Many job seekers ask about negotiating salary, yet never get in leveraging position. It is a passing thought or just too passive to strategize. There are also times when a job seeker doesn’t make enough money is understandable. It is also misunderstood knowing what it is and how it is an important part of accepting a job.
I am not a negotiation expert, but coached others on negotiating. There are some basics that could change the approach to employment. I have learned throughout several situations that negotiations are like an oscillating fan that it can blow everything off the table that isn’t stapled or bound. That happens to job candidates who concern themselves at the last moment and leave money on the table to be blown off.
1. Negotiation starts at the beginning of the last job
Before meeting or knowing the working relationship down the line, the best leverage is the new training and added responsibilities of last job. If you are passing on updated workshops, and training on new company initiatives, you are letting your career pass you by. Not to mention, as the clichés goes, leaving money on the table.
A willingness to learn or a teachable spirit doesn’t make you a well-qualified candidate. Employers ideal candidate can operate the car (so to speak) and teachable enough to learn where to go.
2. Negotiation is a plan throughout time, not an event
Negotiation strategy is effective before the first interview, and after the offer has been accepted. Beginning to plan after the first or second interview is too late. I am not suggesting but discourage any salary discussion during the interview other than to inject and reiterate value. If you cannot clearly assert your qualifications, your value will be a questioned.
Bill Holland, the author of Cracking the New Job Market: The 7 Rules for Getting Hired in Any Economy, and a widely regarded career expert states that,
Preparation is helpful, timing is crucial. If you communicate your preconditions to a company before you even land the job, you are violating the rule about delivering worth.
3. Negotiation is competitive AFTER they want you
Some candidates become comfortable after the negotiation begins. It is a big mistake. It is likely you are the first candidate they want but NOT exclusively. How you carry yourself, and enduring measurement against the second candidate on the list. Character flaws like arrogance and lacking discipline can make you undesired.
4. Negotiation is strategic
Most experts will insist that negotiation is a win-win process and I agree 100% that there is no other way. The way you lose is guessing your value (again, not always salary), and employers will not lose because someone will take something less than you. Research and plan but don’t wait for a special sign from God in form of a halo and a glowing ball. There are resources like Glassdoor.com to use for salary and culture research.
5. You don’t receive because you refuse to ask
As the lead hiring manager once upon a time, my director told me the rules of communicating to HR what to salary negotiate, but not one person negotiated salary. Fearing the unknown is a real and debilitating. Preparation and research is the great equalizer if you put in the time and effort.
Part 2 will be posted Wednesday. Do you struggle with any of these points? Please share in the comment section.