What techniques or strategies could you use to improve the likelihood that you’ll get what you want in this negotiation?
What factors would go into your negotiation:
What do you want?
Not just salary but other elements and/or perks. How much vacation time, educational reimbursement, expense account, etc. do you think you deserve relative to what you offer (e.g., your knowledge, skills and abilities)? How much is consistent with a position of this type? To find out more, you’ll need to do some research (check relevant databases, talk to individuals working in this field, etc.)
Sit down with your potential employer. S/he is likely to set the agenda, but you can discuss your desire not to make a decision at this meeting (e.g., you have other outstanding offers) or your need to get any offers in writing. Are there any other ground rules you might consider establishing?
Begin with a frame of mutual interests. “I know I have a lot to offer your firm, and I know that my working here will provide numerous benefits to me as well. It’s my hope we can work out a package that makes us both happy.” Discuss the importance of a frame in this situation as well as other options for a frame. Use questions to understand their position and interests as well. Be prepared to share information you collected during the preparation phase.
Focus on interests and skills why you are asking for what you want. Why do you think you’re worth the big bucks? Be creative. The more planning you’ve done ahead of time, the more creative you can be!
Once (and if) you’ve arrived at a mutually agreeable position, summarize the key points.
