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They want to pay you what they want
and not a penny more. You want them to pay you what you think
you are worth and not a penny less. The difference is the
reality of the situation and how you address this variance
determines how successful you will be in negotiating your
package increase.
In light of what you know about yourself,
the company making the offer, the differences between what
you want and what you need and the “ideals” you’ve described
in earlier exercises, you must now evaluate and balance one
against another until the offer works or is rejected. They
are doing the same thing. Your win-win scenario is achieved
by developing a close match that is agreeable to both of you.
A consultant I once employed used to
tell clients that, "negotiating a salary is much like playing
high stakes poker. There are good hands and bad hands, just
as there are good offers and bad offers. The expert poker
player knows how to handle both." This is very true, isn't
it?
As you went through your interview process,
you collected information of all kinds. Now, you should
organize this information so you can form a negotiation
strategy. The Potential Package Items form found in the
Workbook, Unit 4, will assist you in sorting out what is
really important to you and what is not. Print several out
and have them handy in your portfolio binder to use during
your interview process.
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Don't Leave Money On the Table
Before you begin to negotiate, go through
the list and prioritize what you want for yourself. If you
have a search partner, they too must go through the list and
prioritize what they feel is important. The two lists
combined are the backbone of your strategic position.
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Exercise 8.1
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Potential Package Items
Each job is different and this will change the
importance ranking for your Potential Package
Items. Repeat the exercise for each job.
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On the FEC Enterprises, Inc.
www.fecent.com/™ website, I have listed a number of
research sites, some of which can be used to determine salary
and package information. This is important because you want
to know going in whether or not your expectations are even in
the ballpark. Some companies post these on their sites.
The purpose of this research is to support
your SHARE stories so that the prospective employer will feel
embarrassed to offer you a salary at the beginning level or
lower end of the salary range.
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Prologue
