People are often concerned with being unprepared or worried about an unforeseen outcome, says Andres Lares, managing partner at the Shapiro Negotiation Institute.
Those mental states are very normal and healthy. It helps you think less about the negative things in the negotiation (what you could lose) and think more about the positive things that you can do to prepare for that negotiation. “If you can’t do the things you want to do, then do what’s within your power to progress and rise, remembering that you have to do your best,” Lares told CNBC Make It.
He advises you to think about all the possible scenarios during the negotiation and prepare a scenario, how you would react in each of those situations. Here are some possible scenarios.
Discuss salary during the hiring process
First of all, it depends on the situation for you to mention when and how to pay in job interviews. If the job description mentions salary, or if you’re confident in your numbers and have multiple rounds of interviews, you can bring it up, says Octavia Goredema, an author and career coach. right in the first or second round .
You can ask the employer to share how much money they can afford to do the job. Or you can come up with your own salary based on references from online or in-person sources. This information will help you figure out what minimum wage you want to negotiate.
By the time you have a job offer, you have an opportunity to negotiate. “You wouldn’t be in this room or hiring call if you couldn’t get the position. Recruiters won’t waste time recruiting you if they think you can’t. Now they do. We’re not just discussing what you need, but we’re also discussing what you’re looking for,” says Goredema.
If the proposed salary is less than the minimum you want
If HR offers you a significantly lower salary than you want, Lares says that needs to be renegotiated.
Your opening sentence should convey an attitude of gratitude that calms a tense conversation: “Thank you for choosing me for this position and its salary proposal. Unfortunately, that number is significantly lower than what I expected in this job.”
Next, assess whether they can flexibly adjust to your offer. Remind yourself and the other party that a negotiation is all about working together to reach a compromise. You could say something like, “I want to be respected and don’t want to waste your time, but I’m also interested and want to do this. What is pay flexibility?”
It is also possible that the employer does not know your qualifications or years of experience. In this case you can nominate yourself to them and ask the following: “Is there another title or position you are hiring for that matches my expected salary?”
If the suggested salary is close to your desired salary
If the offered salary is slightly below your actual desired figure, then you should object. At this point, you should have given yourself a number that you expect from this job position and that should also be in line with the overall market landscape.
Again, Lares said, first thank them for the offer. Show your interest in this position and make sure your expertise will do the job well. Mabel Abraham, a professor at Columbia Business School, presents arguments that help highlight why you’re excited about the job, such as the opportunity to develop your teamwork skills or maybe giving you a job. Launches new products. You could say that salary is only one factor in your decision-making, then state (or restate) the salary you want and why it is market-appropriate. your job as well as your qualifications.
Finally, emphasize that you want to negotiate with the other person to find a “number” that works for both of you, says Lares. You can open the door to a negotiation by asking, “What can we do to bring the salary closer to my expectations?”
If the proposed salary matches or exceeds your expectations
The good news: The human resources department offers you a salary that matches what you want. Congratulations! But don’t “nod” right away. Thank them for the suggestion and say you need more time to think again, says Lares.
Consider whether everything in the compensation and benefits matches what you want? Are there any items to negotiate other than salary, such as bonuses, vacation time, work flexibility (work from home), health insurance, childcare support or some others.
According to Abraham, who studies gender inequality in the workplace, these benefits are an important part of the negotiation process, where women are always at a disadvantage. “As long as the basic wage gap between races and gender persists, it becomes even wider when it comes to non-wage benefits,” she said. For example, a recent analysis conducted by The Wall Street Journal found that women are less likely to own company stock than men, and that even if they do, they own fewer shares. . That difference equates to hundreds of thousands of dollars in “lost” income over time.
If you choose to continue to negotiate perks other than your salary, focus on the benefits that are most important to you and take your flexibility into account.
What to do if you think you are underestimating yourself?
Maybe you’re getting to the point where you’re getting a lot of job offers and realizing the salary you’ve offered before is actually too low. But now the company is offering you that same number. Is it too late to revise your salary expectations?
You can mention it, Lares says, but that number isn’t just about money, it’s more of an indication that you don’t fully understand the nature of the job.
You could say something like, “When I started the hiring process, I understood what the job was like. But now, right at this point, during the interview process, I understand the job again. The job is like that. In a way, I think the salary for this position is worth the price Y. Am I right?
Keep the conversation open, says Lares, to avoid possible misunderstandings. “If you approach the conversation as ‘make sure we’re talking about the same position’, it makes you more sensitive to asking about money when it comes to salary agreements. The girl who lives alone still rents a house of 102m2, 3 bedrooms for 15 million/month: Every corner is beautiful, the balcony is green
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