What to Say When They Make An Offer

Debra Feldman, an executive talent agent who works with senior finance professionals under the moniker "the JobWhiz," sent us these tips for addressing what she calls "the million dollar question." And that is "What will it take for you to join our team?" Negotiating your terms of employment requires preparation, she says. Here are her tips for getting yourself ready.

1. Do your homework. Be prepared with figures and facts demonstrating your value to the prospective employer. Know your worth in the market. Research what comparable positions with similar responsibilities command in your industry and in your locale.
   
2. Make it clear that your goal is fairness. You want to be compensated commensurately with what your colleagues are paid for comparable responsibilities, and you want to be rewarded for superior performance.
   
3. Show that hiring you is not an expense but a smart investment. Prove that you will be able to add to the bottom line through increased sales, cost reductions, revenue gains, enhanced productivity, etc. Have tables or charts to illustrate the impact your expertise will have. Use actual data if available.
   
4. Never reveal an exact number for your desired salary or what you are currently making. Give a range that will allow you more room to negotiate for bonuses, benefits, time off, etc. because no two jobs are the same, no two candidates are alike. See Tip # 6 below.
   
5. Have a bottom line in mind. What is this opportunity worth to you? What will you give up? What can you exchange to make the numbers work? Is there a necessity, must have, uncompromising need? Then, be willing to be flexible on the rest. Think about time off vs. salary, educational opportunities vs. conference attendance, etc.
   
6. Remember that this should be a win-win for you and your future employer. Make sure that they understand that you want this job and you are confident that if they also agree that you are the right choice, together you can make this happen. Take the focus off the dollars and put it on the chance to have an impact, find solutions, move forward, etc.
   
7. Work this out with your future boss rather than their HR staff person. Only your future boss knows what they need and will go to bat to get this deal together for you. It's their budget — show them your "other" skills right from the beginning with your abilities to negotiate for yourself!

The JobWhiz