Tag Archive for negotiation

Salary Negotiation – What to Avoid

February 20, 2012 admin Uncategorized

When applying for a new job, the job interview part can really make or break your career.  This is why it is important for you to present yourself well and be prepared, as this will really affect what the company will think of you.  A lot of different things are discussed in an interview so you have to be ready.  Be prepared on the things you should say and not say, particularly with salary negotiation.  Learn all about these strategies and tips, along with what you need to avoid.

Before going to your interview, already have a figure in your head so that you can show that you know your worth.  You don’t have to give an exact amount, having a range is good enough.  To help you out, do some research on the market average salary for the position.  Also be prepared with your past achievements so that you have a basis to why you are asking for that particular amount.

Not being straightforward is one of the mistakes many make during job interviews.  You need to remember to be honest and speak up if you are unhappy with the offer given to you.  If you don’t speak up, you will be stuck with a salary you won’t be happy with, which isn’t a good thing.  Say that you want to counter the offer with something that is more acceptable to you.

Try not to discuss compensation unless the employer brings it up because you need to show your interest in the job before anything else.  Bringing up salary talks first could possibly bring you to a losing end, which is certainly something you would want to avoid.

Also, avoid saying yes or no immediately after the offer has been given.  Politely say that you will think about it and take a day or two to sleep on it.  Aside from the amount being offered, you need to consider the job itself and if you will be happy working for the company.  You should also consider other benefits such as vacation leaves, sick leaves, signing bonuses, car allowance, evaluation process, retirement and other things.  Make your decision and make sure that the offer is something you are completely happy with.

You can avoid any mistakes in salary negotiation with understanding these things.  Many aren’t comfortable with negotiating but it really has become necessary so that you can be sure to be satisfied with your job.  Work hard and perform well so you will be compensated greatly.

You can easily be successful in getting that salary you are after.  For more pointers, check out the salary negotiation site.

 

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Salary Negotiation – Essential Strategies

February 6, 2012 admin Uncategorized

Salary negotiation is considered an art around the workplace these days.  This is because a lot of planning and thinking is necessary before you can request a pay raise from your employer.  This skill is also great for job interviews when you are being given an offer that you would like to negotiate.  Discover successful strategies to help you easily achieve the salary of your dreams.

In the first couple of interviews you will have to go for a particular job, you can already expect to be asked about the work package.  When this is asked, you need to know what you want and be assertive in getting it so that you won’t feel like you are getting the bad end of the deal.  Make it a point that you speak your mind but make sure that what you say is appropriate and will help you get the job.

Don’t accept any offer unless you have already discussed the compensation package with your future employer.  If you aren’t happy with what is being offered to you in terms of salary and benefits, politely request for time to go through what was given.  Once you have decided on what you want and if you are going to negotiate, email them your requests so that you can try and negotiate for a better deal.

However, when thinking about the offer, don’t take such a long time to decide on what you want.  You need to act on in quickly because someone else will be ready to take the job if you aren’t.  Only take a day or two to go through the offer again and make sure to get back to the company right away on if you will be accepting, declining, or negotiating the offer.

If the salary offered to you isn’t so high, you can compensate it with requesting for more benefits.  You can ask for more vacation leaves or even health benefits that will make the offer better for you.  Whatever you ask for, make sure that you will be able to prove you deserve it with what you can offer the company.  The higher you ask for, the more they expect out of you so you need to be able to deliver.

You work will always be assessed after a couple of months of being in a job.  Remember that when entering into a salary negotiation because a company will only pay you a high amount if they know you can earn profit for them.  If you want to get paid a lot, make sure that you can earn a lot for the company as well.

You can easily be successful in getting that salary you are after.  For more pointers, check out the Salary Negotiation site.

 

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Tips For Salary Negotiation

January 16, 2012 admin Uncategorized

Now, one certainly do not want to loose a potential candidate however, offering a huge salary at the very first go might prove to be risky at times. So, what to do? An employer and the respective manpower consultants should know the tactics of negotiating on the salary part froBefore we move on to the tips of salary negotiation, being an employer you need to understand the factors on which it depends:
Designation or job level within your organization.
Skills and experience required for the job.
How versatile the aspiring candidate is.
Professional growth of the candidate.
Market value of the relevant job.
Salary range of that position in the market.
Expected salary of the candidates should match with their skills as per your convenience.
Company specific rules and your HR practices.
Besides, you should consider that how urgent do you need to fill in that position. If the requirement is too urgent, you can always give a chance to the potential candidate within a salary package near to the expected one. If you want to take time and choose an expert professional then you may go ahead with the negotiation. See, ultimately it is the employees who work for you thus, no point making them dissatisfied.
Now, that you have understood the factors let us move on to the negotiation tips.
Negotiation is not winning over someone. It is joining hands and coming to a satisfied mount from the company’s prospective and employee standards. Look at the expertise one needs to have to fit in the particular vacant job. Ultimately it is about gaining something out of the other party by offering your relevant services. So, understand this fact and move accordingly.
Make a crosscheck or reference check of the candidate’s previous experience and job responsibility and how well the given job was executed from his or her part.
Do give a certain hike to the potential candidate. However, if you feel that the candidate needs to learn a lot then clarify this at the very first stage.
Be frank with the candidate to know his or her lighter side. This makes the manpower consultants understand their interpersonal skills and adaptability within the organization.
So, from next interview keep these tips of salary negotiation in mind and gain max out of it.
m the candidates.

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The Art Of Negotiation Of Salary Negotiation

January 9, 2012 admin Uncategorized

Negotiation is a skill that not everybody believes that they have. The truth is that it could be a very hard thing to do because a lot of factors usually set in where confidence could be an issue as well. The idea in negotiation is that it is important that the negotiating parties are able to get something good out of an agreement. This concept holds true even in salary negotiation where an employee tries to get what he wants but the company should also have good numbers in return.

Take note that the art of negotiation is all about communication. It is important that you are able to clearly say ask for what you want and listen to what the company has to say. When you find yourself asking for a raise or perhaps applying for a new company, it would be a good thing to bring your salary request across in order for the company to know what you want. It is also a good time for you to show them that you are deserving of your compensations and worth.

The art of negotiations also requires that you are prepared at all times. This means that you have to get your facts straight regarding the reasons why you are asking for such a salary based on the experiences that you might have acquired or from the market value that your position usually gets. It isnt necessary that you brag about yourself but clearly stating that you are an asset to the company that is about to hire you.

When you are already an employee of the company, you should know whether or not you actually deserve the salary that you are asking for. Perhaps basing your request on the status of your work is a good way of knowing if you are truly deserving or not. Generally speaking, if you are an employee that isnt able to deliver then you should save yourself the time and effort from asking for a salary offer.

Confidence is a very important trait that you should have when entering into a negotiation. It is important because this is how your employer will see that you are serious about what you are asking for and not taking things by chance. Confidence could be acquired by knowing that you have done a lot of contributions and that you are proud of them; making negotiation a lot easier for yourself.

In effect, going into salary negotiation doesnt necessarily mean that it is in the confines of your work alone. The fact is that there is negotiation that happens in everyday life and knowing how to successfully enter into terms is something that you will benefit from.

There are many things you can do to prepare for negotiating for your salary. For more details visit the site on salary negotiation so that you can ensure that you are successful in getting that salary you deserve.

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Salary Negotiation – How To Negotiate

January 2, 2012 admin Uncategorized

Two of the most important things you have to know before applying for a job is your worth as an employee and what it is worth to get the job that you like. Without doing your research you will not be able to successfully do a salary negotiation. The reason why it is so important for you to know these two things is for you to be able to make a stand when you are applying for a job. Remember that it is always possible to get the salary that you have always dreamed of as long as you know to get it.

The minute you are able to evaluate what you are worth as a future employee you can start looking for work that you believe is right for you. Remember that during the interview try not to mention anything about salary the moment you have a chance to. The best thing to do is to ask about the responsibilities that are expected of you and ask about the position that you will be given. Perhaps once you are given an offer you can start asking about possible compensations you will be getting.

When you are given an offer do not be too quick to accept it right away. It would be good for your employer to see that you want to think about what was offered to you, who knows, what if you get a counter-offer just for you to accept the job on the spot. You must remember to get back to your employer as soon as you can or else risk losing the job completely to another applicant.

In the event that you are given an offer and believe you should be offered something more, you can always negotiate the terms. Before you do this, you have to be prepared to show them the reason why you deserve something higher. Perhaps it is best that you are able to consolidate your past achievements and have them prepared in case you have to show them what you are worth. In addition, you can also mention what you wish to achieve as an employee of their company and mention ways on how you will achieve it.

Take note that when you enter into a salary negotiation, there is a chance that you might not be given what you ask for. You have to be willing to compensate with your future employer and try not to be too demanding as well. If you are not given the amount of salary that you want perhaps other compensation benefits can be drawn to replace that.

Knowing how to negotiate compensation during salary negotiations may go a long way. You increase the chances of you getting exactly what you believe you deserve and allow yourself to enjoy the job you apply for.

About to enter into salary talks, have no fear and have a look at the salary negotiation site. Here you will find out what you have to do to be successful in getting that pay you want.

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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition

October 23, 2011 admin General

Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition

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The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revised

As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step- by-step approach comes to life in this book, which is available

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Salary Negotiation Strategy to Get That Salary Increase you Deserve

October 13, 2011 admin Uncategorized

There are a few important things you have to keep in mind and follow properly when applying your salary negotiation strategy, no matter how badly you want to get that raise. Your salary negotiation strategy should be prepared ahead of time.

Don’t be caught saying or doing inappropriate things that might turn against your favor. Although desperate times call for desperate measures (forgive the cliché), I’m sure you’d rather walk into and leave that office with as much dignity as possible.

1. Don’t approach the boss at a “bad time”. If you want to score a good deal, lurk around the secretary’s desk for a while. It might help to know that the boss is in a good mood. If he or she is preparing for a stressful event such as a board meeting or the like, opt to cancel your little visit for a later time or date.

2. Don’t get too emotional. Remember, it doesn’t help if you approach the boss teary-eyed over your “dire need” to get a raise because your wife is pregnant or your father needs money for hospitalization. Although these are factors as well, focus on the task at hand, which is convincing your boss that you deserve that raise because you have proven your worth to the company. A good salary negotiation strategy doesn’t rely on emotional outbursts.

3. Don’t expect a lot. Even if things don’t go as you planned, it is vital that you keep your composure and act as a professional. Maybe the company is experiencing some problems of its own as well, causing some delays in implementing your salary increase.

4. Don’t get too caught up in the paycheck. Although cash is good, be open to other options such as a longer vacation leave or medical benefits as incentives to the hard work you’ve done. This smart perspective on salary negotiation will make you feel better.

There it is, be sure you follow the vital tips above if you want your salary negotiation strategy to go your way. Your big raise is just a few steps away!

Let Michael Lee teach you how to easily persuade and influence people to willingly and eagerly do what you want them to do… guaranteed! Go to http://www.20daypersuasion.com and get remarkable persuasion tips free!

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Deal or No Deal – How to Negotiation Anything

October 7, 2011 admin Uncategorized

Everything in life is a compromise; everything in life is a negotiation. We all seem stifled by the word and implications that surround negotiating. Yet what most of us do not realize is that we have been negotiating since we were born. From the time we wanted a bottle or refused napping our education in negotiation began. In fact, research for this article illustrates that 43% of the American workforce changed jobs since 2006. And, the divorce rate in the United States hovers at over 53%.

However, we become increasingly befuddled by negotiation. We hold strong beliefs that negotiation is meant to be a battle. We begin negotiations on the defensive and seek to end them in a similar manner. The most vital idea to comprehend about negotiation is its definition. Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests. Conceptually negotiation is a communication and critical thinking exercise inducing creative problem solving. This article seeks to address ways in which you can negotiate and still move away with your credibility and friendships in tact.

The best concept for understanding negotiation is to indicate what it isn’t. We first need to debunk the myths.

Myth: Negotiation is about winning and losing.

The myth of win-lose is ancient. Validation of winning is not bequeathing more concessions than the other party. One simply needs to be concerned with the amount of take. This denotes loss.

Myth: Negotiation is about power

All people in a negotiation have power. If two sides are negotiating each as an equal amount of power, one desires something from the other. Yet negotiation is not so much about power, it is about honesty or lack thereof. Power stems from the side that enables it. Donald Trump by nature believes he has power due to wealth and notoriety, yet if he desires something from someone else the power shifts. The larger concern is not relinquishing power to the opposing side.

Myth: Negotiation is about chicanery

In reality, negotiation is about resolving an issue where both sides obtain equal value by amicably and honestly agreeing to terms. However, negotiation is similar to chess, strategies are used and sometimes held so that each party gains more than they requested. Rather than lie, most negotiators are honest, they simply do not fully disclose information.

Myth: All negotiations are about prices and are sales related

Nothing is further from the truth. Negotiations stem from all walks of life: from dating, to deciding upon a movie to noise decibels. Negotiating establishes boundaries and how far each side allows another within them.

Perhaps the most understood principle of negotiation is a requirement to plan. Most often, negotiations fail due to improper procedures, paperwork or misread issues. Planning is the first and vital step in every negotiation. Each party should strategize to define the motives of each side, goals that might be addressed, time frames and players. Research affirms that in 73% of most negotiators are unprepared. This step is vital to assist in moving forward. Good planning and comprehension help to avoid miscues and maintain proper and efficient conversation. Exemplars of good negotiation techniques are barely surprised by new information.

Negotiations are mixed motive situations. Each side arrives with a variety of goals and objectives- even timeframes. What appears urgent to one; is apathetic to another. It is imperative that issues be immediately addressed. Most importantly, the issues must be documented so all parties agree without a misunderstanding. A foppish issue should not resurface at a latter time. The more detailed the documentation the easier it becomes to facilitate conversation. Once agreed to, timetables should be established so as not to languish on any one issue.

Negotiation is information and relationship dependent. Information is crucial to negotiation. The data need be specific; it is easier to comprehend and complete issues. Typically a tactical ploy to assist concessions, most data is not displayed. Negotiators should then decifer the most imperative issues first do that all needed data is disclosed making for effective conversations. Coincidentally, conversations are more placid when parties are familiar with each other. Particular interest is implicitly displayed since familiarity with both parties shares a common interest- “saving face”. Dignity is a traditional process. Whether in business or amongst friends, all desire to maintain honor, especially with familiarity of the parties. As the cliché states familiarity breeds content; the more familiarity with someone the easier the negotiation!

Egos and Communication. Another crucial component for negotiation success is to check you baggage and your ego at the door. Good negotiators know they are purposeful and do not advertise their success. A negotiation is concerned with mutual agreement not wins and losses. Keeping egos in check helps alliances and other desired relationships.

Additionally, all negotiators need reminders for ears and eyes and not mouth. Too often negotiators tend to spoil alliances by speaking too much. Peter Drucker once stated, “Communication is often about what is not stated”. Listening enables all to understand issues, allow for issues that might go unstated and strategically enable the “opponent” to move first. The alliance builders understand the vitality of listening, it is a practiced art form.

Compromise, Commitment and Conclusion. Negotiation would not exist if not for the power and the reciprocity of compromise. Concessions enable negotiators to agree on small things to assist in declaring small victories. Accommodations negate foolish issues and streamline discussion. Once decided, agree to commitment and document so as not to rehash. Trivial details take time away from other important issues. It is more important to move forward then review unnecessary data. Once the issue is complete, move forward or conclude, it allows less time for pondering decisions.

To allay any fears of negotiating, it is best to align this business tactic with athletics, it is a learned format not born. Admittedly, there exist individuals that love to converse and banter yet negotiation is not an easy skill. It takes patience, persistence and proper listening to understand the issues. Negotiation is a part of everything we do in life, almost every day. It is a skill that combines crucial critical thinking, reciprocity, and professional communication. It is not easy to win friends and influence decisions in negotiation, yet if we understand motives, create a thorough plan and expect the unexpected, each negotiation we have becomes easier and more effective. Negotiation increases our perception, our patience and our resolve to maintain business relationships.

2007. Copyright Drew Stevens PhD. All Rights Reserved.

About Drew Stevens PhD

Drew Stevens PhD is known as the Sales Strategist. Dr. Drew creates more revenues in less time. He is the author of seven books including Split Second Selling and Split Second Customer Service and Little Book of Hope and is frequently called on the media for his expertise. Sign up for Dr. Drew’s newsletter The Sales Strategist at (drew3-143901@autocontactor.com) and review his new book Split Second Selling at www.gettingtothefinishline.com/products.asp Also visit Dr. Drew’s Blog located at http://drewjstevens.blogspot.

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Negotiation Preparation = Negotiation Success

October 6, 2011 admin Uncategorized

Mediocre sales people are notoriously bad planners. It can be said that they habitually “play” more than they “practice”. Going into most sales interactions unprepared, thinking they can “wing it” and negotiating “off the cuff”. Top negotiators know differently. Top performers know that in order to successfully negotiate with clients they must plan carefully or risk being left vulnerable. Without proper strategy, your opponents will use your lack of preparedness to their advantage. In other words, you are likely to give up more than you intended because you didn’t have a plan.

Here are 9 areas of planning to consider before you start a negotiation with a client:

1) Determine your goals.

Negotiation is the art and science of reaching an agreement that meets your and your client’s goals. Your strategic goals create the measure you judge yourself by at the end of the processes and need to be set before the negotiation begins. Your goals also will act as your guide during the negotiation, supporting everything you say, every move you make and every agreement you reach. Carefully planning your strategy in advance will ensure you reach the goals that you and your company want to achieve. Remember that all goals should be set using the S.M.A.R.T. formula (Specific, Measurable, Attainable, Realistic and Time bound).

2) What’s your BATNA?

What will happen if you do not reach an agreement with your client? One of the biggest negotiating dangers is being too committed to gaining an agreement and being unduly pessimistic about what would happen if the negotiation fails. In my experience, most sales people are overly committed to having to reach an agreement (sometimes at the expense of all profitability) when they have no other options. Do yourself a favor. Ensure you have at least 3 opportunities waiting to close (or negotiate) for everyone that you are negotiating now. These 3 other qualified opportunities are your “Best Alternative to a Negotiated Agreement (BATNA)” because they ensure you will never feel desperate to close business.

The willingness to walk away is the most powerful negotiation leverage you can have. You only will feel able to walk away, if you have something else to walk away to. Yes, you understand me correctly; prospecting is the key to negotiation success.

3) What is your position?

Specific goals for your negotiation can be called positions. Positions are simply your statement of what you need to get in order to accept the deal. You should take some time before the negotiation to document what you want to get, need to get and what would be nice to get out of the interaction. Writing down these positions will make them clear in your mind and will help you focus the discussion. While you are at it, it is good practice to guess at what the client will want and intend to get as well.

4) Hide and Seek.

As well as positions, we all have other things we want to hide from (or avoid) and seek in the negotiation. Often, these are more hidden or more political things. For example, your client may want to save face and you want to augment your reputation. You may want to avoid exposing conflict inside your own company and the client may want to avoid including certain colleagues in the process. During your preparation it’s valuable to ask yourself what you and the client seek, and want to avoid. It’s often the positions in step 2, combined with the needs and concerns from step 3 and the hidden political drivers that position the negotiation.

5) Find the missing link.

So, you know your goals and positions, and you have taken a smart guess at your client’s goals and positions. Now is the time to find the link between the two. Linking your goals to the customer’s goals is a key to effective selling. A negotiated agreement is only profitable if it satisfies all parties. The best way to accomplish this mutually profitable relationship is to focus on finding the missing link between the objectives of you and your clients. Of course it if difficult to do this accurately if you don’t know what your client’s goals are. Think of this as a sales challenge: the better qualified your client is, the more you know about them and understand their goals and the better prepared you will be for the negotiation. Great negotiators start preparing for the negotiation at the start of the sales cycle…. and never stop!

6) What’s your bottom line?

Your bottom line is the absolute, last resort and final offer on each key issue. It’s your walk away point. Setting a bottom line in advance of your negotiation is important because it makes it easier to resist the temptation of agreeing to an unprofitable deal. Setting a bottom line protects you from seller’s remorse and it makes it easier for others to participate in the negotiation with you because you can provide a framework for them to negotiate in. There are some downsides though. The most notable is that having a bottom line can discourage creativity and may limit your ability to capitalize on new information revealed during the negotiation discussions. Be careful not to set your bottom line too high. It’s easy to over estimate the value of what you are selling – especially if it is personal – like your car or house!

7) Identify your trip wire.

The best negotiators document a trip wire for every negotiation, which will indicate to them when they are close to their bottom line. Your trip line is established to ensure you do not enter into agreements that you will later regret. Establish a trip wire by identifying an outcome that is slightly better than your BATNA and bottom-line, but far from perfect. When a trip wire is triggered during a negotiation, commit to taking a break and thinking about the situation before accepting the deal. The last thing you want is to be forced into a position to take a deal that is worse than your trip wire. As a last resort, accept your trip wire and an acceptable end to the negotiation, ONLY if you are able to receive something in return (see my No Free Gifts article for ideas).

8) Where are you weak?

No one likes to admit they are not perfect. Especially sales people! The truth is, no negotiation argument is perfect and yours are no exception. Everyone and every negotiation argument have at least one vulnerability. Your weakness is that spot that threatens the achievement of any one of your goals based on a real or perceived vulnerability in your argument. Don’t ignore or brush off a perception. Your clients’ perceptions of you are the reality in which you negotiate. When planning for a negotiation its wise to consider your weaknesses and plan for effective responses.

9) Giving concessions.

In my recent No Free Gifts article we spoke about the art of giving concessions. The first concessions you always give need to be “non monetary”. In other words, something that does not sacrifice the price of the product. If the client will not accept a non-monetary concession than it maybe necessary to give a price break (monetary concession). For your point of reference, a concession is the act of granting, yielding or surrendering a right, privilege or gift. Your treatment of concessions will determine your success or failure in a negotiation and long-term relationship building. Always remember the cardinal rule: no free gifts! For a worksheet to help you plan your monetary and non-monetary concessions click here .

Sure, it may seem daunting to prepare for a negotiation. That is because often-sales people don’t like the thought of getting to work! According to CSO Insights, just 10 minutes of prep can increase your effectiveness by up to 42%. Knowing that, doesn’t it make sense too spend a little time thinking and planning before your next negotiation rather than simply jumping in unprepared?

Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions (www.Engage-Selling.com). Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line.

Start improving your results today with Engage’s online Newsletter Engaging Ideas AND 10 weeks of free sales tips: www.EngagingIdeasOnline.com

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Salary Negotiation Power Tips

October 5, 2011 admin Uncategorized

As a former Manager I can tell you that money is the most sensitive issue in the whole hiring process. It’s sensitive for both prospective employer and job applicants. Handled correctly, both employer and applicant can come to an amicable figure. Here are eight ways I found that make the process of salary negotiation more efficient.

All of these are from the applicant’s point of view but will serve employers as well because the applicant will be well prepared for the process.

1) Do Your Research.

Before the actual interview, contact the professional organization that represents your field or career. They should be able to provide you with salary information based upon averages for particular job functions. With that information you can now examine your monthly cash requirements. Remember to deduct 25% for taxes from your expected salary range. This will give you a realistic idea of net earnings on paydays.

2) Determine what your skills are worth.

You should understand that different segments of the economy do not pay the same rate. You may need a variety of skills depending on the job location that may not be required in another locale. Your career, if practiced in California, may command a higher salary than if you were employed in Ohio. The California position may also require a greater variety of skills than that in Ohio.

Employers also tend to set salaries based upon local economic conditions such as cost-of-living in the particular community. Salary range information is available at American Almanac of Jobs and Salaries, National Association of College and Employers, Career Center, and professionals in your related field.

3) Be realistic with your salary range.

In stating your salary range, avoid basing your desired salary on your current salary. Always tell the truth when it comes to salary history. It is acceptable to ask for an increase above your current salary but keep it within the range you discovered during your research.

4) Weigh the company’s compensation package.

To determine your fair market value for a specific job, you should consider the economic, geographic, and industry factors of the job offer. Weigh the benefits of compensation and promotions, insurance, allowed time off and retirement settlements of the offer to ensure a fair proposed salary.

Many companies offer tax exempt perks in place of money. These can range from a company car to a company cell phone. Perks run the gamut and they are worth real money to you because you will not have to pay for perks out-of-pocket.

5) Sell yourself.

If you have done your research on the company and the job description, you should know what you could offer the company that requires a larger salary but never say it directly. Sell yourself discreetly. The interviewer should see your value and realize that a better salary offer is in order.

6) Have a positive attitude

In negotiating, never appear confrontational or arrogant. This is not a game to be won. Be professional. Negotiation is basically a process which could benefit both parties. You win more of what you want by understanding the needs of the company and by playing to those needs. Be sure to point out how you can meet those needs. The employer needs to see you as a valuable, not costly, addition to the staff. The employer is not looking at how much they have to pay you as much as how you can contribute to company profitability.

7) The final offer.

Be aware when the negotiation process is done. Pushing further, when a deal has reached its maximum, could leave a negative first impression. You want to leave on a high note.

8) Show what you are made of.

Getting the job is only the first step toward gaining greater compensation. Once you are hired, offer extra skills to the company and prove you are worth more by doing quality work. This attitude is what promotions are based upon. Promotions mean greater compensation in the long run. At the very least you will be confident enough to ask for a greater raise that the norm when evaluations take place.

Finally, here is an important fact: A survey conducted by the Society for Human Resource Management found that four out of five employers are willing to negotiate compensation.

I hope you use these tips wisely and prosper!

Jim DeSantis

For more great tips like this, visit Jim’s Workplace Blog. For eBooks to help in your job search, visit Jim’s Free eBooks Library or Jim’s Workplace Behavior blog for free employment related articles.

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