How to Negotiate a Position

Business schools teach us rules for negotiating a . But it’s much different when you actually have to do it. Personal characteristics and ethics are most important. The golden rule is to have high self-esteem. The employer wants you for the ; otherwise you wouldn’t be in the interview. “This is no time to roll over and just take what they give you,” Ford Myers advises in his book “Get the You Want, Even When No One’s Hiring.”


1.Do some research to prepare for the interview. Learn as much as you can about the company so you can give specific reasons for wanting to work there. Find out the salaries of company employees who hold positions like the one you’re applying for. If this is not possible, check online for salary figures for similar positions in your city.
2.Make a positive first impression. Dress properly for the interview in a simply tailored suit of a neutral color, preferably black, gray or navy blue. Women may wear pants or knee-length skirts as part of their ensemble, with neutral hose and pumps whose heels are not too high. If you fail to dress appropriately, the employer may think you are irresponsible or unreliable.
3.Watch your body language. Sit up straight, look the employer in the eye and do not cross your legs. Relax your hands and shoulders. Do not make sudden moves with your hands or head. Be pleasant and do not raise your voice when speaking. Convey the impression of a secure person who knows what he wants.
4.Let the employer be the first to mention compensation. Otherwise, he may get the impression that you are more interested in the salary than in the position. In business circles, this is a sign of immaturity.
5.If the employer asks what salary you would expect, name a range rather than an exact figure so you’ll have room to . But be realistic. Do not ask for a salary that exceeds the company’s range for similar positions. Be open to adjusting your request up or down after the employer explains the responsibilities and benefits that go with the position.
6.Do not show your emotions. If the employer offers a higher salary than the figure you had in mind, don’t act delighted, or the employer may think he overvalued you and reconsider the offer.
7.Restate your expectations if the employer offers you a salary that’s lower than you wish. Phrase your counter-offer in a polite but firm way, for example: “If you could revise the offer to thirty thousand, I could accept the job immediately.”

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