Negotiate/Get/ Keep Job
Negotiations
Tip: You have nothing to negotiate until you have an offer for the job.
Many job seekers don’t believe they are in a position to negotiate anything. “That’s only for top executives. People at our level take what’s offered,” is frequently heard. However, even if the salary is a ‘given’ (and it isn’t, many times), there are other aspects to the job that can be negotiated.
Negotiation is not simply bargaining about salary: it is the process through which you and the employer agree on the overall terms of your employment. These terms can be broken down into four parts:
THE JOB: Title or lever, responsibilities, location, number of people supervised, reporting relationships, and opportunities for advancement.
CONDITIONS OF EMPLOYMENT: Start date, work schedule, and opportunities for “flex time.”
BENEFITS: Vacation time, sick pay, medical and life insurance, corporate-sponsored childcare, tuition reimbursement, and much more.
SALARY: Includes starting salary, frequency of salary review, and any bonuses.
KNOW WHAT YOU WANT
Because you are negotiating for a “mix” of these items, you should know what is most important to you.
What must you have? You may require a minimum salary level, or carfare allowance if working late. If these requirements are not part of the offer, you should be prepared to turn the position down. (In addition to minimum acceptable salary, you should also have a desired salary in mind.)
What is important? These items are desirable, but not essential. You may be prepared to be flexible on one of these to get a “must have”.
What is less important? You can easily “flex” on, or even give up, one of these items in exchange for a higher priority one.
Use your networking contacts to get an idea of the salary range at the company for the job you’re seeking. Does the company have a “grade system?” What grades apply to this job, and what are the high and low salaries for each grade? How flexible is the company on other important items, such as flex-time, commuting allowances, personal leave and overtime?
If you are unable to find this out through networking, you can ask these questions at some point in the interview. But when is the right time?
Formal negotiations only begin after an offer is made; don’t start them before that time. In fact, it’s a good idea not to initiate any discussion of salary; instead, wait for the employer to bring it up first.
In the Decision Interview informal negotiations actually begin as the employer sizes up what you can contribute, and you estimate your worth to the employer. It is too early to begin formal negotiations because the employer is not sure that he/she wants to extend an offer, and the job has not yet been fully defined. You can’t arrive at a compensation level when you do not know the exact job responsibilities or established performance standards.
If the employer asks what you are making or what your expected salary is at this early stage, you could say,
“Could we get back to that after I learn more about the job?”
If the employer persists, you could say,
“I know the salary range at my former company, but I don’t know yours. What is the range for this position?”
Avoid quoting an actual figure. Ask for a range instead, and if pressed, give a range yourself. The figure you are seeking should be somewhere in the middle of the range; if you are looking for $30K, say you are looking at positions in the #25K-$35K range.
Try to get them to “show their cards first.” Negotiating is like a poker game; whoever shows their cards first is at a disadvantage. That’s why it’s best to ask the employer for a range before giving a range yourself.
During the interview stage, strengthen your negotiating position by concentrating on building value and looking for offer signals. You do this by discussing your accomplishments, particularly those that apply to your potential employer’s situation.
Signals that indicate you have established value to the company, and that they are now seriously considering making an offer include:
The interview runs longer than planned; you are asked back for 2nd or 3rd interview; interviewer gets specific about salary, benefits or start date, etc.
NEGOTIATING THE JOB OFFER
Once you have received an offer, don’t respond immediately; the job won’t go away if you ask for a meeting to discuss it further. If not, review the important parts of the package on the phone. As you go over each part of the package, use your list of “must have, important to have, and less important,” to review the offer. If the offer is acceptable fine; if it is borderline consider you present situation, is this the best lead I have, are there other possibilities? What about my money?
When you review and discuss all parts of the offer, you are more likely to arrive at an agreement that is satisfactory to both of you. But remember, negotiating is not arguing. You will be working for this person, and if you negotiate too aggressively, it may affect your working relationship. Always remain calm, friendly, and flexible; if an employer says an item is not negotiable, go on to one which is.
Confirm the Offer In Writing
DON’T BURN YOUR BRIDGES: When turning down an offer, do it in a pleasant note. Keep all options open as long as possible.
The following sites offer further information on the negotiating process:
http://www.rileyguide.com/offers.html
Now that you have your new career job it would be helpful to consider with gratitude how to keep it.
The following list contains suggestions by managers on how to increase your value to the company. http://www.discoverwinningways.com/succeeding-job
Suggestions for Career Success in Today’s Workplace
- Be able to accept change and respond to it.
- Recognize and accept the fact that many issues and situations are not clear- cut.
- Commit yourself to ongoing learning
- Practice continual improvement.
- Be self-confident, but not conceited.
- Do what’s right, not just what’s popular.
- Get along with your clients and other staff
- Prove and improve your worth.Take initiative in taking on new assignments.
- Become known through your involvement in various activities.
- Always, always support your supervisors, even if you do not agree.
- Evaluate your situation realistically.
- Create a career development plan, and always be prepared with an updated portfolio.
- Know how the Company system works.
- Commit yourself fully to your job.
- Hold yourself accountable for outcomes.
- Add value to your organization.
- See yourself as a service center.
- Manage your own morale.
- Be a fixer, not a finger pointer.
- Maintain a positive, professional attitude.
- Learn from your mistakes.
- Never, never gossip or make close friends with whom you work.
- Don’t criticize, condemn or complain.
- Give honest, sincere appreciation
- Become genuinely interested in other people, smile.
- Remember that a person’s name to him or her is the sweetest and most important sound in any language.
- Be a good listener. Encourage others to talk about themselves.
- Talk in terms of the other person’s interests. (Remember: An interested person is an interesting person).
- Make the other person feel important-and do it sincerely.
- Show respect for the other person’s opinions. Never tell a person he or she is wrong.
- If you are wrong, admit it quickly and emphatically.
- Try honestly to see things from the other person’s point of view.
- Count your blessings, not your troubles
Looking Back
…….I was always a dreamer…… I learned to be resourceful, and mother taught us to be honest, reliable and responsible and to have strong work ethics.
(The Art and Science of Success Volume 2, page 178 of Chapter 22, Ayn Ulm author)
You can change your career or find a new job by applying some or all of the information I have shared from my personal experience and training. Add some of what my mother taught me (i.e. strong work ethics, be resourceful) and you can get there in half the time.
Ayn
