Tips and Techniques

• List the basics. Know what your minimal needs are before you can even consider accepting employment. There is a big difference between what you want and what you need.

• Consider your needs and current situation. Depending on your individual situation, whether or not you are currently employed or how badly you need employment will impact your bottom line.

• Evaluate the options to make sure the entire package is best for you.

• Always be positive! Your behavior is a predictor of your behavior as an employee.

• Consider the BIG picture.

• Negotiate salary first, and then consider other benefits and perks.

• You can negotiate for the present and the future.

• Build on the “art of compromise” nature of negotiating. A “no” to a question asked one way does not mean you cannot continue to pursue desired concessions.

• Negotiating is best done in-person. If done sitting across from the decision maker, you may benefit from being able to observe verbal and non-verbal reactions cues of the hiring manager.

• The hiring manager’s facial expressions may provide insight into whether your requests are more routine and normal, or out of reason. Body language can also play a part. Are the body -messages positive, negative, suggesting irritation, or indicating you are being reasonable. Negotiating over the phone may be required; but it limits all information exchange to take place through the earpiece of the phone.

• It is essential that you Be Professional throughout the process. Just as you are watching for cues from the hiring manager; they are looking for cues from you.

Developing a Go/No Go line

• Determine beforehand your deal breakers. Establish a go/no go line and how important each item is as well as the total end package.

• When determining how you rank with other applicants consider the following:

  • What level position are you applying for? (entry level, etc.)

  • What value, unique skills, and experience do you bring to the employer?

  • What is the market like in your area for similar positions?

  • What is your risk level? How comfortable are you in attempting to negotiate? How willing are you to walk away if your negotiation points are not met? How will you feel if the company declined to compromise or withdraws the offer?

After Negotiations are Complete

When you have completed negotiations and met your go/no go criteria, ask for the changes to be put in writing or offer to write them up and submit a copy.

Final Thought: If you don’t ask, the answer will always be NO.