Negotiation Tools
Good Negotiating is…
A relationship-building tool
An opportunity to assess fit with the
A way to optimize the fit between the
Offer and your “Ideal Position”
A Win / Win
Good Negotiators Are . . .
 Positive
 Realistic
 Problem Solvers
 Flexible
 Patient
 Confident
 Prepared
The Power Curve
Effective Negotiating Increases
Employer's Interest and Your Power
1st Interview 2nd
3rd (etc.)
When to Start a Negotiation
Negotiation is not a continuous selling
situation that occurs throughout the
You need to ensure that the employer is
“sold on you”
What to Negotiate
What is most important to you regarding
 Base salary
 Number of weeks of vacation
 Immediate health coverage
 A signing bonus
 What else?
Timing is Everything!
Avoid premature income
discussions - - they can be a real
deal breaker
Salary Ranges
What if you give out your salary range
too early and your range is …
Too High?
In their Range?
Too Low?
Handling Salary Questions
It’s all about Attitude:
“If they ask about my prior salary,
I have to tell them.”
“I’ll try to postpone that discussion.
What I am paid should be competitive,
and not based on prior salary.”
A Six-Step Guide
Acknowledge the offer without negotiating (thank the
employer and show your enthusiasm)
Analyze the offer and collect missing information (position
responsibilities, results expected, benefits)
Evaluate the offer and determine your goals, trade-offs, and
walk-away point
Negotiate and obtain or propose a counteroffer
Repeat steps 2, 3, and 4 as needed
Obtain agreement and ask for the final offer in writing (ask
for time to evaluate and consider the offer)
Negotiating Tips
 Reinforce your benefit to the employer
 Know your value through research
 Commit to Win / Win solutions
 Compromise when necessary
 Listen well
 Accept that the process can be stressful, but remain
 Identify gaps and offer constructive solutions

Interviewing Strategies