By Jeff Westover
Everything I know about negotiating I learned from my kids. All of them are
masters of the art.
But kids, whether they are aware of it or not, exercise the dynamics of
effective negotiation all the time. A child can sell an idea. He or she can
reason the benefits of the thing they are negotiating. They always have an
alternative solution or a compromise in mind. And they will stop at nothing
to get what they want.
The real difference between a kid and a job seeker is that a kid does not
fear the consequences of merely asking. Everything is negotiable in their
mind.
A Job Seeker or A Job Beggar?
The skill of negotiating a job offer is often colored by the fact that the
job seeker needs the job.
This singular fact is probably most responsible for placing people in jobs
they hate.
Instead of thoroughly investigating a job offer, some job seekers take the
first thing thrown their way. It is not really a matter of settling for
less. It is more a matter of settling for something that is better than
nothing.
The desperation caused by unemployment is certainly understandable. But
accepting an offer without addressing the needs of the prospective employee
sets the employer up to fail. An unhappy new hire is a temp at best.
It does not serve the job seeker either. The jumps from job to job on a
resume are not the textbook way of making a strong impression with
prospective employers. Short-term employment often results in uncomfortable
interview questions down the road.
Information Mining
Negotiating a job offer is really just a natural extension of completing the
research a job seeker must do on the company and position he or she is
considering. Negotiation provides critical information about an organization
and a new boss that will never be revealed in reading an annual report or a
classified ad.
The published materials of a company or even information they share in an
interview are all designed to gain a particular impression of the company.
The negotiating process strips that all away. Negotiating demonstrates
completely just what it is like to "do business" with them.
Effective negotiating has helped many a job seeker walk away from a
situation that on the surface looked better than it really might have been.
Can I Really Ask For That?
If a job seeker has arrived to the point where a job offer is on the table,
the employer has already said "yes". To ask for anything more, in the minds
of some, is either to push luck a little too far or to somehow cause that
"yes" to turn into a "no".
The fear of rejection is a powerful motivator. Unfortunately, it motivates
many to do less rather than more. When it comes to negotiating a job offer,
it really boils down to being able to exercise a simple discipline: to ask
for those things that you are not sure you can ask about.
After all, they don't know that you don't know that you can't ask it.
In a 1999 survey by Management Recruiters International, results showed that
nearly 60% of all hiring managers offer sign-on bonuses to middle managers.
While that sounds hopeful and even impressive, it causes one to wonder about
the other 40%.
Did they know this was the trend? Did they ask for a sign-on bonus and just
not get it? What is the worst thing that would have happened had they asked?
Would they have gotten the job anyway?
In the job search, knowledge is more than power. Knowledge is compensation
too.
Know Where the Pressure Lies
Negotiation can sometimes be a bit of an arm wrestle. Employers read all
these articles on negotiations too. They will be naturally inclined to give
away as little as possible.
Chances are that the hiring manager may be under some constraints and
limitations too. Going back to the well to ask for more may or may not prove
to be worth a hiring manager's time. It depends on how big the problem is
that caused the need for a new hire in the first place.
That is why the job seeker needs to remain observant and cool.
The job seeker armed with a job offer clearly has the upper hand in
negotiations. An initial offer from a prospective employer is a commitment.
It may not meet the needs of the job seeker but it does confess that the
employer is done shopping and has made a decision.
The pressure therefore lies with the employer. If they prove unsuccessful,
they begin their search process all over again. The job seeker will remain a
job seeker until negotiation results in an acceptable offer. It is not a
true "fit" if everyone is satisfied except the job seeker.
Negotiate Everything
Money is the top-of-mind issue for most jobseekers and hiring managers. A
great deal of time is spent in wrestling over just this one aspect of the
job. That is why the adoption of a mindset before a strategy is wise. There
is simply so much more to be considered.
The mindset most ideal is one of the job on the whole. Detailed discussions
of exact job responsibilities, title, accountability, autonomy and expected
results should take place before compensation is ever discussed. In fact, if
these issues can be resolved and made clear, the negotiation of compensation
is often much easier. Frequently, jobseekers and hiring managers fail in
negotiating to the satisfaction of both parties because they are talking
about different jobs.
Negotiating a job offer is a critical component to obtaining a job you love.
It does not have to be a process that is dreaded or that causes pain. Any
jobseeker with the objective of finding a job they truly love must undertake
the disciplines of seeing the negotiation process through. Unless, that is,
you can find a kid to negotiate it for you.
-- Jeff Westover is an Internet Content Developer based in Salt Lake City.
He has 15 years of executive level experience in personnel and project
management. Jeff writes for
myjobsearch.com, the largest independent
directory of online career resources.
