Great Salary Negotiation Tips

11 Commandments For Smart Negotiating

1 - BE PREPARED.
The more information you have about your market value and theprospective employer, the greater your likelihood of success. This is the first commandment because it's the most important. There's awealth of information available on the Internet, at the public libraryand through professional associations and networking groups. Timespent learning how to negotiate and preparing for negotiations may bethe 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 personwith whom you're negotiating. Moreover, your future success may dependon that person. So, while you want to negotiate the best possibledeal, you need to do so in a way that doesn't damage your image. Atthe same time, the employer's primary concern isn't negotiating theleast 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 yourpriorities. What do you really want? Are you comfortable with a lowsalary and a large equity stake? Are you able to handle dramaticswings in income from year to year? Understanding your needs will alsohelp you determine the type of company you want to work for. Forexample, a family-owned company may be able to offer a competitivesalary and a large bonus based on results, but may not be willing tooffer significant equity to a non-family member. A start-up company,on the other hand, may not be able to offer market salary, but willtypically offer stock options. By recognizing what an employer can andcan'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 behappy to hire. Sizing up the situation and understanding the relativeposition of each party will help you determine when to press youradvantage 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'sineffective. If you lie during negotiations, sooner or later you'relikely to be caught. Once you are, even if you don't lose the offer,you'll be at a tremendous disadvantage, and your credibility willalways be suspect. On the other hand, total candor wont be rewarded.You're under no obligation to blurt out everything you know. You candetermine what you want to say and how you want to say it, and try toput everything in its most positive light. One key element of yourpreparation should be to recognize areas of concern so you canrehearse 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 tohire someone they want. Appeals to fairness are your most powerfulweapon. Thus, you should be able to justify every request you make interms of fairness. For example, if other computer programmers insimilar companies are being given sign-on bonuses, you should expectto be treated no differently. Your prospective employer will want youto accept it's offer and feel that you've been treated fairly.Understanding the importance of fairness as a negotiating principlecan make the difference between success and failure.

7 - USE UNCERTAINTY TO YOUR ADVANTAGE.
The more information you convey to a potential employer about yourbottom line, the more likely it will limit what you get. Before makingan offer, a company typically tries to determine what it will take foryou to accept the position. With that information, the prospectiveemployer will be able to determine the minimum package it needs tooffer. While they may not offer you as little as they can get awaywith, if you've divulged too much information, they likely wont offeryou as much as they might have otherwise. By not disclosing exactlywhat your current compensation is or exactly what it would take to getyou to leave your job, you'll force a potential employer to make it'sbest offer.

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

9 - FOCUS ON YOUR GOALS, NOT WINNING.
Too often in negotiations, the act of winning becomes more importantthan achieving your goals. And it's also important not to make yourfuture boss feel as if he's lost in the negotiations. You'll havegained little by negotiating a good deal if you alienate your futureboss 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 achievedeverything you could have reasonably expected to gain. While mostcompanies will want to treat you fairly and make you happy, fewcompanies want a to hire a prima donna. Being perceived as greedy orunreasonable may cause the deal to fall apart. Even if it doesn't,you'll have done immeasurable harm to your career. This brings us tothe 11th and most important commandment:

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

Understanding these principles will allow you to effectively negotiatethe terms of your new job. Then do your job well and continually seekout new challenges. As you take on added responsibilities and learnnew skills, there will be opportunities to negotiate furtherimprovements.

This article can also be read directly at: http://www.worktree.com/newsletter/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.


More Resources

Find Those People
"The Emperor's New Clothes" was a favorite childhood story of mine. It made me laugh.
18 Career Enhancement Caveats
Core value investing in your careerMany people walk through their lives never, ever being better at something than anyone else. What is it that you know or do better than almost anyone else in the world? What is it that you do uniquely well? Do your core values for yourself and your family fit with what you are doing, where you are putting your energy, what you are developing, and where you are focusing/immersing yourself?In your career, as well as in your life, to achieve full capacity and happiness, all of you must be going in the same direction.
Is a Career Change on Your Horizon?
Making a career change is nothing new in today's job market.I've heard it said that the average American changescareers at least once in his or her life.
Students Discover Your Niche By Using Career Assessment
In our ever changing world where job competition is rampant it can be difficult to understand one's strengths and what one wants to do in life.If you feel uncertain about your career path you're not alone.
How To Pick The Best Career For You, Part 1
In Part One we'll look at how Positioning or "Coming to a Theater Near You" simplifies and expedites your employment hunt by reinforcing employer buy-in through justification of the sale.Rapidly gain employer agreement that you're the right person for the job by proving how their organizational needs are met through your specific abilities to solve their identified problems.
Personal Grooming: 8 Top Reasons Why You Can't Take It For Granted In Your Career
Most people when they landed "the dream job" after an interview or even got "the deal" of the lifetime in their businesses, sadly to say tend to slack on their grooming habits and it even goes to the point that they are wearing their pajamas going to the office. It seems that's very extreme but it happens.
Is Your Career Your Calling or Just a 9 to 5?
Do you remember your parents asking you what you want to be when you grow up? By the time I was in the 9th grade, my mother started asking me that same question until I graduated from high school. At that time I wasn't 100% sure what career path I would take, but I had several ideas.
Could You Write Performance Reviews For Money?
Writing performance reviews can be an excellent way to earn a living. Who wouldn't want to go from place to place watching actors, singers, and chefs perform at their best (and maybe their worst)? Getting paid to do something like this just seems like fun, doesn't it? But, in reality, these jobs are not easy to come by nor are they easy to do.
Job Interview Mistakes To Avoid
By avoiding these 8 simple mistakes, you can improve your chances ofhaving a successful interview and landing the job of your dreams.1.
Take the Personal Out of the Workplace: Leave Your Troubles at the Door!
Bringing your emotional baggage into the work place is inappropriate for all the reasons you may imagine. Yet employees, managers and business owners do it all the time.
Five Biggest Resume Mistakes You Can Fix Yourself
A career consultant can diagnose and overhaul a troubledresume. But you can check off the basics yourself.
Interview Quicksand
How will you respond when you're asked the following two questions?1.What type of boss do you like to work for?2.
Are Your References Ready?
One of the most common forms of background check performed by companies hiring new employees is the reference check. They typically request that candidates provide them with three names of previous bosses.
Dissatisfied With Work? Perhaps Its You
Just about every month, there's a new research report detailing the seemingly higher and higher degree of worker dissatisfaction. Whether it's a Gallup poll or a Conference Board report, the results are strikingly similar -- workers are becoming more and more dissatisfied with their work.
Creating a Winning Resume
Preparing your resume can often seem like a daunting task. You've done your research, but there is so much information, and how do you pick from the countless formats?!Writing your resume doesn't have to be so scary, in fact, if you keep a few simple tips in mind, you'll keep yourself ahead of the competition.
Rewriting Your Resume? 7 Easy Ways To Give Yourself An Upgrade
In today's competitive job market, a first class resume is an essential tool for winning an interview. The way in which you present your skills, achievements and experience on paper will profoundly affect the way in which a hiring company considers your application.
How to Overcome a Bad First Impression
Have any of these situations happened to you? Forgetting your client's name, unintentionally insulting a co-worker, spilling coffee on your boss, not recognizing an old friend, drinking too much at the company party, sending a racy e-mail to the wrong person, or asking a woman's due date when she's not pregnant - ouch! You never have a second chance to make a first impression, so what happens when that first impression is a negative one?In a perfect world none of these things would occur, but the truth is, we all make mistakes. Effective communicators are not only aware of how their actions impact others; they also know how to respond in uncomfortable situations.
How To Write A Resume Cover Letter That Will Get Your Resume Read
A Resume Cover Letter has only one purpose - to stimulate the recipient of your resume to review your resume. This free resume cover letter tutorial assumes that you will be sending your resume and resume cover letter by email.
Job Interview Preparation - What Employers Are Looking For
When an employer decides to conduct an interview with you, there are certain things that they are looking for from you. Naturally, you are likely to focus on these things during an interview, but you should remember all of the tips in this manual because following those tips is what is going to make the employers see all of those things in you.
How To Take The Pain Out Of Performance Reviews
The Painful ApproachFor many years, "performance management" was of an annual event dreaded by both the management and the workforce. For a week or two every year the manager would virtually isolate himself and ponder the stack of review forms staring him in the face.

More Careers & Employment Information:

Related Articles

Passing The Police Test Just Became Easier
You've taken the police officer selection test or law enforcement entrance exam, but just can't seem to get a high enough passing score. You know you would be a good police officer if you could overcome that first hurdle.
2 Job-Search Success Stories
Here are two success stories from my readers who found great new jobs last week. As you read each story, ask yourself, "How could I apply this to my job hunt?"1) Job-search goal cards workHere's a story sent in by Fred, from Chanhassen, Minn.
Petite Modeling: is There a Career for You?
PEtite modeling is a tough industry to break into. Especially since most modeling agencies won't represent models unless they're 5 feet and 9 inches tall or taller.
What Turns Potential Employers ON; What Turns Them OFF?
According to an annual survey conducted by the National Association of Colleges and Employers, these are the most important qualities that employers are looking for in a job candidate, in priority order: (1) Communication skills; (2) Honesty/integrity; (3) Teamwork skills; (4) Interpersonal skills; (5) A strong work ethic. Be sure to highlight those skills in your resume, during your interview, and in your thank-you letter.
The Five Most Common - And Most Avoidable - Résumé Errors
Writing an effective résumé can certainly be challenging. There are numerous rules and none of them apply 100% of the time.
Skills Make Labor More Valuable
As you know by now, if you have been a long time subscriber to our weekly E-zine, I'm a very big proponent of activity, labor and discipline. In fact I devoted one of the five major pieces to the life puzzle (in my book under the same name) to the subject of activity and labor.
Recovering From a Career Crisis
If you have ever experienced any of the following, you have had a career crisis:? Losing your job? Being fired? Burning out? Not wanting to do your job for one more dayA career crisis can be caused either by someone else (being laid off) or by your own feelings (burning out).Common Causes of Career CrisesThere are many reasons why people experience career crises.
In a Rut? Ready for a Career Change?
Are you unhappy at work? Tired and lacking energy and drive? Don't worry, you are not alone! Studies in the US show that up to 70 percent of the workforce is unhappy with their job at any given time. We all feel dissatisfied and frustrated with our jobs at times.
Which Half Are You?
When more than half of Americans were identified as overweight, people took notice. Major news outlets began educating on how to stay out, or get out, of that statistic.
20 Questions That Helped Me Take A Leap Of Faith And Change Careers
When I was working more than 45 hours a week in a job with a two hour commute each day, the challenge of a new husband, new step children, two beagle dogs and maintaining a home was more than a stretch! Something had to give, and unfortunately I was the one starting to not be able to hold it together!It was a Catch 22 situation. We had an expensive home near the city center with large mortgage costs, which demanded feeding through joint incomes.
Why Culinary Education
If you are thinking about a career in culinary arts then studying in a culinary school is a must. You may be a great cook but you will never become expert learning culinary arts yourself.
Four Important Questions to Ask Your Interviewer; Do You Really Want to Work for This Person?
Many job seekers miss a golden opportunity when they are asked towards the end of an interview if they have any questions. If they feel the interviewer adequately explained the position, they make the mistake of answering "No" to this question.
Loving What You Do
Man is a social animal and survival is his major need. There are needs that he needs be fulfill.
Looking for a Qualified Medical Billing Specialist
Families, mothers, employers, and medical practices all interact in one way or another with a medical billing specialist. When medical billing is required, a qualified medical billing specialist can help you process your claim quickly and thoroughly.
10 Ways to Speed-Up Your Job Search Effort
Today everyone knows at least one person who has lost their job to down-sizing, right-sizing, cut-backs, production reduction or a mean, vicious "bogus leader" who could care less about your family, your life or your existence at the company. This may sound a bit overboard, but everyone has probably experienced the manager, supervisor or company leader from hell, and if you haven't just stick around.
Create Your Plan B Before the Layoff Axe Falls
In one short week, the axe fell at a number of companies and thousands of employees were without jobs. Hewlett Packard, Kodak, Ford Motor Company of Canada, PNC Financial and Kimberley Clark each had to make critical business decisions and lay off large numbers of employees.
It is Still Possible to be Upwardly Mobile in America!
Yes, it's still possible to be upwardly mobile in America: it's called a career in sales.Sales jobs come in all shapes and sizes.
What Do Accountants And Doctors Have In Common?
Freshly qualified accounting graduates when asked by the interviewer "Are there any questions you want to ask?" usually respond with "What are my duties and responsibilities"Be careful. Some interviewers intentionally do not mention anything about duties and responsibilities to test the reaction of the candidates.
A Concept That Could Double Youre Income in Mystery Shopping
Do you want to double, or increase significantly you're income in mystery shopping? If yes, I'll be sharing to you an age old concept. Now you might have learned this already or you may consider this common sense.
Free Resume Template: What Makes a Good One?
You can drown in the "free resume examples," "free resume templates," and "free resume samples" on the web.In my opinion, a single thing makes one free resume template different from another: results.