Negotiating Salary
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Identify Your Interests
Both you and your potential employer probably have concerns or
aspirations that are not strictly monetary. For example, you might
want training without having to pay for it. The employer can satisfy
this interest in more than one way, such as by building a cushion
into your salary that would cover schooling costs or just paying
for the schooling on your behalf.
Before you start negotiating salary, prioritize your various interests
and identify things of value that you are willing to trade for
something else.
For example, is salary in hand more valuable than the potential,
but risky, reward of stock options? Are flex hours more important
than a guaranteed promotion in six months?
When you negotiate the terms of the deal, discover what your employer's
various interests are. For example, maybe the salary negotiator
cannot go above sixty-five grand and still maintain equity of salary
within the company.
But maybe the negotiator can offset a concession on your part
by paying for your education, offering stock incentives, or giving
you a signing bonus. Be creative.
Compete but Cooperate
If the salary negotiator is using hardball tactics, like being
forceful, brisk or patently stubborn, you will do better not to
just lie down and take it. If you encounter a negotiator who wants
to play hardball, respond strategically. Do not allow the negotiator
to bait you. Remember your goals and why your requests are fair.
Withhold information that might weaken your position.
On the other hand, if the negotiator makes a concession, it is
important that you also appear cooperative. You might need to make
a concession as well. Negotiating salary is not about winning,
as much as it is a dance toward a goal.
When dancing, each person makes moves with reference to the moves
of the other person. When both people dance together, it becomes
less likely that either person will suffer bruised toes or damaged
egos.
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Negotiating Salary
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