A survey by Salary.com revealed that just 37% of employees always aim to negotiate their salary at performance reviews or job interviews whilst 18% never do. The reason for the reticence in this area, which is in fact crucial to job acceptance, is fear. Fear is most often a consequence of ignorance, lack of preparation or organisation.
In the final of this series of blog posts, we will provide you with some important tips on how best to deal with an answer, and what to do next.
Stalling once you have received a response can be successful in any situation. If you receive an offer that meets or surpasses your expectations then stalling slightly might make counter negotiator increase the already attractive offer. Being offered your aim early on shows that you are a valued employee, and one who his perhaps underestimating their own value, by adding a hint of doubt about accepting an offer then it is possible that you will be able to increase the attractiveness of your salary package.
On the other hand, if the offer you receive is nowhere near the amount you believe you are worth then it could have a similar effect, showing that you aren’t prepared to settle for less, and encouraging the negotiator to improve their offer to you slightly.
Stalling is always a good technique, so even if you are offered the package of your dreams it’s never a good idea to snap it up immediately, stall slightly just to see if you can further improve the already impressive offer and get just a little bit more!
Keep Asking Questions
It’s the best strategy at every stage of salary negotiations, and receiving an offer is no exception to the rule. Keep asking questions to boost your chances of succeeding in getting the best possible outcome for yourself.
At this stage the best technique is to ask questions which show that you consider the other party’s views; “How can I help you to move towards my viewpoint?” Or “It seems like the figure I suggested has taken you by surprise, what is the budget for my position based on?”
Research suggests that questions like these will show that you can work effectively with others, are not a selfish person and will create a degree of empathy on the negotiators behalf for your situation.
Don’t be afraid to counter the first few offers you receive. Thorman suggests using the following structure when responding to an offer you feel undervalues the skills and services you could provide: “I understand where you’re coming from, and just want to reiterate my enthusiasm for the position and working with you and the team. I think my skills are perfectly suited for this position, and are worth £70,000.”
Don’t Make Risky Threats
In the situation you are in you want to continue or start working alongside the person you are negotiating with. It can same brave and bold to threaten to leave or not take a job if it doesn’t meet your increased demands, but you should never do this. Not in any situation.
It can show you as petulant and that you lack loyalty to the organisation you are currently working for. Furthermore it suggests that the job is only considered by you to be a source of income, and that it means very little else.
Keep the conversation positive at all times, highlight if you feel disappointed, but don’t let it affect your positive persona. Don’t mention anything which might make it look as if you are not committed to the organisation you are currently working with, a technique which will fail to endear yourself or your situation to the negotiator.
If the person you are negotiating with is refusing to play ball, and will not even discuss your potential salary increase then consider negotiating for other incentives to help improve your working life. Suggest flexi-time, or a larger holiday entitlement, even ask if you can work on particular projects which may arise in the future.
These might not be the financial boost you were hoping for, but it would still play a big role in improving your life at work.
Quitter Never Win and Winners Never Quit
Often negotiations can take a long time, or many attempts to be successful. Don’t lose heart, keep plugging away and never lose belief in yourself. Experience is the key to negotiation that cannot be taught, so the more you negotiate the more successful you are likely to be.
It is important when in negotiations to always remember the following quote. “In order to succeed you must fail, so that you know what not to do the next time.”
That was the final part of our guide on how to successfully negotiate your salary. The previous three parts - detailing what to do in every stage of negotiations - can be found on the blogs section of our website. https://www.odysseyrecruitment.com/blog