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Preparation for job offers increases bargaining power
by Holly Smith
It is important for inexperienced job-seekers to know how to negotiate their positions. Most job
search consultants would agree that what to negotiate depends on what is important to each person's
need.
Negotiating with potential employers can be intimidating, but with proper preparation the task
is
made easier.
Marvin Walberg, a job search consultant/trainer and a contributor to "Getting Hired," a weekly
job
search advice newspaper column, advises job-hunters to, "eliminate the word 'negotiate' because it
suggests argument, or debate."
Some career service centers also suggest making a list of personal requirements, and then,
comparing those requirements with the industry standards.
An important factor in preparing for negotiations is to be realistic and to create a balance
with
personal needs and what a company will actually offer, added Allison Reeves, staffing coordinator for
TRC Staffing Services.
"The most important thing about negotiating your first job offer is not to focus on money," said
Lee Miller, author of Get More Money on Your Next Job. "It is about training and opportunity for
growth. Once you have obtained skills and experience, you can negotiate for money on your next job."
"Understand that whatever the starting offer is, no one gets paid in advance of the work; you
have
to earn your pay," Walberg said. "So, whatever the starting salary is, what is most important is your
opportunity to grow your value and earn your worth. A company can start you anywhere, but what will
you be able to learn in a year or two? Get the opportunity, continue to learn and grow, and increase
your worth."
In preparing for negotiations, prospective employees should prepare themselves to ask and be
asked
difficult questions. Walberg suggests being vague when asked direct questions regarding salary. For
example, he suggests saying, "I'm really interested in an opportunity to earn my worth and believe
that your company will be fair and equitable with a starting offer."
Miller added that asking what the company has budgeted for the position is also appropriate.
When negotiating a higher salary than what is offered, prospective employees should already have an
idea of what the industry salary is for the position they are pursuing.
"If the company comes across with a low offer, buy time by asking if you could have a couple of
days to consider," Walberg said. "It doesn't hurt to mention that you were expecting an offer a little
higher, within a range of [a low figure] to [a high figure]. In a way, you're letting the employer
know you've done your homework and that you know what the range of income should be for that market."
However, when asked about vacation, work hours, health plans, job risks and other important
considerations, most job consultants agree that being direct is better for both the employee and the
company. This is because most companies want to fill their positions with people who are an exact fit
with their needs and company ideals. Even though applicants' needs may not match a company's, they
still need to be up front with their requirements.
One way for job seekers to negotiate an equitable compensation package is by bargaining one
benefit
for another. For example, you could ask to exchange salary for hours worked or working at home versus
the office setting. Most professionals will agree that almost everything is negotiable.
Aside from the interview, negotiating with future employers about salary and benefits will most
likely be the first chance employees have to impress their potential superiors. "Employees who don't
negotiate when they are taking a new job are often taken advantage of," Miller said. "Training and the
opportunity for career growth are critical to your long-term success."
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So the interview went well and a job offer is the result. Now comes the difficult task of negotiating
the salary and benefits.