John Borrowman, CPC
Borrowman Baker, LLC
Gallatin, TN
Do you make a habit of negotiating job offers, or are you more inclined to accept the first offer presented to you? Many people are afraid to negotiate; a study reported on Inc.com tells us that women are less likely than men to negotiate, but fear of negotiation is a widespread problem.
If you have made a habit of avoiding offer negotiation, chances are that you’re not being paid your worth as a business valuation professional, and you are under valued. Research from CareerBuilder tells us that 45% of employers are willing and expect to negotiate offers.
If you walk out of the room without negotiating you could be leaving money on the table. (Coincidentally, you are also missing the opportunity to show case your negotiation skills which are an asset.)
This does not mean you have to be pushy and awkward as this may antagonize the employer. Always be appreciative of their offer and negotiate fairly and reasonably. But, being reasonable, doesn’t mean being silent.
Of course, if the offer really does seem to comfortably exceed market norms this employer may have put all their cards on the table to begin with, but it’s a very unlikely negotiation strategy for an employer.
Salary negotiation doesn’t have to be a painful encounter, and it shouldn’t be. Research from George Mason University shows that the most effective salary negotiation style which results in the most satisfying outcome is a collaborative style, focused on a win-win outcome. It produced more satisfying outcomes for the candidate than either a more aggressive negotiation strategy, or an avoiding or compromising approach, reminding us that passive is not a good option either
It goes without saying that you should use market data from a range of reputable sources to back up your salary demands. This will show that your requests are considered and reasonable, and make you feel more entitled and assured about making the request.
As a little tip, when making your counter request, avoid using round numbers like ($50,000) and use precise figures like, $50,355. Why? Because a Columbia University Study showed that these precise offers are seen to be more informed and encourage the recipients to concede more. It’s a little known mind game that actually works.
Finally, if you really are finding that no quarter is being given in the salary stakes, there may be some negotiation room in the perks and benefits areas such as flexible working or extra vacation.
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