NEGOTIATING THE DEAL

If you are ‘in line’ for or have been offered a top job – or a very distinctive one – you may find your self in a negotiating position on matters such as salary.

Here are some guidelines and tips –

1. Decline to discus salary and conditions until the very last stages – preferably after they have said that they would like you to take the job (Say that you are sure that something mutually acceptable can be worked out – and you are happy to leave such details until later)
2. If you are pressed – at an early stage – just give an indication of the salary range that you would expect to be the norm for such jobs – ‘from your experience’. Try not to be specific – or to refer to any single figure
3. When salary is mentioned – always say that there are other aspects of the ‘package ‘ which are important also. If pressed, refer to incentives, contract terms etc
4. When the time comes to fix conditions say that you would like to first ‘rough out’ the general terms – and not to agree specific things straight away.
5. Have some aspects that you are quite relaxed about – that you don’t intend to negotiate on – eg notice period, start date, relocation allowances, pension contributions , car etc. Try to get these discussed first – ie get off to a positive start
6. When it gets to the tough things – usually salary and contract period – don’t make the first offer. Ask what they had in mind.
7. Don’t jump at the first offer – even if it is better than you had expected. Ask if they have any ‘flexibility’. Try to move it up a bit - but be gracious and don’t expect too much. Don’t negotiate hard – just enough to get respect
8. If the offer is seriously disappointing – say so. If they don’t move – say you will have to think about it and commit to getting back to them in (say) 1 week. If they ask you what you want tell them your mid-point figure.
9. If the final offer is worse than you had wanted – but you are still interested – try to negotiate a review after 6 months and get it in writing in the offer letter.
10. Try to remain friendly – whatever the outcome.

 

For more information on these topics go to the FURTHER INFORMATION page in this Advice section

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