sarah.clark@hqeducation.com
HQ Education Columnist
Many people take the wrong approach to salary negotiation, taking either a position that is too strong or too weak. What is more, some career management experts say being honest and sincere are some of the most important characteristics you can bring to the negotiation table.
Now that the job market has begun to recover, employees are taking advantage of employment offers that are more favorable. Where once you might have taken any offer management tossed your way, you now might find yourself in a position with a little more bargaining power.
Salary Negotiations are Serious Business
First, don't enter a negotiation until you have a clear sense of salaries and benefits others in your field with your level of experience and expertise are commanding. You can find regional salary data from the U.S. Bureau of Labor Statistics, Salary.com, and the National Association of Colleges and Employers.Lee Miller, a career advisor and author, offered in CareerJournal.com suggestions on how to deal with ethical issues one can face in business negotiations. He advises job seekers to never lie and to come to the bargaining table with a spirit of fairness rather than one marked by greed. "You should be able to justify every request you make in terms of fairness," Miller wrote. If others in your field at your level receive compensation for moving costs, then you should feel comfortable asking a business for the same.
Beware of Management
Miller also encourages negotiators to remember that the person they are dealing with may very well become their boss, or at the very least, part of a management team with influence over their advancement in the business. As such, Miller advises, you should be gracious, taking care to not overstep boundaries and cause offence. It's okay to be strong, to say no, or to make requests, but don't let greed dictate the process. You want your prospective employer be feel as though he or she is being treated respectfully and fairly.Finally, be aware of the many different benefits which can be negotiated and have a sense of what management is able to offer. For example, a start-up company may not be able to offer a very big salary, but they might be more willing to accommodate a flexible work schedule and offer a financial stake in the company. Similarly, a large business might have an easier time covering the costs of your moving expenses but have difficulty offering telecommuting or flextime options.
