You feel it, right? You know when it’s coming. You aced a few interview and ta-da! You finally get that coveted call from the recruiter with an offer.
Here comes the fun part. Negotiations!
According to a piece in Harvard Business Review, there are a few negotiating to keep in mind.
1. Be likable. In the piece Deepak Malhotra writes, “Don’t underestimate the importance of likability. This sounds basic, but it’s crucial: People are going to fight for you only if they like you.” Essentially, anything you do during the interview process or negotiations to make you less likable will reduce the shot of getting a better offer for you. Simply stated, people will go to bat for you if they like you.
2. Make it easy for them to see why you deserve what you’re asking for. Yes, they need to like you but they also need to know you’re worth. Tell them what you want such as a 20 percent increase but more importantly, tell them why it’s justified.
Show, don’t tell. If you say you’re incredibly valuable it may come off as being arrogant. Instead, give examples as to how you’ll add value to the organization right away.
3. Let them know they can get a “yes” from you. People won’t try to get you the best possible salary if they think you’re going to turn them down at the end of the day. They want to know they’ll not only get you what you want but they’ll get you to accept the offer they worked so hard on.
The piece points out: “Sometimes you get people to want you by explaining that everybody wants you. But the more strongly you play that hand, the more they may think that they’re not going to get you anyway, so why bother jumping through hoops?”
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