How to Negotiate
(and get what you want)

This information was graciously provided by Kimberly Wandel of WISDOM Technologies, who isn't responsible for anything you do with it (see our disclaimer).

Your Negotiation

• No two job negotiation experiences will be alike
• Many forces impact your negotiating power
• Market in general
• Company’s financial and market situation
• Company’s culture wrt hiring
• Where you are in your career

Do Your Research

• Does the company negotiate?
• Research if possible
• Know who makes the decisions
• What items does this person have the
  ability to negotiate?

Before Negotiating

• Know what YOUR priorities are
• Especially the non-salary issues
• Benefits
• Bonus
• Options
• Relocation
• A good company will consider the things
  that are important to you

Salary Expectation

• Start with your prior salary as a guide
• Most new bosses want to increase your salary to have you walking in happy & enthusiastic
• Know the Market Value of the position
• Especially if you’re underpaid now
• Very Useful Link: the DataMasters Computer Industry Salary Survey
• Dire need + you’re the best person for the job = You can ask for more

Not Revealing Salary

• Don’t divulge your current salary too
  early
• If the employer is uncertain what it will
  take to get you,
• First offer could be the Best Offer
• If the employer knows your salary,
• he’ll probably just offer some % more

Revealing Salary

• Others say to tell the employer your salary expectations in the latter interviews
• If you do, be sure to include your total compensation
• NEVER lie
• Use the truth to your advantage

The Offer

• Listen to the entire offer
• Clarify the details
• Get it in Writing
• React positively -- without accepting
• Take some time to consider the
  complete package

High Salary

• If the salary is what or more than you expected -- BE HAPPY WITH IT !
• Don’t let greed make you push for more
• Discuss the priority benefits you wish to
  include in the offer
• Your one or two top requirements

Lower Salary

• If the Salary is lower than you’d like to make --
• Ask some informational questions like:
• "Do you believe this is competitive?"
• "Am I coming in at the top, middle or low end for employees with my experience?"
• Are you in a position of strength?
• Other offers

Lower Salary, again

• If the company is firm about salary --
• Negotiate other items
• Options
• Signing bonus
• Expenses
• Negotiate a 6 month review dependent on
  performance

Focus on Your Goals

• Be ready to make trade-offs
• Limit your ‘Requirements’
• Use questions to initiate discussion
• "Can you help me to understand....?"
• State your case
• Justify requests in terms of fairness
• What other companies do
• What other employees get
• Don’t make future boss feel like a loser
• No one wants to hire a prima donna

Your Approach

• Remember, they want to hire you
• You share the same goal!
• Always present requests professionally
  and not as demands
• Maintain a cooperative stance
• Remain positive, flexible and reasonable
• Your approach will likely be judged

In General

• Always Negotiate
• Fairly
• Honestly
• Reasonably
• Be Enthusiastic and Professional
• Always Sell Yourself
• Be Willing to Walk Away

Disclaimer: This material is provided free as a service to the high tech community. We don't guarantee that it's current, useful, or even vaguely accurate. For all you know, it could be pure garbage that we generated with a copy of the US tax law and a Markov chaining program. We take no responsibility whatsoever for anything bad that happens to you, ever. Have a nice day.