Great Salary Negotiation Tips

11 Commandments For Smart Negotiating

1 - BE PREPARED.
The more information you have about your market value and the prospective employer, the greater your likelihood of success. This is the first commandment because it's the most important. There's a wealth of information available on the Internet, at the public library and through professional associations and networking groups. Time spent learning how to negotiate and preparing for negotiations may be the best investment you'll ever make.

2 - RECOGNIZE THAT EMPLOYMENT NEGOTIATIONS ARE DIFFERENT.
When the negotiations are over, you'll have to work with the person with whom you're negotiating. Moreover, your future success may depend on that person. So, while you want to negotiate the best possible deal, you need to do so in a way that doesn't damage your image. At the same time, the employer's primary concern isn't negotiating the least expensive compensation package it can get away with. Rather, their focus will be on getting you to accept the job.

3 - UNDERSTAND YOUR NEEDS AND THOSE OF THE EMPLOYER.
To be successful in this type of negotiation, you need to examine your priorities. What do you really want? Are you comfortable with a low salary and a large equity stake? Are you able to handle dramatic swings in income from year to year? Understanding your needs will also help you determine the type of company you want to work for. For example, a family-owned company may be able to offer a competitive salary and a large bonus based on results, but may not be willing to offer significant equity to a non-family member. A start-up company, on the other hand, may not be able to offer market salary, but will typically offer stock options. By recognizing what an employer can and can't do, you'll be able to determine what issues you should press.

4 - UNDERSTAND THE DYNAMICS OF THE PARTICULAR NEGOTIATIONS.
Sometimes you'll have skills that are in great demand. And sometimes, you may be one of several qualified candidates the company would be happy to hire. Sizing up the situation and understanding the relative position of each party will help you determine when to press your advantage and when to back off.

5 - NEVER LIE, BUT USE THE TRUTH TO YOUR ADVANTAGE.
It's not only wrong to lie, but in employment negotiations, it's ineffective. If you lie during negotiations, sooner or later you're likely to be caught. Once you are, even if you don't lose the offer, you'll be at a tremendous disadvantage, and your credibility will always be suspect. On the other hand, total candor wont be rewarded. You're under no obligation to blurt out everything you know. You can determine what you want to say and how you want to say it, and try to put everything in its most positive light. One key element of your preparation should be to recognize areas of concern so you can rehearse how to handle them when they inevitably come up.

6 - UNDERSTAND THE ROLE FAIRNESS PLAYS IN THE PROCESS.
The guiding principle for most employers when negotiating is fairness. Within the constraints of their budget and organizational structure, employers usually will agree to anything that's fair and reasonable to hire someone they want. Appeals to fairness are your most powerful weapon. Thus, you should be able to justify every request you make in terms of fairness. For example, if other computer programmers in similar companies are being given sign-on bonuses, you should expect to be treated no differently. Your prospective employer will want you to accept it's offer and feel that you've been treated fairly. Understanding the importance of fairness as a negotiating principle can make the difference between success and failure.

7 - USE UNCERTAINTY TO YOUR ADVANTAGE.
The more information you convey to a potential employer about your bottom line, the more likely it will limit what you get. Before making an offer, a company typically tries to determine what it will take for you to accept the position. With that information, the prospective employer will be able to determine the minimum package it needs to offer. While they may not offer you as little as they can get away with, if you've divulged too much information, they likely wont offer you as much as they might have otherwise. By not disclosing exactly what your current compensation is or exactly what it would take to get you to leave your job, you'll force a potential employer to make it's best offer.

8 - BE CREATIVE.
Consider the value of the total package. Look for different ways to achieve your objectives. Be willing to make tradeoffs to increase the total value of the deal. If you're creative, you can package what you want in ways that will be acceptable to the company. You'll also be able to find creative "trades" that allow you to withdraw requests that might be problematic to the company in return for improvements in areas where the company has more flexibility. That way, you can maximize the value of the package you negotiate.

9 - FOCUS ON YOUR GOALS, NOT WINNING.
Too often in negotiations, the act of winning becomes more important than achieving your goals. And it's also important not to make your future boss feel as if he's lost in the negotiations. You'll have gained little by negotiating a good deal if you alienate your future boss in the process.

10 - KNOW WHEN TO QUIT BARGAINING.
The one sure way to lose everything you've obtained is to be greedy. There comes a point in every negotiation when you've achieved everything you could have reasonably expected to gain. While most companies will want to treat you fairly and make you happy, few companies want a to hire a prima donna. Being perceived as greedy or unreasonable may cause the deal to fall apart. Even if it doesn't, you'll have done immeasurable harm to your career. This brings us to the 11th and most important commandment:

11 - NEVER FORGET THAT EMPLOYMENT IS AN ONGOING RELATIONSHIP.
Job negotiations are the starting point for your career with a company. Get too little and you're disadvantaged throughout your career there; push too hard and you can sour the relationship before it begins.

Understanding these principles will allow you to effectively negotiate the terms of your new job. Then do your job well and continually seek out new challenges. As you take on added responsibilities and learn new skills, there will be opportunities to negotiate further improvements.

This article can also be read directly at: http://www.worktree.com/newsl etter/salary-negotiation-tips.html

Sincerely,
Nathan Newberger
Managing Editor
http://www.WorkTree.com
"Helping You Find More Jobs Faster"

Nathan Newberger is the job and career expert at http://www.WorkTree.com Nathan has over 10 years experience in staffing and human resources. He has worked both as a recruiter and career counselor. Mr. Newberger has been the Managing Editor at http://www.WorkTree.com for the past 5 years and his articles have helped thousands of job seekers.

---

7 Steps to Interviews that Win the Job

These days, interviews don't come easily. When you get The... Read More

Job Lead Websites To Use in Your Telecommuting Search

Let me ask you a question: are you tired of... Read More

Using Journal to Support Your Job Search

Are you searching for a job? Here are some tips... Read More

Job Hunting Tips: Staying Active

Unemployment is depressing: financial pressures stress you out, looking for... Read More

How to Overcome a Bad First Impression

Have any of these situations happened to you? Forgetting your... Read More

How To Get a Job Offer From Every Interview

About four years ago a friend told me one night... Read More

Youre Fired!

One-day you're minding your own business and your boss comes... Read More

My Career is in the Doldrums - Do I Need a Coach or a Therapist?

Is Monday the worst day of your week? Can you... Read More

Create a Network and Catapult Your Job Search

Networking is still known as a great job-search strategy, yet... Read More

Pair Your Powerful Resume with a Great Cover Letter

Every great resume deserves a great cover letter.A cover letter... Read More

Where Did All The Farmers Go?

Several times a year, I hear someone complain about the... Read More

It is Still Possible to be Upwardly Mobile in America!

Yes, it's still possible to be upwardly mobile in America:... Read More

Wanted: A Diva for the Job of a Lifetime!

"When I was a child, I always thought the world... Read More

Vocational Experts 7 Proposals to Solve the Unemployment Problem

The subject is constantly in the news and may decide... Read More

Out Recruit The Competition

We hear from our clients that they "hope the candidate... Read More

Create A Rappin? Resume

(Percussion sounds emanating from who knows where while you listen... Read More

Get a Job! Tips for Organizing Your Resume

Whether you're a Vice President of Marketing or a recent... Read More

Telecommuting Cover Letters

Question: How do I market myself online?Answer: With a stellar... Read More

Children At Work: Looking at Child Labor in the Victorian Age

Today, it isn't that uncommon for some children and teenagers... Read More

15 Tips for Writing Winning Resumes

The thought of writing a resume intimidates... Read More

Electronic Resume Writing Tips That Boost Your Interview Appointment Success

Electronic Resume Writing Tips That Boost Your Interview Appointment SuccessBefore... Read More

Unemployment Survival: Creating a Sense of Security

In a time of economic downturn, international turmoil, company restructuring... Read More

Work Is A Four-Letter Word

I can hear the jokes already and most of them... Read More

How to Become a Real Estate Agent

If you're wondering how to become a real estate agent,... Read More

Seven Steps to Making a Successful Career Change

My first job was secretary to Moses. Having to transcribe... Read More

How to Get Paid More Without Being Pretty or Good Looking

Guess what. The results are out they are ugly. Pretty... Read More

Seeking A New Job While Currently Employed : Tiptoeing Through the Minefield

So, you currently have a job but you are looking... Read More

Dont Quit Your Day Job! Convincing Your Boss To Let You Telecommute, Part 1 of 2

Are you desperately trying to find a telecommute job so... Read More

Tips for Building a Successful Career

1. Develop excellent work habits ? for example, meet deadlines... Read More

Resume Posting: Tips for Jobseekers

Recruiting firms, like most businesses today, must embrace technology in... Read More

How to Write a Resume That Stands Out From The Crowd

Today's job market is competitive. Many companies receive hundreds of... Read More

How to Transform a Boring Note Into A Killer Cover Letter - Part I

The AIDA formula is as old as dirt. It was... Read More

How to Write a Scientific Resume

You're a scientist, you're very well educated, you're intelligent, and... Read More