This continues our series on what you can do to get a great job with a great salary
Armando loved a certain company and the job they offered him spending more time using the skills he loved. The salary, however, disappointed him. He hesitated to ask for more money because he worried it would affect his relationships on the job. He met with a coach to practice win-win negotiating skills. He successfully negotiated the salary he wanted without offending the company.
Win-Win Negotiating
Win-win negotiating begins with the assumption that both parties win and nobody loses. Stephen R. Covey advocated it in The 7 Habits of Highly Effective People. Roger Fisher and William Ury teach it in Getting to Yes Negotiating Agreement without Giving In.
Tips to Win-Win Salary Negotiations
- Establish your value with home run statements during the interview process
- Create a 2x2 table or spreadsheet. List what
- The company wants from the person they hire in cell A1
- You provide, using home run statements, in cell B1
- You want from the job in cell A2
- The company offered (salary, medical, training, perks, etc.) in cell B2
- Compare the offered salary with comparable salaries (see Departments of Workforce Service)
- Highlight areas you don’t satisfy their desires and they don’t satisfy yours
- Determine your BATNA (Best Alternative to a Negotiated Agreement), or at what point do you walk away from the offer
- Practice negotiating with your job search coach
- In the negotiation talks
- Thank them for the offer
- Stay positive, honest, and open
- Share your intent to negotiate a win for both them and you
- Focus on the issues not on positions or people
- Verify what they want (read your list)
- Summarize the home runs that made them want you
- Share how their offer meets your desires
- Outline parts of the offer that may not satisfy them or you
- Ask questions to find solutions that satisfy both parties
- Get the final offer in writing
Download a special report Salary Negotiation 101 from Business Management Daily.
Monday we will introduce how the 10X2=Hired! concepts will get a great job faster
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