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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