Management Services. He is an entrepreneur and innovator in the use of information technology in the recruitment and employment process. On the Founder's Council of the Association of Career Professionals - International and quite active in their Professional Development, Technology and Chapter Growth initiatives--a frequent speaker at industry conferences and seminars. Awarded the prestigious "LIFE ACHIEVEMENT AWARD" in 2006.