Tuesday’s Tip: Don’t Be Afraid to Negotiate

Happy New Year to all of you! I wish you the best this year! But it ain't going to be easy, so get ready to work hard at your job search. That hard work will soon lead to an offer, and I want you to negotiate for a better salary than the first one put on the table.

Many employers, recruiters and hiring managers expect their ideal candidate to negotiate their salary offer when the time comes. Thus, they do not make a first offer that is at the top of their available range. They expect some negotiations and will come back with a second offer that is really close to their comfort zone.

If you are nervous about them getting "mad at you" (this is ironic, since they usually expect you to negotiate on the job - especially if you are a manager and purchase products or services), and revoking the offer, consider these two options:

1) Ask them, "Is this a committed offer? Because if it is, there are some points I would like to negotiate, but I wouldn't want to jeopardize the offer on the table if it is not a firm offer." By doing this, you are asking for permission to negotiate, and from their answer, you will know if you are dancing on thin ice.

2) Have a safe "out" that you can always ask for (and receive) if the negotiation process is starting to turn ugly. If they say something like, "We gave you our best offer, what more do you want", and they say it in a tone like you are a crazy person, then politely say your "out" clause, "You mentioned that this position comes with a company car. If it is possible, I have always wanted a red car. Plus, my clients will see me coming from blocks away. Do you think this is possible?" Or use whatever else that you consider a "gimme" benefit.

Too many of the people I hire do not negotiate anything (or even attempt a negotiation), and most of the time, the hiring manager has given me some wiggle room (usually 3-5k that I could approve instantly if just asked) or possibly a sign-on bonus. Thus, in this economy, I would start with a 10% increase over their first offer and work down from there.