Tuesday, September 27, 2011

Poker face isn't just a Lady Gaga song

It was week 11 of my Career Solutions Workshop, and on the agenda was a hot topic for job seekers: negotiating.

Negotiating has always put me out of my comfort zone, and I suspect I'm not alone. So I welcomed a frank discussion of how to navigate this somewhat slippery landscape. In this post, I'll share a few tips from veteran executive recruiter Maureen Walkinshaw, a Career Solutions board member and presenter.

When you receive a job offer, take a pause. Slip on that poker face. Yes, hide your excitement when you get that offer. Wait, look thoughtful and ponder.

The pause can pay off, says Walkinshaw. If an employer really wants a candidate, they may just throw in a few more goodies during that silence to sweeten the deal.  It's especially true if the employer sought you out, or if the hiring company is a small business that is not entrenched with big-corporation hiring policies.

Think about what kind of leverage you may have going in, and know your value in the marketplace. Do your research on salary beforehand with a website such as Salary.com, so you can evaluate the offer realistically.

Many items are up for negotiation in addition to salary. If the starting salary is less than desired, you may be able to secure an early review, making it possible to get your raise after three to six months instead of a year. Telecommuting, flex time, extra time off...all may be on the table. If you can stay on your spouse's insurance instead of taking insurance from the new company, you might be able to turn that into a signing bonus.

Go from least to most important, asking for the item that is most significant to you last, and it's smart to include a throwaway item or two that you don't mind losing.

Asking for an expanded job description with more responsibility might pave the way for a higher salary, too.

Be sure to express appreciation for the offer, and it's OK to ask for a day or two to weigh this important decision. (Be careful not to offend the employer with a flippant "I need to think it over.")

In this state, it's unusual to get an offer in writing. To make sure you have correctly understood what was offered, it's a good idea to send an email restating your understanding of the offer, to make sure that you and the employer are both on the same page.

In this short space, I can't distill the essence of a three-hour class, which included other topics as well. You've got a chance to take the entire 12-week workshop, which will begin a new rotation starting with Session One on Monday, Oct. 10. Details at www.careeersolutionsworkshop.com.

No comments:

Post a Comment