Jeff Altman, The Big Game Hunter offers you the first rule of negotiating your job offer.
Today's salary negotiation advice comes out of American politics an autobiography I read many years ago from former Pres. Nixon.
Nixon was known as a tough negotiator. Whether that was true or not, I don't know, but he had that reputation. It is autobiography, he wrote about negotiating with representatives of the People's Republic of China on some deal. He said, "If you ever find yourself going into some kind of negotiation, if they want to negotiate about something, if they want you to compromise on something, they have to give you something back in return."
When a firm is offer you less money, a position title is not quite right, something less than what your expectations are, you have to get them to concede to something else. Let me restate that. You want them to concede to something else. You don't want to respond by simply saying, "But but but but but but but but but. This is that the money we were talking about. This is not in title we were talking about." You don't want to be whining in front of them. You just want to very simply say, "okay. If I accept less money what are you going to do for me? I see that you want me to take less to come on board, but what concession can you provide me with? Are you going to increase the review from one year to 6 months? I go to give me a salary roof you at that time? What can you do to make things better for me in this negotiation?"
Big companies are really limited. We live in litigious times. If they do something for one person they can be sued as advantaging one class of individuals over another. Let's say you are a heterosexual white male . There is a person who is not a heterosexual white male who isn't able to negotiate the same deal as you did. A lawyer gets in the middle of this and asks, "Why did you do it for this person and not for the other?"
Big companies are more hamstrung than smaller or midsize firms, but, regardless, you start by saying, "If I accept this with this title, with the salary, with these terms, these have been exactly what we've been talking about. What can you do for me? Can you give me an earlier salary review? Can you increase my vacation time? What can you do for me?"
Too many people make the mistake of not negotiating. You want to be negotiated, which includes asking them for concessions. Negotiation doesn't mean that you make all the concessions; negotiating means both sides make them. All
Jeff Altman, The Big Game Hunter is an executive job search and leadership coach who worked as a recruiter for what seems like one hundred years.
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