Читать книгу Negotiating Your Salary - Jack Chapman - Страница 13

You’ve researched your Objective Market Value. You’ve identified your Individual value. You’ve calculated some incentive based on value you plan to create for your employer.

You have taken that research and turned it into three numbers: Ideal, Satisfactory, and No-go.

You’ve decided who goes first (column A or B).

A. Employer Goes First

Emp:	Our offer to you is $ABC
You:	$ABC? [Hmmm; silence]
Emp:	We are flexible, what did you have in mind?
You:	May I share my IDEAL with you? Let’s hold it as a target, not a demand. Here it is.
	<Your researched response>

B. You Go First

You:	May I share my IDEAL with you? Let’s hold it as a target, not a demand. Here it is.
Emp:	Gasp. Well, we were thinking of offering $XYZ.
You:	$XYZ? [Hmmm; silence;]
Emp:	Would you accept $DEF?
	<Your researched response>

So after silence, and perhaps your first raise, reply to the employer with your Ideal, based on your research. “What can you do in that range?”

Very High: If they make you an offer that is significantly above the Satisfactory level, make sure it’s a firm offer, then accept it. Soon thereafter, do some detective work and make sure you aren’t in over your head.

Very Low (but not below your No-go number): Keep the conversation going. Make sure the first number you got from them is firm, i.e., they won’t pull it back just because you choose to discuss salary further. Then from that “firm offer in hand” base, share your rationale(s) for a higher salary.

Bennies and Perks can sometime bolster a lower offer and make it Satisfactory.

Too Low: lower than your No-go number. Don’t reject it, yet. Give yourself and them some time. Get them to promise to keep the offer open 24 hours, and in return promise them that you’ll be clear and firm when you take it up again. If you can say yes and mean it, you’ll say yes. If it doesn’t work for you, you’ll say no and suggest they look for another candidate.

Caution: even with a good-for-24-hours promise, they could easily change their mind unless you offer the “call a spade a spade” deal.