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5. Back up your position with logic. If you negotiate from a purely emotional position, emotion will sway you from your position. Fear of loss, sense of failure, conflict, pressure, sentiment! All can be applied to sway you from sticking to what you really want.
When negotiating for a pay rise, know what similar companies are paying for similar work. Be absolutely thorough in your research. Sentiment and comparisons with other colleagues (unless backed by evidence of your superior performance) will hold little weight.
Most companies concede to market pressures on salaries so more data you have on like jobs in other companies in same industry that support your position, greater your chances of success. If you need help in finding comparable salary information, you can start by browsing internet for major recruitment firms. Many of these firms will provide online salary information.
6. Work out what you can concede. Occasionally you may know of something that for you, will not be important but for your boss may be of significance. For example, you may volunteer for an unpopular project you boss is having trouble finding people to undertake. This will be like gold to you! This is a 'sweetener' that can be what clinches discussion in your favour. You will need to be poker faced and pretend this is a big deal to concede…with still remaining gracious! Save this item for final offer you make. 7. Be prepared. After you have completed your research, rehearse in your mind how you will open discussion and be clear about your major points. The way you put forward your case, with logic and without sentiment will need to be prepared ahead of time. You may find it beneficial to write our your opening on paper to ensure you have it clear within one or two sentences. If you cannot be clear, on paper in private….it is likely you won’t be clear when you start to speak! Preparation is important so make sure you leave yourself adequate time.
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