If execution of salary negotiation was easy, you wouldn’t be reading this.
So let’s talk numbers.
Two strong negotiating guidelines you can rely on are 1) talk about the JOB, and 2) own the SILENCE. Also, let’s look at some examples of how to use these tactics during the negotiation.
1. WHEN IN DOUBT, TALK ABOUT THE JOB
It’s not all about you. This is about you and the company partnering together. So instead of talk, talk, talking only about what YOU want, what would make YOU happy, and what YOU won’t accept, talk about the JOB. Illustrate that you care about this position, and that it’s the most important thing.
Discuss the role’s innovative strategies, or how the team works with cutting edge technology, or the company’s emphasis on sustainability efforts. Perhaps the travel component is exciting, or learning specifically from your award-winning manager is a thrilling opportunity, or how you know you can drive your team to achieve that X sale goal. First talk about the job, THEN offer a solution to the negotiating hurdle.
2. THE POWER OF “HMMM”
The best negotiating advice I ever received was implementing the word Hmmm at just the right moment, then sitting in silence for a few beats. How does this work? If the offer is too low, instead of getting offended, respond with, “Hmmm….” If the Hiring Manager highlights a reason why you shouldn’t secure a higher salary, simply respond with, “Hmmm….”.
Precisely implemented, this negotiating tactic can you buy time to collect your thoughts, express disappointment without being too defensive or aggressive, and encourage the Manager you’re speaking with to be the first person to speak next, perhaps solely to fill an awkward silence.
But you won’t consider the silence awkward, you’ll interpret it as a negotiating strategy. Be still in the moment, and own the silence.
Now, let’s see how all your preparation and these two tips can come into play during the actual negotiation. Whether in person, over the phone, or via email, these examples and talking points can lead you to a mutually beneficial agreement. The conversation is, at its core, simply an exercise in problem solving.
But before we start, please note, expressing your continued enthusiasm for the role not only reinstates a positive tone, but reestablishes your desire to join the company. Think teamwork, and speak positively. And when faced with nuances that may deter you from agreeing on a mutually satisfying number, fall back on these use cases:
You’ve already discussed your past salary OR
It’s a raise from your past salary, but doesn’t align for this new role:
“While we’ve already discussed my previous salary, I’m hoping this compensation package isn’t simply a raise from my last role. One of the reasons I’m so excited for this new opportunity is because of the multiple differences, this role’s new expectations, and I’d be working in a very different city. Can we agree to look at a salary that’s value-based and motivating for this particular job, at this company, at this stage in my career?”
You’ve learned the role includes much more than what’s outlined in the job description:
“I wish to say one more time how excited I am at the prospect of working here. I reviewed the offer letter and even the $75,000 is a good start, thank you. Still, conversations with the team uncovered additional factors needed to enable success in this position. I remember in the beginning of the interview process we had spoken of compensation range, and given the true scope of responsibilities, and based on my unique experience, I’m hoping we can discuss a salary closer to $85,000.”
You’re told there’s no more money in the budget:
“Perhaps we can focus on components of the role that falls outside salary, as compensation isn’t the sole reason I would join a company. I also value my health and fitness levels, and see the building has a gym. Would the company consider purchasing a gym membership during my tenue? Or, as I need to take the subway and train back and forth to work every day, can we discuss transportation reimbursement? Or another opportunity to bring our positions closer together?”
They say it’s already a fair package:
“I understand where you’re coming from, and wish to reiterate my enthusiasm for the position. This whole process really confirmed how much I could help the department from a project management perspective, given my past four years [résumé bullet point achievement here]. My skills across [example, example] really groomed me for this role, and I believe are worth another consideration for a salary closer to $90,000.”
That’s all the compensation she’s been authorized to offer:
“Hmmmm. [Silence.] Well, the opportunity to work [on a special project/with a specific client, etc.] is a huge draw to the position. In fact, all my research around it has only increased my excitement. I know I’ll do an excellent job because of my drive and commitment, as seen in my last three roles. I’d greatly appreciate if the team could have one more discussion about the value I’d bring, and an incremental adjustment in the package closer to $95,000.”
You don’t have the complete experience they’re looking for:
“I understand how my [few years in the industry, inexperience managing a team, etc] may lead you to believe I lack certain skills; however, I bring a wealth of knowledge in [skillset, experience, accomplishment]. My fresh eyes to make a positive change, and my experience in x, y, z will add a level of expertise and commitment that I’m excited to prove. As such, I’d like to revisit a consideration for a salary closer to $100,000.”
Other employees at your level aren’t making that much:
“I’d be thrilled to join the team and work with those I’ve already met. Those one-on-one discussions with them have just confirmed the likelihood I’d fit within the culture. I know I can share with them the strategies and best practices that have gotten me this far in my career, and learn from them as well. I also learned the nuances between our roles, and that we each bring something different to the table. I’d like to ask the company compensate me as an individual, considering what I can currently bring to the team, and where I have potential to go. How far can you move away from your original amount? What is the possibility of $110,000?”
See? When you won’t take no for an initial answer, and approach the problem with a positive attitude and in the spirit of partnership, it’s not so scary.
Research and prepare your answers to fill your negotiation tool kit. Next, enter the negotiation as a problem solver, neither a beggar nor a defeatist. You’ll be great. more tips can be found at https://likealeader.net/