Keppie Careers

Social media speaker, social media consultant, job search coach

How to negotiate a job offer in a recession, Part 2

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2402698820_6606b5ca8a_m1I hope you read Part 1…You need to know your value proposition, research, know what you value and have a good understanding of the organization and its needs. Now…

You have an actual offer. Now what? How can you negotiate for the best possible deal?

Instead of saying “OK” to an offer, it may be beneficial to pause and say “HMMM.” According to Jack Chapman, the well-known career consultant, telecoach, and author of Negotiating Your Salary: How to Make $1,000 a Minute, this single technique enables more people to negotiate a better salary than any other. In other words, don’t jump at the first offer. This single technique along with the following information will assist you in obtaining the most favorable compensation package.

It is very important to thank them for the offer and indicate that you are looking forward to getting it in writing so you can review it carefully. It’s ALWAYS important to negotiate. You don’t want to leave money “on the table,” so to speak. I can tell you stories of two people, equally qualified, from the same school, similar experiences, who wound up with the same job but unequal salaries because one failed to ask if it was negotiable.

It’s also a good idea in many industries to ask if there is a signing bonus! This is another example of an opportunity to leave money on the table!

What are some behaviors you’ll want to incorporate into the negotiation?
While you don’t want to jump at the offer, you do want to indicate that you are excited about the job and remind the organization of why they chose you. This is not the time to remind the organization about the tuition you need to pay for your son in college or for your penchant for designer clothing! Focus negotiations on your value. It’s a good idea to remind the decision makers of everything you bring to the table.

Keep it positive and be flexible and a team player throughout the process. Remember – you want to work with these people!

What do you want to consider regarding the offer?

Again, be prepared! What’s your “bottom” number? Is there a salary you MUST earn, no matter what? Decide if there is, and recognize that you may lose the offer if it doesn’t work out. Be ready to explain why you believe you are asking for a specific salary.

Evaluate a company’s entire benefit plan.

Sometimes, the hiring manager will not be able to negotiate the salary up. Think outside of the box and be creative in your negotiating. Look at the entire package. Think about negotiating using:

  • Vacation time, flexible hours, tuition reimbursement
  • Overtime, days off, relocation expenses, stock options
  • Company car, expense accounts, bonuses, etc.
  • Benefits (health, retirement, disability, stock options, education assistance)
  • Relocation expenses, reimbursement for commuting costs

What every negotiator needs to remember:

  • Never burn bridges – communicate in an open and thoughtful manner.
  • If you aren’t prepared to walk away, don’t offer ultimatums.
  • Look for the common points – use them to negotiate.

It’s a good idea to practice your techniques (I’m happy to help!) and prepare as you would for an interview. With the right attitude and preparation, you will be set to earn what you are worth, even in a down economy!

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How to negotiate in a recession, Part 1

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money_on_table_1The news is not good. Talk of a recession is now turning to talk of a depression. If you do land a new job, what options do you have for negotiating your salary? Can you afford to be aggressive in negotiating your salary? Do you want to risk leaving money “on the table?”

As with most career advising, there is no one “right” answer. How you proceed will depend on your industry, your level of expertise and how important your position is to the organization. I do not advise entering a negotiation thinking that you should jump at any offer you are “lucky enough” to get. Organizations still need to recruit talent. Take a good, long look in the mirror. Know what you offer and negotiate based on that value. There is a lot to keep in mind…

Research, research, research.

Before you get the point of being asked to name salary, you must do your homework! Yes, that should include online research. Alison Doyle, who writes the About.com Job Search column lists several sites to visit. (Feel free to list others in the comments section.)

In addition, you’ll want to talk to people to try to determine if you can get a sense of salary ranges. Although there’s been talk of employees sharing salary information with each other, it is not generally accepted to ask someone what he or she earns! However, it is acceptable to talk about ranges and to ask general questions. For example, “Does this company typically pay at the high or low end of the industry’s range?”

What should you list on an application that asks for salary?

Avoid listing salary. Write “negotiable.”

What should job seekers do to be prepared to actually negotiate an offer?

What to know about yourself. Make some choices about your needs: Before you begin negotiating, make a list of the things that are key factors for you:
-    What’s going to make you love your job?
-    What will make you proud to come to work every day?
-    What would keep you at a company?

What to know about the organization?

Be prepared and informed. ?How badly does the employer need to fill the position for which you are being considered? How difficult is it to find someone with your special skills?  This information lets you know what type of leverage you will have to negotiate a better offer. Most importantly though, you must have conducted comparative salary research (as described above). Determine your market value in the profession and location. Once you have all of this information, along with your own salary history, you can determine how to negotiate your offer – even in a recession!

Stay tuned tomorrow for what to do once you have an offer!

Need to get to the offer? I can help! A new resume and job search strategies can make all the difference!

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After a Lay-Off – Don’t Fall Into these Traps

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One constant in job seeking is that there is no ONE “right” way to do anything. For example, some recruiters don’t appreciate thank you notes. Others require or expect them. (I maintain that it is safest to send them!)  There is, however, advice that seems to be ubiquitous. If you are job hunting as a result of a lay-off, Sarah Needleman offers some terrific, always relevant advice in her article for the Wall Street Journal. To avoid putting your foot in your mouth, keep these tips in mind! (Tips are from the article; commentary is my own.)

When applying, avoid expressing bitterness or self-pity. There’s no need to be specific about the circumstances of your job loss in your initial communication. While you should have an answer to the question about how and why you left your job for an interview, being laid off is not as much of a stigma as it once was, so don’t get too worked up about it. Focus on the positives – that you still have great skills to offer and are looking forward to using them for a new company.

Signal Confidence. Don’t be overly thankful! The article suggests that it isn’t a good idea to include lines such as, “Thank you so much for giving me consideration” as this may be a signal a lack of confidence. Don’t be overly self-confident, but make it clear what you have to offer instead of groveling and begging for consideration.

Be flexible and not fussy. There’s no question that employers will prefer candidates willing to do what it takes to get the job done. Demonstrate that you are a team player who is willing to hit the ground running.

But, don’t be TOO accommodating! Needleman reports that Russ Riendeau, a senior executive recruiter, does not believe candidates who say they are willing to go anywhere, travel all of the time or make other difficult concessions.  “When I hear that, I know it’s not true,” he says. “I know I’m dealing with a desperate candidate.” So – be flexible, but don’t come off as desperate!

Some unemployed job hunters also hurt their chances by volunteering to take a significantly lower salary than what they earned in their last job. Some recruiters will hold it against you if you offer to take a pay cut of more than 20%. I always suggest waiting as long as possible to discuss salary. Focus on why you are a strong candidate for the job and indicate what aspects appeal to you beyond salary. (Maybe the company specializes in an area where you know you can really contribute.) If you have good reasons for being willing to take a pay cut (beyond the fact that you will take any job to pay the bills), you’ll be more competitive.

Don’t forget – recruiters need to be sure you’ll stay in the job, or they may lose their fees or their credibility with their clients. If you seem like the type of candidate who will leave at the first opportunity, you aren’t going to be considered particularly desirable!

What other ideas do you have? I invite recruiters and candidates to share experiences in the comments!

Don’t forget that Keppie Careers can help you find the job you’ve been seeking, no matter what your circumstances: www.keppiecareers.com.

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