From understanding negotiation tactics to learning the right things to say when you want to negotiate, it can feel like a lot of work and sound intimidating! But, by now you are probably tired of failing to negotiate or to win when negotiating if at all.
For you to feel better prepared, we’ll share information that will help you win when negotiating your job offer so that you can feel confident and fulfilled in taking up your next opportunity. It’s a skill that can be mastered.
In the scenario we’ll be discussing, this negotiation will come in handy after you have been verbally offered a job and want to counter offer.
John has gone through a 3-stage interview process and has received a verbal offer from the recruiter at ABC company. He was offered $65,000 for the role of Business Development Representative. He mentioned to the recruiter that he will like to sleep over it. John is unsure of how to negotiate the offer to a higher salary.
1. Before the negotiation
Planning for the conversation
Ask yourself what you’re trying to get out of the negotiation. This will help you prepare for any possible way the conversation might turn. Determine the least salary you will be comfortable with and stick to it.
For example, if you are interviewing for a role with a salary range of $60,000 to $90,000 most often than not, the employer may offer you the lower end of the spectrum. This is why you should negotiate your offer!
To feel prepared, ask yourself what the best-case scenario salary will be for you. While $90,000 will be the best offer you will want, will $80,000 be the least amount that you will be willing to settle on? There is no right or wrong answer, but it’s all dependent on what you will be most comfortable with.
Understand that there might be different outcomes for the conversation. Identifying your goal will help you set your priorities right as well as to know where you are willing to compromise.
Do your Research
If you’re planning to negotiate for your job offer, ensure that you know the value of the role and job required of you to avoid throwing out a number. You need to be able to back it up with some basic facts.
Research the position and industry to know what will be ideally fair compensation for the responsibilities and role as well as your previous experience. Have your facts together as well as necessary information because this will most likely help you leave with what you want at the end of the day.
So where can you do some research on the salary?
You can start out via Glassdoor. When you create an account, you have the option to find a job, but also see reviews of the company as well as an anonymous salary compensation from their employees. See a sample screenshot.
Start the conversation over the phone
Ask the recruiter or the person who you will be discussing the salary terms with for a quick chat.
As much as possible, it’s advisable to start the negotiation discussion over the phone because of a number of reasons. First, it gives you the ability to possibly read their emotions because emails remove emotional intelligence and reduce the other areas of communication since it’s all written.
Secondly, as you haven’t really had the opportunity to work with this person, it’s always a good call to have a verbal chat to really get to know them beyond just discussing the salary. Lastly, it’s just polite to have a chat first!
Hi [Name of Recruiter],
Thanks for your email and the offer. Can we get on a quick chat to discuss the offer?
Let me know a great time that works for you. Looking forward to hearing back.
2. During the negotiation
Start by being appreciative
On the call, start out the conversation by being appreciative. Thank the recruiter for the opportunity and mention that you are looking forward to joining the team but that you will like to negotiate the offer.
Try to begin with an ice breaker/ pleasantry like talking about the weather or how their day is going before jumping into the negotiation conversation. Canadians and people in North America generally like to feel that they can trust you and this helps build that trust.
Sample ice breaker for the chat:
“Hi [Name of Recruiter],
How is your day going? (Have a quick chat on anything that is being said and really listen and respond).
… So thank you for the opportunity and the offer. I am excited to receive the verbal offer and really look forward to working with the team. I enjoyed the interview process and I know that I will enjoy working with you and the entire team. However, I will like to negotiate the offer.
I know that you mentioned that you will be offering [Amout They Offered], however, I believe that with my previous experience, education and the fact that I have done [XYZ/ every other thing you have to offer or researched about the role] in the past, [The salary you are most comfortable with] will make a suitable compensation for me at this time.”
Ensure you are the first to make your number known
Making the first offer is advisable because when you come in with a set number in mind, and back it p with your expertise and research if they counter, they’ll be more likely to base their offer off of your number, rather than a number you are unsure of.
Worst case scenario, you’d be bargaining based on that and they would know what you really want as your pay from the get-go.
While negotiating, it’s really important that you do a lot of listening to understand where the other person is coming from. This will help you stay on top of the conversation and concentrate fully since you’ll be seeing things from both angles.
Understand the interviewer’s point and see areas where you can compromise. Active listening is really important to stay at the winning end. Note that listening is different from hearing. You want to be listening!
Where does listening come in?
Communicate clearly, listen to what the interviewer has to say. Feel free to ask an open-ended question like What is within your budget? if the recruiter mentions that the salary you are proposing is above their budget.
Feel free to sleep over it and let the recruiter know that you will want to think it over if that helps. You can counteroffer to find a common ground.
At this stage, the worst-case scenario will be for you to leave the discussion with the least salary you will be willing to accept. However, ensure that you have done enough research on acceptable compensation for the role in the market and what the company can offer so that you have a good fighting chance to leave with what you want.
Keep Your Emotions in Check
Nothing is personal when you’re negotiating. You are speaking for yourself and advocating for your need but remember that companies have budgets that they need to stay within to remain profitable.
So take deep breaths, think things thoroughly before speaking, and don’t let your emotions out. This will go a long way in proving you are professional.
If you have any questions, feel free to drop a comment below or send us a quick email through the contact page. Remember to subscribe to the blog to stay updated on the latest articles and any new information.