Fearless Interviewingof the way and clinch the deal as soon as possible. Unfortunately,
nothing could be more detrimental to your ability to bargain with
the employer for the salary you deserve.
In this chapter we’re going to bring the issue of salary right
out into the open. We’re going to talk about several things that
are important to understand before you negotiate:
- First we will talk about common fears of negotiating and
some responses to those concerns. - Next, we’ll compare the stories of two negotiators,
Thomas and Stephan, and exactly what choices enabled
one of them to get $30,000 more in salary for the same
job. - Third, I’ll present what I call the four bargaining factors.
These are four things you need to do and/or decide
beforestepping up to the bargaining table. - Next, we’ll analyze the technique of open-door negotiating,
the surest way to bargain for a higher salary and more
comprehensive benefits. - Finally, we’ll observe blow-by-blow salary discussions of
successful negotiators so that you can see the four bar-
gaining factors and open-door negotiating techniques
in action.
Common Fears about Negotiating
You might be hesitant to negotiate because of any one or all of the
reasons listed below. Take an honest look at yourself now, before
you go into an interview, to see if you are holding any of these
ideas about earning money or negotiating a salary. Most people
try to avoid salary negotiating. In fact, it’s not at all unusual for
people to dread this part of the interview.
Here’s an opportunity to examine your objections and over-
come them. The effort is worthwhile. After all, the few minutes or
hours you spend talking about and settling upon your compen-
sation package not only will bring you immediate rewards but
also will set you up for all of your future promotions and raises.