It can come near the beginning of an official job interview or sneak up before the meeting is about to close. Whatever the circumstance, poised executives are always ready to answer the most important question that surfaces in a serious dialogue between decision-makers and prospective employees.
Exact phrasing varies but the meaning is clear: "What will it take for you to join our team?" or "What is it going to cost to get you here?"
Does the very thought of being in such a situation make your hands clammy, your heart race, and your stomach churn? Would you prefer any punishment rather than confront this issue?
Unfortunately, part of accepting a job offer frequently entails negotiating the terms of employment. Get prepared and save yourself some last minute angst.
Here are a few tips to help you face the inevitable with confidence and armed with good advice.
1. Do your homework
Be prepared with figures and facts demonstrating your value to the prospective employer. Know your worth in the market. Research what comparable positions with similar responsibilities command in your industry and in your locale.
2. Make it clear that your goal is fairness
You want to be compensated commensurately with what your colleagues are paid for comparable responsibilities, and you want to be rewarded for superior performance.
3. Show that hiring you is not an expense but a smart investment
Prove that you will be able to add to the bottom line through increased sales, cost reductions, revenue gains, enhanced productivity, etc.
Have tables or charts to illustrate the impact your expertise will have. Use actual data if available.
4. Never reveal an exact number for your desired salary or what you are currently making
Give a range that will allow you more room to negotiate for bonuses, benefits, time off, etc., because no two jobs are the same and no two candidates are alike. See Tip No. 6 below.
5. Have a bottom line in mind
What is this opportunity worth to you? What will you give up? What can you exchange to make the numbers work? Is there a necessity, a must-have need? Then, be willing to be flexible on the rest.
Think about time off vs. salary, educational opportunities vs. conference attendance, etc.
6. Remember that this should be a win-win—for you and your future employer
Make sure the employer understands that you want this job and you are confident that if the employer also agrees that you are the right choice, together you can make this happen.
Take the focus off the dollars and put it on the chance to have an impact, find solutions, move forward, etc.
7. Work this out with your future boss rather than the HR staff person
Only your future boss knows what the need is and will go to bat to get this deal together for you.
It's the boss's budget—so show off your "other" skills right from the beginning with your abilities to negotiate for yourself!
