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Negotiating 101

We currently have what seems like an onslaught of candidates asking for a lot more than they are being offered. Now let’s be real….anyone can ask for whatever they think they are worth or can get. And negotiations are a two sided game.

However, it pays to have some basics in mind no matter which side you are on. Number one….you have to know your walk away number. Without that you are lost and likely to make a mistake. Number two….you have to be tactful throughout the process. There is no value in causing the other side to get upset.

Armed with just these two tools you should be in great shape and the right result should happen. Countering with a high (or low if you are on the other side) number is okay if done tactfully, giving you the ability to keep working until you reach your walk away number.

Todd Kmiec
Todd Kmiec and Associates
todd@toddkmiec.com

  1. March 29, 2012 at 2:28 pm

    Bingo!

  2. March 29, 2012 at 2:29 pm

    Good post. It’s important to do what you can to keep emotion out of the process. That’s hard to do, but it’s almost as important as establishing boundaries on when to walk away.

    Another thing I would recommend is to do your homework. For candidates, I’d recommend doing your research to determine what people in comparable positions are getting paid. If you’re asking for 30 or 40% above market, you’re not being realistic.

    In some cases, clients don’t always have a good idea of what people are being paid in the marketplace. In these cases, I like to send a spreadsheet listing compensation packages for people working for their competition. This adds credibility when I’m telling them that their salary package should be adjusted.

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