Some people mistakenly think negotiation is a continuous selling situation. While there is some truth in this, you can't negotiate unless there is some hope that you can get the employer to offer new terms, and there is no chance they would offer you new terms unless they were sold on you.

      Of course, when you are ready to negotiate, the easiest way to strengthen your position is to emphasize other opportunities that have some appeal. It is essential you have clear ideas about what you want. Realizing you will not achieve everything, keep your main objectives in mind, and never risk an entire negotiation by coming on too strong about less important points.

      Remember too, in the job-search situation, intimidation and attack strategies have no value. Here, you're setting the tone for your long-term relationship. In fact, most people don't like "negotiation" because they associate it with confrontation and role playing, something that does not come naturally. The best negotiators are prepared and never cause irritation. Make sure to be sincere and reasonable, never cold or calculating.

© 2010 Robert J. Gerberg    All rights reserved