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03.10

By Debra Feldman, JobWhiz, Executive Talent Agent

It can come near the beginning of an official job interview. Other times it sneaks up right before the meeting is about to close.  Under any circumstance, it can be a touchy subject, but one that poised professionals are ready to confront when it comes.  It almost never fails to surface in conversations between hiring decision-makers and prospective employees. While the meaning is clear, the exact phrasing can vary from “What will it take for you to join our team?” to “What is it going to cost to get you here?”

Does the very thought of negotiations make your hands clammy, your heart race and the worrying begin? Unfortunately, part of accepting a job offer frequently entails negotiating the terms of employment.  However, if you prepare yourself in advance, you can spare yourself some last-minute angst. Following are a few tips to help you face the inevitable with confidence:

1. Do your homework. Arm yourself with facts and figures that illustrate your value.  Know your worth in the market.  Conduct research to determine what comparable positions with similar responsibilities command in your industry and in your locale.
    

2. Tell the hiring manager or HR representative that your goal is fairness—you want to be compensated on a par with what your colleagues are paid for comparable responsibilities, and you expect to be rewarded for superior performance.
    

3. Convince the potential employer that hiring you is not an expense.  Being as specific as possible, explain how you will be able to add to the bottom line through increased sales, cost reductions, revenue gains, enhanced productivity, etc.  Have at the ready tables or charts to underscore the impact your expertise will have on the company’s bottom line. If possible, use actual data from throughout your career.
    

4. Avoid giving an exact figure for your desired salary, or for that matter, what you are currently making. Instead, provide a range that will give you more wiggle room to negotiate for bonuses, benefits, time off, etc.
    

5. Have a bottom line in mind—what is this opportunity worth to you? What will you give up?  What can you exchange to make the numbers work?  Is there a necessity, a must- have, an uncompromising need?  If so, try to be flexible on the rest of your demands.
    

6. Remember that this should be a win-win situation for you and your future employer. Make sure that the employer understands that you want the job, and that if you both agree that you are the right choice, together you can work things out.  Steer the focus away from money, and instead highlight how you will have an impact on the company's bottom line, find solutions, move the company forward, etc.
    

7. If possible, work out the details of your compensation with your future boss rather than an HR staff person. It’s the boss’s budget— and if you have made the right impression, he or she will be more likely to go to bat for you to get a favorable deal. Demonstrate your “soft” skills right from the beginning by showcasing your proficiency at  negotiating for yourself!

Debra Feldman , founder of JobWhiz, is an executive talent agent with more than 20 years of senior management consulting experience. She uses networking to identify and connect candidates with unadvertised new career opportunities in the hidden job market. For more information, visit  www.JobWhiz.com, and to contact her, visit www.jobwhiz.com/contact.php.

Comments may be submitted to todaysengineer@ieee.org.