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NEGOTIATING
THE DEAL If you
are ‘in line’ for or have been offered a top job – or a very distinctive one
– you may find your self in a negotiating position on matters such as salary.
Here are
some guidelines and tips – 1.
Decline
to discus salary and conditions until the very last stages – preferably after
they have said that they would like you to take the job (Say that you are
sure that something mutually acceptable can be worked out – and you are happy
to leave such details until later) 2.
If you
are pressed – at an early stage – just give an indication of the salary range
that you would expect to be the norm for such jobs – ‘from your experience’.
Try not to be specific – or to refer to any single figure 3.
When
salary is mentioned – always say that there are other aspects of the ‘package
‘ which are important also. If pressed, refer to incentives, contract terms
etc 4.
When the
time comes to fix conditions say that you would like to first ‘rough out’ the
general terms – and not to agree specific things straight away. 5.
Have
some aspects that you are quite relaxed about – that you don’t intend to
negotiate on – eg notice period, start date, relocation allowances, pension
contributions , car etc. Try to get these discussed first – ie get off to a
positive start 6.
When it
gets to the tough things – usually salary and contract period – don’t make
the first offer. Ask what they had in mind. 7.
Don’t
jump at the first offer – even if it is better than you had expected. Ask if
they have any ‘flexibility’. Try to move it up a bit - but be gracious and
don’t expect too much. Don’t negotiate hard – just enough to get respect 8.
If the
offer is seriously disappointing – say so. If they don’t move – say you will
have to think about it and commit to getting back to them in (say) 1 week. If
they ask you what you want tell them your mid-point figure. 9.
If the
final offer is worse than you had wanted – but you are still interested – try
to negotiate a review after 6 months and get it in writing in the offer
letter. 10.
Try to
remain friendly – whatever the outcome. ( Back to top ) Source: http://www.mbajobs.net/graduates/advice_negotiate.html
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