A Wider View of Negotiating Job Offers

From WetFeet.com

Many people see negotiation as a process of each party trying to get the most for what they have to give. And that's a reasonable way to look at it when you're buying or selling a car, a computer, or a carpet. It's tempting to look at job negotiations in the same way--but not advisable. When you're negotiating an employment contract, you're negotiating the basis for a relationship, and you want to live happily together. This doesn't mean that you have to arrive at a compromise, but that you should come to an agreement that both parties feel is fair.

There are at least four factors that can increase your perceived worth. All of them fit into the context of networking and interviewing, and all of them can be turned to your advantage without alienating potential employers.

The first is how you see and present yourself. Are you confident? Do you speak convincingly about your accomplishments? Do you have a clear and credible objective? Do you understand and seem to fit in with the company's culture? You will generate more buyer enthusiasm if the company sees you as a long-term asset than if it sees you only as right for this particular job.

The second is how the company sees the value of the work to be done. This is your opportunity to put the work in a broader context than the company may see. Instead of talking about providing good customer service, for example, you might discuss retaining valued customers and increasing business activity. If you present some convincing illustrations, the job might seem worthy of a higher valuation--including, perhaps, a bonus for achieving objectives that you help define.

The third is the company's perception of your appropriateness for the position. You want to demonstrate that what you've learned and achieved in the past, along with your understanding of the company's needs, makes you more qualified than other candidates.

And the fourth--often thought of as the whole of negotiation--is your direct discussion of compensation, bonuses, commissions, and other benefits. Your attention to the first three factors should already have raised the company's estimation of your value. The direct discussion is where you apply your skills at recapitulation, listening, and politely asserting the value you have established.