Career Success Center

A revolution is in progress. Changes in the work place are having a major impact on everyone, employers and employees alike. Nearly three millions jobs have been lost since 2001 and more than 8 million people remain unemployed. To remain competitive, many companies are now shifting jobs off shore. Since 2000, more than 2 million jobs have gone to places like China and India and it is projected that within the next 15 years more than 3.3 million U.S. service type jobs will move off-shores.

There has been some indication that the job freeze is beginning to thaw. Some industries have started to hire new employees and recalling some laid off employees. That is good news. However, persons seeking employment and current employees need to be aware that wages and salaries have remained stagnant and benefits are being reduced or employees are asked to share a greater portion of the cost. New employees are being hired at reduced wages, salaries and reduced benefits. So what is one to do when negotiating a salary for a new job or seeking an increase in wages or salaries?

You should negotiate. It is said that all is negotiable. Whether you are an a job seeker or employee working for an organization you have the opportunity to negotiate a base salary, various benefits and other incentives that can provide for financial security and job satisfaction. The negotiation process provides you an opportunity to not only define who you are and what you have to offer an employer, but also achieve what you want.

The first step in the negotiating process is to be prepared. Being prepared requires researching and gathering information, planning your strategies, carefully considering various alternatives, clearly and specifically communicating your view points and making decisions that will contribute to your well being and happiness.

In today’s job market, you have to be a strong and prepared negotiator to get what you want. Regardless to whether you are an employee or job candidate, consider the following suggestions to help you negotiate your way to financial security and satisfaction.

For the Candidate

Be prepared. Before the negotiation process begins, gather as much information on the potential employer you are interviewing with including the company’s salary range for someone with your education, skills and experience.
Know what they want. Determine what the employer needs and is looking for. Let them know that you are the one who can deliver what they need.
Don’t lie. Be honest and do not inflate your education, skills or experience. Sooner or later you are likely to get caught.
Be confident. Believe in yourself and in you abilities.
Market yourself. Continue to emphasize your skills, abilities, knowledge and experience and focus on your strengths.
Focus on the job, not the salary. During the negotiation process, emphasize how much you can mean to the company. Make them feel the position is more important to you than the salary.
Keep your personal financial obligations and responsibilities out of the negotiating process. The employer is not interested or responsible for your personal financial needs.
Don’t initiate salary discussions. Do not volunteer and initiate salary discussions and don’t volunteer your minimum salary request. If questioned about your salary requirement, indicate that it is negotiable. Let the employer make the first offer.
Discuss benefits separately. Make a list of the benefits you want, such as insurance, stock options, relocation expenses, if applicable, bonuses and tuition reimbursement, and negotiate them separate from your salary request.
Research your profession’s salary range and select a target salary you want. Determine what the market is paying other potential employees with similar qualifications and experience.
Be professional. Always maintain your professionalism in the negotiation process. This will enhance your statute with the employer.
Be willing to compromise and explore alternatives. Counteroffers are a part on the negotiation process, so you should remain flexible, be prepared to compromise and consider other alternatives.
Listen carefully. Ideally we should listen 70 percent of the time and talk 30 percent of the time.
Bid your time. If you receive a job offer, don’t rush. Be enthusiastic and appreciative, but ask for at least 24 hours review and consider the offer before you respond.
Get it in writing. After you officially accept the offer get it in writing.

What to do if your negotiations fail
It is unreasonable to assume that a candidate will be successful in every negotiation. Therefore the candidate must be prepared for disappointment at the outcome of negotiations and be able to handle the rejection in a professional manner. These suggestions can help the candidate accept the rejections and stay with the organization or continue with the job search.

If you decide to stay and accept the offer

Accept what is offered graciously and professionally and discuss what is the organizations policy and practice in regards salary raises, bonuses and other forms of compensation.
Get your foot in the door with the organization, do an outstanding job that is noticeable among management and your peers and then renegotiate after a period of time. Since you have proven yourself as a valuable asset to the organization you will have more room to negotiate because your employer will more than likely want to keep you happy.

If you decide to turn down the offer

Let the interviewer know that you are disappointed with the outcome of the negotiating process.
Be sure to thank them for their time, interest and offer. Emphasize that if future opening occur you will be interested.
Keep the lines of communication open.
Follow up regularly to find out about other job openings.
Stay positive.
Learn from the experience and use the experience in your future job search and negotiations.
Do not despair, keep trying and forge ahead. This is not the time to stop.

Employee Salary Negotiations
Employees are confronted with the task of negotiating for a good performance evaluation and a salary increase they feel would be fair. When faced with this task the employee should be prepared to demonstrate their worth to the company and how the company has benefited from their service and performance. Be persuasive and convincing in your argument for an increase. Show documented results, notes of praise and other material to justify your request for an increase.

The second thing an employee should do is aim high without being exorbitant. Make sure you can justify the figure you are requesting. Your figure should be based on what the market is offering for someone of your experience and qualifications and your perceived value to the company. Be fair and be willing to compromise.

If an employer makes a decision with which you disagree, do not argue but instead attempt to persuade the employer of the benefits of increasing your salary. Do this by demonstrating points and facts that justify an increase at this time. From there continue to do an outstanding job with your work and consider renegotiating at another time but also consider polishing up your resume and sending it to other employers. You may get the job that offers you what you want and deserve. This will also give you more room to negotiate if you want to stay with your current organization by showing how marketable you are.