Credit goes to shutyercornhole https://www.reddit.com/user/shutyercornhole
To negotiate successfully you must understand that this is your biggest and best opportunity to control your compensation. Raises, when offered, are typically 2-3% of your base. Successfully negotiating your salary up front can earn an additional 10-30%. Negotiations are often uncomfortable but that few minutes of discomfort will be well worth while. 1: Be willing to negotiate. 2: Put off talking salary for as long as you possibly can. Identify everything else and get them emotionally committed: A. Job= Title, reporting Relationship, Responsibilities, Budget and Authority, Performance expectations, Possible Future, B. Salary, fringe benefits, review date C. Starting date
This is the order that you want to negotiate as it will position you for the best job with the highest compensation package. However, many employers will want to approach this differently for their purposes. Here are some ways to delay salary discussions when they are premature: Scripts to delay salary discussions:
-“I really need to know more about the duties and responsibilities of this position before I would feel comfortable in discussing money. Does that seem reasonable?”
-"I just make it a policy not to discuss salary until we are at the offer stage.”
-“It sounds as if you are working within a budget. Did you have a range in mind for this position?” Rule Number 1 Ask for their number before disclosing yours. -“I would be looking at a total compensation package valued at________________.”
-"I recognize that you are a small business and I am confident that we can work out something that will work for both of us."
-“I have some flexibility in certain areas that we can work with. Let’s meet and discuss your needs and we can go from there.”
It is important to look at each situation for its merit. If we get fixated on one number we may forego opportunity. Make sure everyone knows what you’re talking about when you are talking money. Know that you will start with a number that is higher than you think you can get.
Finally, you need to decide an appropriate salary range for the job you are looking for. Research your field and know the appropriate ranges.
IT IS TIME TO NEGOTIATE You have experienced significant interest demonstrated by the hiring authority. You may inwardly feel some ambivalence about the position at this point. They say “Well, what are your ideas about salary?” “What are your salary goals?” “What could get you excited?” or “What could you get by on?” Present the following script (All five points) with direct eye contact, being careful that your voice volume doesn’t diminish when you get to the number. SCRIPT FOR PRESENTING YOUR OPENING POSITION “The opportunity is as important as the starting salary which I know we can agree on.
Based on what I’ve been earning (or present standard of living) and
Other opportunities I’m looking at,
And goals I’ve set for myself,
I would expect to be at the ___________ level within the next 12 months. (Stating this time frame is critically important. It gives you wiggle room as you move forward.)
Rule Number Two The first one who speaks loses! You will observe many things. Some will laugh at you, smile, yell, sigh, or gasp. Some will start mumbling, spinning around in their chair, walking, doodling, or staring off. Three things you will hear: (What you don’t want to hear) “No problem, we can do that.” (You’ve undersold yourself.)
(what you do want to hear.) “That’s more than we were planning on paying. We were going to start you at the _____________ amount.”
(what you do want to hear.) “That’s more than we were planning on paying. Period. Do Not Go Further Without Getting Their Number. Rule Number Three A good negotiating session is a process of commenting, not reacting. So I might say something like, “We have somewhat of a gap.”
Now your strategy is to move to the benefits discussion. The reason for this is to find something to agree on. So I might say something like “In order to evaluate your offer I would have to see it in the context of the total offer. Could you tell me about your benefits package?”
Benefits can be Insurance, Retirement, 401K, Bonuses, Stock, Severance Pay, Education such as conferences, college tuition, trade shows or outplacement services. Transportation such as car allowance, Vehicle, frequent flyer miles, VIP rooms during out of town stays, Relocation expenses, Time off, Non traditional arrangements such as Home Offices, Flex Time or Use of Company Assets.
Homework Identify your top 20 preferences in order of priority and then research how much it would cost you to pay for this out of your own pocket.
After the hiring authority has outlined the benefit package (don’t get bogged down in details at this point as they may not know all the details.) comment on something you liked, then return to a salary discussion. For example, “Mr.______ I particularly like your tuition reimbursement program. I was hoping for more vacation the first year, but all in all you have a pretty good package. I want to talk with you again about the salary level as it is lower than I want to start.”
How to increase your perceived value. Power statements such as: “Based on my ____________ I can do ____________ which will result in ____________ for you, which justifies a higher salary.” IE: "Based on my recent MBA, I can impact both your sales and marketing teams which will result in less training time and a faster start for you which justifies my higher starting salary." You need to stay in the process, be patient, give them time, give them time to go away but keep the tension in the process. Four Ways to Wrap Up the deal
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Split the difference
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Reframe the Number
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Trade off money for something else that is valuable to you. Stock. Vacation. Etc.
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Bring in the fact of another offer.
Final Points to negotiate: A. Review date B. Your future with company 3-5 years down the road.
Submitted September 27, 2018 at 10:19PM by 3Iias https://ift.tt/2OWhbB0
