| > | | | | offer. By making the offer, the company is indicating |
| | | | that they consider you to be a valuable asset, thus |
| Before you go into the interview, it is important to | | | | putting you in much stronger bargaining position. |
| know what salary you want, what you need to live | | | | When asked at this stage to express your salary |
| on, and what you will be prepared to accept. Spend | | | | requirements, be as non-specific as possible. Instead |
| some time working out your budget. Remember to | | | | of an exact amount, state a range and indicate that |
| factor into your calculations the remuneration you'll | | | | you are willing to negotiate. |
| need in the future. | | | | Use timing to establish your value. Don’t be |
| Decide what types of benefits are important to you. | | | | too quick to accept the employer’s first offer. |
| A compensation package might include: flexible work | | | | If the offer is unacceptable, go back to talking about |
| schedule, option to work at home, relocation | | | | the responsibilities and importance of the job. Stress |
| expenses, pension and insurance plans, company car, | | | | how keen you are to work for the company and |
| holidays, stock options, profit-sharing, training | | | | how much you feel you can contribute. Maintain a |
| opportunities, etc. By evaluating these beforehand, | | | | calm, friendly, and professional demeanour at all times. |
| you can concentrate on bargaining in the negotiation | | | | Anticipate objections and be prepared to overcome |
| process. | | | | them. Assess the company’s needs |
| It is important to know your market value. You can | | | | beforehand and justify your salary request by |
| do this by consulting professional associations, job | | | | showing them how they will benefit from your skills, |
| advertisements, business and trade periodicals, | | | | knowledge, and experience. |
| employment agencies, executive search companies, | | | | Be creative in suggesting salary options. If the |
| career-related websites, and on-line salary surveys. | | | | company is not in a position to offer a higher salary, |
| Since salaries often vary according to location, you | | | | concentrate on negotiating parallel benefits such as |
| should research comparable positions at similar | | | | performance bonuses, company car, profit-sharing, |
| companies in your geographical area. Investigate your | | | | etc. |
| prospective employer’s track record for | | | | Remember that you are negotiating your relationship |
| making offers. | | | | with your prospective employer. It should be a |
| To strengthen your negotiating position, try to | | | | collaborative process. Both parties will benefit from a |
| ascertain how urgently the company needs to fill the | | | | successful outcome. Avoid conflict. Be firm but |
| post. It also helps if you have another offer to | | | | friendly in asserting your rights. |
| consider. | | | | If you are satisfied with the offer you receive, try |
| When completing application forms, say that your | | | | to resist the urge to accept on the spot. Instead, |
| salary requirements are "negotiable" or "competitive." | | | | express your enthusiasm about the prospects of |
| Don’t state a specific figure on your resume. | | | | joining the company and ask for a little time to |
| Don't be the first to mention salary during the job | | | | consider the offer. |
| interview. Let the employer introduce salary first. If | | | | When evaluating the offer, consider all the relevant |
| the interviewer insists on a specific figure, ask for | | | | factors, e.g. salary, benefits, responsibilities, location, |
| details of the company’s customary salary | | | | environment, and promotional prospects. |
| range for that type of position. Stress that you are | | | | Once you have accepted the job offer and agreed |
| confident you will be able to arrive at a mutually | | | | on the salary and benefits, ask for a letter of |
| agreeable sum. | | | | confirmation. |
| Do not negotiate a salary until you receive a job | | | | |