Get the employer to make the first offer, but under no circumstances accept the first offer. This can be a little tricky, but it is usually a big advantage.
Why is it so important for the employer to make the first offer? Here is an example. Let's say you are willing to take a position for $75,000. If the employer's first offer is $85,000, you are already $10,000 dollars ahead of the game and you may be able to negotiate even more money since it is obvious they want you for the position. If you had asked for the $75,000 that would be the most you would ever get. You would have left a lot of money on the table. If the company offers $75,000 or even less, you can still try to negotiate to get something more. You can always make a counter-offer or ask for some benefit other than money. IF possible, take the weekend to mull it over. That is a respectable amount of time and most employers will respect your request. No matter how high the original offer is, chances are you can get some more money. Remember that the company wants to hire you and you are the top candidate.
There is usually some wiggle room left on the table after the offer is made. After you have had your time to reflect, go back in and ask for five thousand dollars more. Show that you have done some research based on your current salary, the salaries in the area, your added responsibilities, or the cost of living in your area. If the company wants you, it will probably make you another offer. If the company says that it cannot go any higher, then you have to decide whether to accept or not or whether to ask for something else other than money.
Some employers may not want to increase their offer because they are concerned about internal pay equity with other employees. Here are some things you may want to consider that do not affect the base salary:
1. Moving Expenses.
If you will be moving, ask for moving expenses. This will give you money now but won't affect your base salary. You can either ask for money for moving expenses or reimbursement for actual expenses incurred.
2. A Different Title.
If the salary is sufficient, but you hate the title, you can suggest a better title before you accept the offer.
3. Travel Expenses or Association Dues.
Money is tight right now, but maybe you can get a commitment to go to a national conference or have the dues to a national or regional professional association paid by the company.
4. Health Insurance Buyback.
See if you can get a payment if you purchase health insurance elsewhere. This may be feasible if you are already on Medicare or if your spouse has coverage.
5. More Vacation.
Time is money so see if you can get an extra week of vacation.
6. Something Else.
Is there anything else you want that would make this job more appealing?
You are the number one candidate and the company may be willing to give you something extra to take the offer. However, these are tough times so don't push the envelope too much so that the company decides to go on to the second or third choice.
If you follow these rules, you will be interviewing and negotiating like a pro!
Mary Greenwood, Mediator, Attorney and Author of How To Negotiate LIke A Pro: 41 Rules for Resolving Disputes, Winner of six book awardsBest How To Book, DIY FestivalRunner Up, New York Book Festival, E-Book and Self-Help CategoryFinalist ForeWord Magazine Book of the Year AwardsFinalist, Best National Book Awards, Self-Help CategoryHonorable Mention, London Book FestivalHow To Mediate Like A Pro: 42 Rules for Mediating DisputesWinner of five book awardsBest National Book AWard, Law CategoryBest E-Book, New York Book FestivalBest How To Book, Beach Book FestivalBest E-Book, Indie Excellence Awards, Spirit Award, South Florida Writers Association
Email: howtonegotiate@aol.com www.marygreenwood.org
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