Successful negotiation is about striking a balance that is fair to both parties. If the deal benefits one party more than the other, there will never be harmony.
Negotiating is like playing poker, since you do not know that you do not know what cards your opponent has in hand and you will not know them until you return them to the table. Get as much information as possible from your interlocutor to determine if the company offering you a job is worth committing to.
Then you have to present your merits through the resume so that the company really believes that you are worth what you think you are worth. Typically, a compromise or agreement is reached.
It is a mistake to look at only one side of the negotiation: the salary. There are many areas to consider, comment on, and where a negotiated agreement must be reached. Always negotiate from a position of strength and security.
Points to consider when making an offer:
- Use logic more than emotions.
There is a noticeable difference between decisions made with the head and with the heart. Try to eliminate emotions when considering the elements to make a decision.
- Salary.
Inevitably, some of the interviews will address this issue. It is wrong for you to express your salary expectations for the following reasons:
First, if you give too high a figure, you can remove yourself from the hiring process, and if this happened in the first interview, you will not have had a chance to “sell” yourself properly.
Second, if the amount you mention is too low, you will sell your services poorly, which can be interpreted as an undervaluation of yourself.
Third, the figure may be in line with the salary range the company is planning, but the chances of this happening are very low.
Whenever you are asked your salary claims, it is much better if you return the question: How much would you be willing to pay? If you are working, you can mention the salary you receive and you can add a comment that favors you, within the following tenor:
“Naturally we are all interested in making more money. The position we are considering involves a level of responsibilities that requires a certain level of salaries. Your company has a reputation for being more than fair, so I am confident that if we do agree, it will be a fair offer that is made to me. "
- Wages and realities.
Make realistic wage assumptions, conduct research in the specific industry, and value your worth as an employee in today's market, relating to existing supply and demand. Unrealistic salary requests will work against you, no matter who you are. The laws of supply and demand will dictate its market value. They are not your expectations.
- Differences in wages.
Don't let a 5% difference in wages totally change your life and career. Many people make that mistake, despite the fact that another offering also met their personal and career needs. I have known people who accept lower wages than they assume their value for unknown reasons.
Likewise, I have seen others who accept a different offer based on their decision only on a small difference in money because they assume that it does not matter in one as in another company.
It is not true that all companies are the same, much less in working conditions, to mention just one factor. If selecting a position that enhances your career, learn to look a little further than merely the money factor. Remember that it is part of your life that you decide and if you choose wrong, the pain will be intense.
Money is important to everyone, few will argue about it. This increases in importance if you are unemployed and without income, with a family to support and expenses to pay. If this is the case, then go for something temporary, while you keep looking until you find what you want.
The first and foremost thing that should have meaning for you in your job search is whether or not they meet your career expectations, whether you will be happy in your position and with your prospects for development.
If this is not the case, remember the saying: "Money does not buy happiness." And it tells a truth about life because there are rewards that go beyond money. All career needs must be met, including job satisfaction. There is also a feed of the personal ego and remember that the best deal in money is not synonymous with the best job.
- The salary offers and the silence.
When making an offer of money about your job, always count slowly to ten before answering. I know people who received raises in the course of those golden moments of silence.
- Salary reviews.
Be sure to find out when your new salary is reviewed after the offer is made.
Depending on your position (strength, preferably), salary reviews can be negotiated to be carried out after three or six months, depending on the results achieved and then on an annual basis. Many factors influence this issue, but bringing it up during negotiation definitely improves your chances of accomplishing more than you would not.
- Seniority and promotions.
Find out how seniority influences your chances of being promoted within the company. Perhaps in the new company the road to get where you want is longer than the one you currently work for.
Accept or decline an offer
Over the years, I've seen many companies break all their hiring rules out of sheer frustration because they can't find someone or need to fill a vacancy at any cost. The most important factor (aside from background, credentials and chemistry) that I have observed is the strong interest shown by someone and their desire to join the company.
It doesn't matter if the prospect earns a salary above the rank of the position, has less experience than required, lacks a degree, or has not worked in the industry before, both the company and the candidate reach a compromise. Both parties may come to settle for less than they thought they would get, but they reach a compromise. Each starts from a position of absolutes but in the end they are in the real world where compromises are always made.
The desire shown by those involved in the negotiation is what breaks down the barriers. It is enough that the company wants to have the services of the candidate enough or that he absolutely wants to be in the company, the demonstrated desire is what makes the difference.
The person who most wants the job the most and has the ability to communicate that desire to the company more effectively is usually the one who ends up filling the position.
- The first job offer.
Don't take the first offer unless it is exactly what your career requires. If you are unemployed, it is preferable to accept any job to not having any, but always keeping in mind that it is temporary, while you find exactly what you are looking for. If you have a job but feel stuck, dissatisfied, and limited, look for more offers.
If in the latter situation you accept a position just because it takes you out of something that seems intolerable to you, you may find yourself engaged in something that leaves you unemployed in the short or long term, with the disadvantage that you will accumulate a reputation for instability in the jobs you have held.
- The opportunity to accept or decline an offer.
Taking too long to express your decision after an offer is made can cost you your job. A deadline must always be set to reply and it is essential to comply with it.
When the job offer meets your career requirements, salary, benefits and other conditions, a candidate will decisively accept the offer made. If you are given a deadline to decide, don't use until the last second if your demands and expectations are met. This will signal to your new employer a positive message of self-confidence and willingness to commit to your new job.
- The counter offers of former bosses.
It is possible that when you resign from your current job to go to the new one you have already accepted, your boss will make you a counter offer. Companies are often surprised and off guard. Depending on the circumstances, your current boss may "promise" you the moon and stars, as long as you stay. There are many reasons why people change jobs, but most choose for two reasons: the first is because the company did not deliver on its promises when hiring you, and the second is because their expectations did not come true.
The only thing I can advise regarding a counter offer from the former boss is that the events of the past speak for themselves. Apparently both you and the employer entered into a good faith working relationship. But like in marriages, sometimes divorce is necessary for people's happiness. Human nature is reluctant to change and there will be no shortage of people who will make promises to change what it does not like.
Do not handle your personal and professional life as if your life expectancy were a full millennium, because time passes and your unsuccessful achievements remain in the pipeline, only increasing your frustration and increasing your age.
- The totalized offer.
After you receive the full offer, review the total offer, not just the financial aspect. Take every detail into consideration or you may come to regret not doing so. Consider the following factors:
a) The company: size, growth, reputation, position relative to the industry, if it is regional, national or local, if it is anonymously or privately owned.
b) The position and hierarchical position in the company.
c) The people who will be the colleagues.
d) The general potential of the situation.
e) The business philosophy.
f) The economic offer (salary, benefits, benefits, bonuses, etc.).
g) The location of the facilities, their appearance and environment.
h) Marginal benefits of the position, work and company.
i) The lifestyle.
It makes little sense for you to move to another job, perhaps another city, if your family will not be happy in the new location and circumstances. It is likely that it will not be long before the tensions derived from dissatisfaction accumulate and begin to cause problems in the recently acquired employee by the company and it is even possible that he resigns, leaving the position vacant once again and the need to restart the entire hiring process again. Prevent this from happening to you.
- The right reason to accept a job.
Learn to recognize the difference between the right and wrong reasons for accepting a new job and all that it entails.
- Decisions based on personalities.
Don't decide to accept an offer solely based on the personality of the interviewee or your future boss. There are people who are so attractive that they have the possibility of putting more important aspects of a certain position or job in the shade and that must be taken into account when making a decision. Put things in their proper perspective and decide before accepting the wrong job for your purposes and goals.
- Too good to be true.
Try to separate the straw from the legit that is offered to you in the new company. Be alert. If something too good to be true is being sold to you, it probably is. Always keep an eye out for possible deception.
Recommendation:
See where you are going before you change companies!
The current job you have may actually be your best option right now too. Sometimes you wonder if you were right or wrong when choosing an option. To be sure, there is no way to make a logical list of the pros and cons that are related to your professional career and the personal satisfactions that a possible new job provides you, review, analyze and reason about the comparisons.
There must be an enthusiasm, an almost excitement in you, not only because you were made an offer and that you achieved a successful negotiation, but you want to work for it. You must be impatient to start your new job. If that is the case, then you know that you are choosing to take a job that is right for you.
Bibliography
Cans, Michael. Tips to find the desired job for you. Selector editorial news 1995. First edition. Translation of the book Job Search Secrets: 301 that can work for you!
