St.Louis Business Journal
SUCCESSFUL NEGOTIATION REQUIRES ADVANCE PREPARATION

By Anna Navarro

July 1998  

Author's note: Client stories in this column are based on actual situations fictionalized to protect privacy and told with permission.

The process of looking for a job often is so emotionally wearing that once someone seems interested in hiring you, there's a tendency to be so relieved, grateful, tired -you name it - that all you want to know is when to show up and where to park.

However, by pausing to negotiate your acceptance, you can greatly enhance your income and the quality of your work life. There is a small window of time, which occurs after you know the employer is interested in you, and before you've accepted an offer; during which you are in the strongest position to negotiate, whether it's for salary, working conditions or benefits.

If you negotiate before this time, you could put the potential employer off and preclude an offer by seeming overly demanding or pushy.

To use fishing as a metaphor: If you try to reel the fish in before the hook is set, you lose it. You have to wait until it bites, and then be prepared to start reeling it in quickly

One reason many people are reluctant to negotiate is fear that it will jeopardize the job offer. You can avoid that risk if you are straight-forward and assertive about what you want, yet leave yourself a graceful way to accept the original offer.

Never say "I have to have...," unless you mean it. Instead, say "I would like....," which allows you a face-saving retreat.

Since enthusiasm is a key part of making you an attractive candidate, always and continuously express your enthusiasm for the job and the organization. Don't in any way put down the job or your interest in it as you ask for what you want in terms of salary, working conditions and the like.

Sometimes people are reluctant to negotiate because they mistakenly assume that if they "win” something important, the other party must necessarily "lose." In truth there are many situations where taking the time to talk through what you want will produce a win-win situation.

You should start preparations for negotiating as soon as you’re invited back after the first interview. The sooner you start, the more likely you are to succeed.

There are five steps to consider. You should complete each step before moving to the next:

1. Evaluate the position: How well does it match what you're looking for? Make a list of the pros and cons.

2. Gather “gossip” about the organization: Find out what's good or bad about the organization from people who have objective, factual information. This is particularly important since an organization that's interested in you may try to "sell" you on joining its team. The best sources are former employees, friends within the organization and other people in the field you've met through networking.

3. Decide what you're going to negotiate for: Develop a range of conditions under which you would be willing to take the post. Identify a top that's a bit higher than what you want so you have room to negotiate but make sure your bottom is truly minimally acceptable.

4. Develop a rationale for what you want: This is a way to convince yourself and your future employer you deserve what you're requesting. For example, the four best arguments for salary in rank order are these:

A. Your last or current salary, adjusted for time lapses, career changes and the like.

B. What the person above or below you in the organization makes.

C. What the field or industry pays generally.

D. What you could earn for the organization, or what you could save it.

5. Rehearse the negotiations: Practice with someone who can give you some feedback about what works and what doesn't. Work with the things that are your worst fears. When you face these objections head-on, they very often lose much of their power.

Remember, you started looking for a new job to improve your situation. You can help yourself if you're willing to negotiate a bit.

Anna Navarro is the founder of Work Transitions, a nationwide career consulting firm that trains independent career strategists and consults with individual clients.

This column was originally published by the St. Louis Business Journal. The actual title of the column and date in which it appeared in the Business Journal may be slightly different from what appears on WorkTransitions.com.