Video8. Be creative. Consider the value of the total package. Look for different ways to achieve your objectives. Be willing to make tradeoffs to increase the total value of the deal. If you're creative, you can package what you want in ways that will be acceptable to the company. You'll also be able to find creative "trades" that allow you to withdraw requests that might be problematic to the company in return for improvements in areas where the company has more flexibility.
9. Focus on your goals, not on winning. Too often in negotiations, the act of winning becomes more important than achieving your goals. It's important not to make your future boss feel as if he's lost in the negotiations. You'll have gained little by negotiating a good deal if you alienate your future boss in the process.
10. Know when to quit bargaining. The one sure way to lose everything you've achieved is to be greedy. There comes a point in every negotiation when you've gotten everything you could have reasonably expected to gain. While most companies will want to treat you fairly and make you happy, few companies want to hire a prima donna. Being perceived as greedy or unreasonable may cause the deal to fall apart. Even if it doesn't, you'll have done immeasurable harm to your career. This brings us to the 11th and most important commandment:
11. Never forget that employment is an ongoing relationship. Job negotiations are the starting point for your career with a company. Get too little and you're disadvantaged throughout your career there; push too hard and you can sour the relationship before it begins.
Understanding these principles will allow you to effectively negotiate the terms of your new job in good times and in bad. Once you are hired, do your job well and continually seek out new challenges. As you take on added responsibilities and learn new skills, there will be opportunities to negotiate further improvements.
Mr. Miller is the author of "Get More Money On Your Next Job: 25 Proven Strategies For Getting More Money, Better Benefits and Greater Job Security" (McGraw-Hill, 1998) from which this article has been adapted.
This article is reprinted by permission from CareerJournal.com (c) 2003 Dow Jones & Co. Inc. All rights reserved.
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