Political uncertainty and a weak economy make it harder to ask for more money at the next job.
But expert negotiator Lee E. Miller, author of “Get More Money on Your Next Job . . . In Any Economy,” (McCraw Hill 2009) says there’s no reason to not pursue the best possible salary.
“Not negotiating can be a costly mistake. But it can also make you less attractive as an employee. You don’t want to create that impression right from the beginning,” explains the New Jersey consultant.
Research shows that hiring managers expect some negotiations and perceive the candidates who negotiate in appropriate ways as more favorable. The problem, explains Miller, is that a lot of people don’t know how to negotiate and don’t realize that they’re expected to try to improve their compensation package in some way.
It’s also much easier to negotiate in a stronger economy. These days, it’s necessary to proceed with caution and develop a heightened sensitivity to the classic advice of holding off on any discussions of money until you have an offer on the table. Unfortunately, offers may take a while to receive. The key is to be patient and focus on making a compelling case.
“If I can convince you that I can help you make or save money in a tough economy better than the other people you are considering, you will want to find ways to make me happy and get me to take the job,” Miller explains.
And remember, confidence is key. Miller says that confidence is the only difference between the candidate who is employed and the candidate who is unemployed.
“How you negotiate when you are unemployed is primarily a matter of attitude,” he adds. But it also involves knowing what value you can offer the company.
• Increase your bargaining power by creating the conditions that will result in a recruiter or hiring manager to approach you.
• Keep looking for other jobs even if you’re expecting an offer from a particular company. That way, if you get another offer, it will give you some leverage.
• Use questions to gain an understanding of the employer’s needs and positions.
• Seek opportunities to enhance the job’s responsibilities. Discuss skills and experience that would qualify you for more responsibility.
• Once you get an offer, prepare for all of the possible issues that could arise during the negotiations and rehearse the responses.
• Make sure you have also studied market data and know the salary ranges for your position.
• You should always ask for more than what you think you can get while also being reasonable.
Copyright © CTW Features