Smartly Negotiating Your Next Role: The Offer

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My last post covered two ways to smartly negotiate your next role with potential employers.  Out of a six-tip suite, today, I’d like to share the third and fourth  that I regularly share with clients.

3. Voice Vulnerability

Sometimes voicing that terms offered could cause personal difficulties can be an effective weapon in negotiations. If you are viewed as a choice candidate, this strategy plays upon the employer’s wish to make you happy. The key is in how you do it.

“I’m excited about the position and want to join you, but there would be some hardship to my family because of a few things I will be losing. Is there a chance you could go a bit higher?”

Questioning rather than demanding is the difference. Those who negotiate smartly persuade through integrity and non-threatening questions. They are then armed with information that translates to power. They are also able to buy time, to think, and to avoid putting all their cards on the table.

A savvy negotiator will not say “I don’t agree with you because …” That person will instead say something like,

“Bob, you make a great point, but I wonder if there is room for another one.” Rather than “That won’t work for me,” they will say, “Bob, could you please share how you feel that would work for me?”

Then, that candidate will follow with questions to clearly convey that the existing proposal is not quite enough. Use questions to lead employers in discovering for themselves the validity of your request. If your questions allow them to explore where their previous offer falls short, they are more likely to change those terms.

4. Don’t Jump On It

When you’re offered the job, express thanks, compliment the potential employer firm, and state with conviction that you need a bit of time to digest it.

“Bob, I’m really happy you made me an offer. ABC is a terrific company, and the Regional Director position has great potential. I know you can appreciate that I would like some time to give it further consideration. It would not cause any problem, would it, if I were to get back to you on ____?”

This is important. Get the offer in writing whenever possible. Ask for seven days to respond. Of course, sometimes this won’t be an option. Ask for a few days then; a minimum of one to two.

If there are components of the offer that you’re not quite satisfied with, there are some strategies that might work. When you call back, after beginning with one or two positive comments, it’s possible for you to raise the issue of redefining the job.

“Bob, with my two sons entering college this year and next, I had planned related financing based on income $15,000 higher than what’s been offered. Would it be possible to take look at the job specifications? I can promise that if you make a minimal extra investment, my performance will yield you a great ROI. Do you think we could go over it to make some minor tweaks?”

You may not wish to redefine the job, of course. Yet, you may want to raise the salary. Here’s where you can use both the above. You can show vulnerability, and then propose that a dollar figure be added to the base. Typically, if that figure is within 15 percent of what you’ve been offered, the employer should not be offended; and will offer you part of it. Naturally, asking for more money is a negative, and should be offset by the positives.

“Bob, I’m absolutely thrilled! The opportunity is what I’ve wanted, and it’s a perfect fit with what I do best! There is one issue though. One of the main reasons I was making a change was for financial balance. Can you please add $15,000 to the base? It would go a long way to ease my family’s needs.”

In my next post, I’ll show you how reviewing the job responsibilities while conveying a consistent enthusiasm can help you get what you want.

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