Negotiate Your Next Move

D.F. Dowd After landing a great new job offer, it's only natural to want to stop and savor the moment. Do yourself a favor and stifle that urge. You still have plenty of work to do before sipping that first cup of coffee in the office and signing up for the 401K plan. Getting an offer in today's sluggish economy is a pretty impressive feat. But it's just a part of the employment equation. Now you have to bear down and negotiate a package that reflects your experience, talent, and worth. It can be like walking a tight rope. You have to inch along carefully to get what you want without slipping off the wire and losing what you have--that swell new job offer. The trick, say the experts, is removing as much emotion as possible. You will tend to negotiate differently if, like many scientists, you really love the work. Researchers may settle for far less than they're worth in salary and other perks. Love may be grand, but it shouldn't cost you several grand in salary. "Scientists do the job because they love it, not because they get paid a lot," says David B. Hayes, president of HireMinds, a Cambridge, Mass., firm that specializes in finding jobs for the science and high-tech markets. "They tend by nature not to want a new Porsche." Even a nice used Volvo costs a few bucks. So negotiating more money or an additional week's vacation is important. And you probably deserve it if you come packing experience, skills, and reputation. Before stepping into that next job search, learn a thing or two about negotiating. Be confident, but not arrogant. Know your value, but don't be unrealistic or greedy, and remain open to compromise. Here are some other tips from professional search consultants on how to negotiate your best package: MAKE SURE YOU HAVE THE OFFER Sounds pretty basic, but Hayes says it sometimes isn't easy to discern an offer from an off-hand comment, especially if you come from a profession where language is used precisely. "You'd be surprised by the number of people who try to negotiate the extras because they think they have an offer and they don't," Hayes says. "People think they are getting the job because someone says, 'We're really excited about you,' or, 'We're looking forward to working with you.' None of those things mean you have an offer." An actual job offer materializes only when it's in writing. DO YOUR HOMEWORK You wouldn't accept experimental results without examining the background and methodology. So why would you take a job without studying the employer? "You need to be well-prepared for the interview," says Christopher Jones, vice president of Content and Community at Hotjobs.com. "You need to ask intelligent questions about the company and give informed answers. As much time as you can spend preparing, the better." Check newspaper and online ads for similar jobs. Talk to peers working in similar positions in industry. Visit professional associations' Web sites and read the company's financial statements. Decide on what you must have to be happy if you take the job. Is a bigger salary more important than another week's vacation? "It's data processing," says Christine McKay, president and CEO of McKay Partners, and a member of the board of the International Association of Independent Negotiators. "The data help you take the emotion out of negotiating. The nature of negotiation is [that] you will never be truly successful if you are emotional about it." You're not done. Craft a list of open-ended questions you can ask to obtain more information during negotiations. THE WHO, WHAT, AND WHEN OF NEGOTIATING Negotiations begin in earnest during the second interview. But remember, you still don't have any leverage; that comes with the written offer. "The company has put a stake in the ground to say they want you," Hayes says. "Now you have their ears when you ask for something." Most likely you'll meet with several people, starting with someone from human resources, but you want to do the real negotiating with the person making the hiring decision. That person holds the purse strings. "Talk to the hiring manager," McKay says. "Your salary comes out of [the hiring manager's] budget, not human resources. You want to see [the manager's] reaction" to your requests. You want to know: "Am I pushing too hard? Am I making them uncomfortable? Did I anger them?" You can ask for almost anything, Hayes says, if you ask nicely. "Negotiation is more a style issue than a substance issue," he adds. "There is a way to ask a question that indicates you would be open to different answers, and you are more likely to get what you want if they like your approach. So just be pleasant about it." Since you've done your homework, you know what's in play. For instance, most benefit packages are fixed and off the table. An employer isn't going to reshape a policy to accommodate you unless the words "Nobel laureate" follow your title. So focus on the things you're more likely to get--extra vacation days, a signing bonus, stock options, a title, career tracking, or special assignments. Most people opt for more money. Decide on your magic number before sitting down, and wait for the interviewer to broach the money question. And then, Jones says, avoid giving a specific answer. It's best not to get tied down to a specific figure. "You are in a stronger position if you know the salary range," Jones says. "If you're asked, give a range. You never really want to give a number." As you negotiate, pay attention to visual and verbal signs. For instance, says McKay, if everything is fine and then the interviewer abruptly changes demeanor when you mention salary range, you can immediately try to mend the problem. "If you're paying attention you can say, 'I'm sensing I made you a little uncomfortable. I didn't mean to, so help me understand the problem,'" McKay says. "It gives them the ability to come back in and shows that you are on top of it." Most employers don't expect an answer on the spot. They understand you want time to digest the offer or confer with someone. If an employer presses you for an answer, head for the nearest exit. "If they say, 'We need to know today,' quite frankly I would say no," McKay says. "That kind of behavior shows little respect for their employees. If you find yourself in that situation, run away as fast as you can." In the end, taking a job will depend on several factors other than money. First and foremost, is the job a perfect fit? If so, then you may want to take it regardless of salary and benefits. Conversely, if the company or job hasn't wowed you, then it's back to the drawing board for a new job search. Remember, money doesn't buy happiness. "The number one mistake people make is that they will not walk away," McKay says. "If you are going to negotiate you must be willing to walk away. If you are not willing to walk away, you will not get what you want. You must know what you need and what you have to have." Bob Calandra (rotoca@aol.com) is a freelance writer in Philadelphia. ON-THE-JOB NEGOTIATIONS Once you land a job, negotiating the salary, promotions, and other perks becomes an annual event. Most pharmaceutical and biotech companies conduct yearly performance evaluations, which decide the level of employees' raises in salary based on the quality of their work. But assuming that you are doing outstanding work, there are some other ways to enhance your negotiating position, says David Hayes, president of HireMinds, a Cambridge, Mass., firm specializing in finding science and high-tech jobs. Start by networking within the company. Scientists, by nature, tend to be insular creatures focused on their work. That's fine, but they should also take every opportunity to meet colleagues in other parts of the company. "It's the employee who is working hard and producing great results, but who is also connecting with people in other areas of the company and becoming known and liked who will advance," Hayes says. It can be something as simple as saying hello to people in the cafeteria, joining committees, or attending the company picnic. "Make people outside your group aware of the great work you're doing without being boastful," Hayes says. Advancement has "a lot to do with being well-liked and respected." Check which way the job market wind is blowing before your yearly review. The stronger the market, the more muscle you can put behind your salary/promotion/perk request, Hayes says. In a down market, like the current one, take a decidedly softer approach. "Preface your conversation with a loyalty statement because that softens the blow, and so that they don't think you are making a threat," Hayes says. "Let them give you a raise because they think you are a team player and not because they think you are going to quit." If the raise isn't what you wanted, Hayes says, ask for a commitment, mapping out when and how you will get the money or position you want. And then continue to produce high-quality work. "If you make yourself indispensable, your negotiating posture will improve dramatically," he says. function sendData() { document.frm.pathName.value = location.pathname; result = false if (document.frm.score[0].checked) result = true; if (document.frm.score[1].checked) result = true; if (document.frm.score[2].checked) result = true; if (document.frm.score[3].checked) result = true; if (document.frm.score[4].checked) result = true; if (!result) alert("Please select") return result; } .myradio{background-color : #94bee5} Please indicate on a 1 - 5 scale how strongly you would recommend this article to your colleagues? Not recommended 1 2 3 4 5 Highly recommended Please register your vote

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