May 2011
CareerTips
Tips for Negotiating
by Myles Golden
ne·go·ti·ate
–verb (used without object)
1. to deal or bargain with another or others, as in the preparation of a treaty or contract or in preliminaries to a business deal.
One of the most enjoyable things I do with my clients is negotiating the offer. It has always amazed me what can happen once an offer has been extended. In my years of coaching hundreds of people through career transition, I can attest that most offers are negotiable. You can negotiate as much as a 15% to 20% increase in salary plus numerous other benefits during this stage of your career transition. Surveys have validated this to be true. Therefore, the first offer extended marks the beginning of the negotiation process. Here are five observations and tips that I hope you will find valuable either in your current position or your next one:
-
Acknowledge the offer, show your enthusiasm and ask for time to consider the offer, maybe as much as a couple of days to “consider my other options.” This is where I see many a person shoot themselves in the foot. A simple rule of thumb is to never accept an offer until it is in writing. However, do show enthusiasm and that you are honored that they want you on their team. Now is the time to ask questions about additional benefits. The pendulum has swung to your advantage at this stage, so take advantage of it. I have identified 50 benefits common to most offers that have nothing to do with salary! Examples: signing bonus, cost of living increases, stock options, company vehicle, parking expense and many more.
-
Create a negotiation checklist. Go back to your previous job and write down every benefit you can identify and those you would like to have in your new position. This is where a spreadsheet can be helpful. We like to use one with five columns titled: Feature, Current/Previous, Target, Offer and Negotiated Offer. Under Features list all the components important to you such as base salary, signing bonus, commissions and so on. In doing this analysis you can bottom line the offer and see if it is truly better than your previous one.
-
Determine what you need and plan for the discussion. Once you are prepared, it is preferable to go back to the employer with your counter offer in person. Obviously, this is not always possible, but negotiating in person is far more effective than via phone or email. Think “problem solving” and “win/win.” Let it be known that you want to find a solution to your concerns and you are not trying to play “hardball.”
-
Reinforce your strengths and the value you will bring to the organization. Stay away from personal needs such as “I am raising a family,” etc. Exercise flexibility, be willing to compromise and choose your battles wisely.
-
Be patient, positive and a good listener. There is a time in any negotiation to simply shut up and listen. Avoid talking too much. Silence can be a powerful tool.
Understanding your worth when compared to others in positions that require the same skills and experiences may be your strongest tool when negotiating. Do your research. Check out on the following websites:
-
-
-
-
-
In summary, an offer is not an offer until in writing. Always express your appreciation but ask for time to consider your other options and counter offers are always better in person. Remember that few companies want to be seen as one that underpays its employees.
 Helping Others Helps You Too ~ Volunteer!
Habitat for Humanity
Habitat Greenville offers a variety of volunteer opportunities in addition to volunteering on the build site. Take a look at the Volunteer Job Descriptions below.
For more information about the other volunteer opportunities, please contact Karen McDonald, Volunteer Coordinator, at 864.672.6345 or email karen@habitatgreenville.org.
Construction Family Support Committee
Family Selection Team - currently recruiting volunteers to serve
This team, working in pairs, visits applicant families to help us determine the need for better housing and the family’s willingness to partner.
Training will be provided by the Director of Family Services
Site Host Team - currently recruiting volunteers to serve
This team will provide volunteers to be on the build site in the mornings and throughout the day to ensure volunteers get registered and signed in and have a positive experience on site
Training will be provided by the Volunteer Coordinator
ReStore
We are launching our new ReStore Volunteer program in 2010. To find out about opportunities to serve call Emelie Hegarty at 864.312.5015 or email emelie@habitatgreenville.org.
Ongoing Volunteer Opportunities
 United Way agencies
Ready 4 Reading
Habitat for Humanity
Mauldin Miracle League
Greenville Literacy
Meals on Wheels
Greenville County Library System
American Cancer Society
Greenville Area Opportunities
- searchable by category
Golden Career Strategies Speaks:
Recent Speaking Engagements & Sponsorships
Myles Golden conducted a workshop for The Commerce Club of Greenville on “Branding for Membership Development and Retention” on January 6, 2011.
GCS ~ Silver Sponsor for GSATC (Greenville-Spartanburg-Anderson Technology Council)
|
