Play the Negotiation Game
The first number the interviewer mentions is rarely the highest possible salary offer. But laughing and saying, "You and I both know you can do better," is not good negotiating etiquette. So when the initial figure is mentioned, your first reaction should be silence. This lets the interviewer know that you are considering the offer and are not entirely satisfied with it. In fact, a study by Haldane Associates (an executive search firm) has discovered that in more than 50 percent of all situations where silence is sued, the interviewers cough up a higher figure without further discussion.
Quick Tip
Get inside information on salary negotiation at Quintessential Careers' Salary Negotiation Tutorial (www.quincareers.com/salary_negotiation.html). You'll find tips on getting the best possible salary, turning unacceptable offers into acceptable ones, handling salary discussions during an interview, and more.
Recognize the Final Offer...Then Make the Most of It
Again, you do not want to lose an acceptable job offer by demanding more. Some employers will see your resistance to accepting their offer as a sign of not being happy with it. So let them know that you do want the job, if that is the case. Do not delay your decision to accept: Say yes once the offer is acceptable to you.
If the salary is lower than you would accept, there are other things you might negotiate with an employer. For example
- Stock options
- Vacation time
- Performance bonuses
- Flex time (worth four 10-hour day and take Fridays off, work 10 a.m. to 6:00 p.m. to avoid rush hours, job-share, or telecommute)
- Company car
- Geographic location, if there is more than one office.
Before you shake hands to seal the deal, feel free to ask for 24 hours to think it over. Don't worry, such careful thought wand responsible consideration will earn the respect of a potential employer.
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