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How to Get the Salary You Want: 12 Negotiation Tactics That Work
by Ed Brodow
Many
of us dislike negotiating because we are afraid of being taken advantage
of, especially when we believe that we are in a weak position.
Salary
negotiations provide a classic example. Has the fear of rejection --
of losing the job or antagonizing your boss -- kept you from putting
your best foot forward in negotiating your livelihood? Here is a 12-step
process for negotiating your salary without fear.
1. Study the situation. Before negotiating your salary or asking
for a raise, do research. What is the organization's policy on salaries?
Have they established a range for your position? What are other people
in comparable positions inside the organization being paid? What do
other companies pay for this position? How important are you to the
organization? If others are being paid more, and you are a key employee,
be assertive (See #5). If the policy is not to pay what you want, and
you're replaceable -- be prepa#990000 to walk (See #12).
2. Know what you want. This may sound simplistic, but in reality
many people negotiate for a salary without having a clear idea of what
they want. First of all, what is your goal, i.e., how much will you
be satisfied with? Second, what is the most you think the position will
pay -- the maximum? It may be more than your goal. If it is, you might
begin by asking for more than you want (See #7). If the maximum is less
than your goal, is it acceptable? What is the least you will accept
-- your bottom line? Once you establish your bottom line, be prepa#990000
to walk if you can't get it (See #12).
3. What is important to you besides money? Are you willing to
accept more intangible rewards, e.g., vacation time, flexible hours,
working from home, bigger title, more responsibility, stock options,
pension plans, bigger office, etc. Don't forget to consider these items
as part of the overall salary picture.
4. Make special time. Don't discuss your salary as an afterthought
at the end of a meeting. ("Oh, by the way, there's something else I'd
like to discuss with you.") Give this subject the attention it deserves.
Arrange a special meeting that will focus on your salary. Get the boss
to commit to a block of time.
5. Be assertive -- ask for the order. Don't be afraid of losing
the job. Ask for what you want. "I think I'm worth more than you are
offering/than I'm being paid." If they don't agree, maybe you don't
belong there. The result is always positive. Either you get paid what
you think you're worth, or you discover that this isn't the right organization
for you and maybe you ought to look for a better job.
6. Get the employer to make the first offer. If you're interviewing
for the job, ask, "How much does this position pay?" If you're negotiating
for a raise, ask, "How much of a raise can you approve?" They may surprise
you by offering more than you expect. If they offer less, or they insist
that you name a figure, ask for more than you want (See #7).
7. Open with an extreme position. Ask for more than you are
willing to accept -- you can always settle for less. If you open the
negotiation with your goal -- what you'll be satisfied with -- the employer
may interpret this as your opening move and they will offer you less.
When you ask for more than you want, (a) you may get it, or (b) you
can eventually settle closer to your goal. If they say, "The salary
range for this position is x to y," you can (a) go for the high end
of the range, or (b) challenge the range by explaining how you are an
exception.
8. Approach it from the employer's perspective. What is your
value to the employer? Don't say, "I have nine kids and a big mortgage,
so can I have a raise?" You're not being compensated based upon your
need. Phrase it from the employer's point-of-view. What's at stake for
them -- how do you impact their bottom line?
9. Get the employer to affirm your worth.
As part of establishing
your value to the organization, it's important to receive your employer's
validation that they need you. Once you obtain this affirmation, their
resistance is lowered.
10. Ask open-ended questions. As in any interview situation,
be pro-active. Be the interviewer, not the interviewee. You can accomplish
this by asking open-ended questions, i.e., questions that can't be answe#990000
with a simple yes or no. Open-ended questions require lengthy answers.
Ask your question and shut up.
11. Let the employer do most of the talking. Follow the 70/30
Rule: Listen 70% of the time and speak only 30% of the time. The less
you talk, the more information you'll get, and the better they will
feel about you. We all like people who listen to us. Let the employer
talk themselves into giving you what you want.
12. Be prepared to walk if necessary. I call this Brodow's Law
-- always be willing to walk away from a negotiation if you can't get
what you want. Another way of putting it is, never negotiate without
options. In a salary negotiation, your willingness to walk away gives
you tremendous power. The employer will sense it.
Conversely, if you
are desperate for the job and perceive that you have no alternatives,
they will sense your desperation. Face it, the worst thing that can
happen is, you'll have to look for another job -- a BETTER job. They
can't shoot you! If you know what you want and stick to it, you will
win no matter what happens.
Copyright © 2003 Ed Brodow Seminars, Inc.
All rights reserved.
Ed Brodow is a motivational speaker, negotiation guru on PBS,
and author of Negotiate with Confidence and Beating the
Success Trap. For more information on his keynotes and seminars, call
831-372-7270 or e-mail ed@brodow.com, and
visit http://www.brodow.com.
Some Related Articles:
How to Ask For - and Get - What You Want
How to Perfect the Art of Asking
How to Ask For What You Want
Age Discrimination: How to Smash the Gray Ceiling
Finding an Organization Worth Working For
Crafting Your Resume? It's All About Image!
The Confident Seeker
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