If
you do not know what you are worth, or
What
you will say when the salary question is asked,
You
are not ready to apply for the job!
One of the
things that make us feel weak as negotiators is the sense that the other side
has more information than we do. When
you have done your homework this is rarely the case. If the other side has a
need they believe you can satisfy they will not want to lose you. They would
not be talking about salary if they did not believe they might want to make you
an offer. For certain they don’t know what your needs are. Use that to your
advantage.
The
salary question is often asked much too early to negotiate a fair conclusion. The
question often comes during the online application process, and if not then, it
may be asked in the initial screening call. Otherwise it will certainly happen
somewhere in the interview process.
What
am I worth?
There
is more information available today to help you assess your worth than ever
before. Find your comfort zone by researching what similar jobs pay in the
location of the job. Do this before you apply because later you will be at a
distinct disadvantage.
Your
comfort zone is the take home pay required to sustain your living style. Don't
ignore the value of benefits, your out-of-pocket costs of benefits and of
course, taxes.
When
asked, should you give a high, low, middle, or range number? Most salary
negotiators recommend fending off giving a number at all until such time as you
have enough information to make a decision. That time is not when you
fill out the online application or when the company makes its first call to
you. You do not yet have enough information from the company to make an
intelligent decision.
There
are some who recommend starting with a high but reasonable number to plant an
“anchor” in the ground. The Anchor argument is based on human behavior. When
you plant a high stake in the ground, even an unreasonable one, people tend to
become fixated on it. It affects their judgment which can result in a higher
offer than they were thinking of making. But, be aware that sometimes you will
be dismissed as being unreasonable.
There are numerous theories and no one correct answer for
everyone. The answer comes down to what you are comfortable with. You won't be
comfortable unless you have done research on what you are worth in the location
of the job and you understand all other compensation factors.
My
Personal Opinion on Negotiating:
1. Know what you are worth and what you can live
with. Start from a realistic place.
2. Decide ahead of time how you will answer when
the salary question is first asked and practice your answer.
3. Keep your answer brief and succinct. Talking
too much usually works against you. Listen carefully for objections.
4. Probe objections with questions. Keep the
adversary talking. Understanding objections will prepare you to respond, again
briefly and succinctly.
5.
Understand
what benefits they offer and what your costs will be to provide them yourself.
Understand what they don't offer.
6.
Use
silence and body language to your advantage if the negotiator takes an
unreasonable position.
Silence implies you don’t like what you just heard. It
worries your adversary.
7. Learn closing techniques used in sales – how
to use them, how to recognize when they are being used on you and how to
respond.
8. Keep your cool. Don't lose control of your
temper if things go badly.
9. Get everything in writing!
10. I'm a fan of the anchoring approach, but it's
not for everyone.Visit my website at bit.ly/1TEqj93 and send me your resume to kl@hoochresumes.com for a FREE analysis Today!
