by Jack Chapman
What if you can’t afford to lose this job offer? Can you still negotiate for a better salary? Sure you can, but some strategies offer more risk than others.Broke. Flat broke. It happened to Donald Trump and to almost every millionaire you can think of. At one time or other they were broke, busted. But they did not give up negotiating. It can happen to you. It will make you feel that you have to take what’s offered or risk losing the offer altogether. But, getting more money is not a matter of extremes: all or nothing at all. It has gradual increments.There are varying degrees of negotiating depending on the strength of your negotiating position. The strongest position is to be able to walk away. You can take it or leave it. That puts 90% of the negotiating advantage in your court.The opposite end of the spectrum is “I can’t afford to say no — no matter how low the offer it — I need a job paying something!”Obviously there is a minimum acceptable income — bigger than zero — that’s your bottom line. So it’s not true that you have to take anything they offer. We’ll look at your leverage and show how you can trade your leverage in successive increments as your need for security declines.Double Lock DownThis strategy has a 99 percent chance of non-jeopardy to the job offer — it gives away the most negotiating power, but gains the most job-offer security.
I must be frank with you. This job is important to me, and if the offer you just gave me was the best you could do, I would accept it — no question. However, I would like to discuss it a bit — provided that you’re comfortable with that. So, just to make sure… I wouldn’t jeopardize this offer by discussing it would I? (Single lock down.) [No Problem.] So, I can be sure, then, that the offer as it stands is a firm one? (Double lock down.)
Single Lock DownThis strategy offers the best combination of safety and negotiating room.
Thank you for your offer. I’m delighted to receive it. May I ask you — there are a couple items I’d like to talk about to see if they could be adjusted, but I would only want to talk about them if you’re okay with it. Can we talk about a few things without jeopardizing the offer as is?
50-50This strategy presents a blend of negotiating and job offer security.
Wow. I’m so glad to get this offer. I presume it’s a firm offer, right? I mean if I talked through a few things right now and took it home to really examine it thoroughly, it would still good tomorrow morning, right? [Yes] Good, because I’m better when it comes to money if I have some quiet unpressured time so I can make sure both of us will be satisfied with it.
No Lock DownThis strategy does present a small risk of losing the offer.
I appreciate your offer, and I’m sure you put some thought into it. Likewise, I’ve been thinking of the work, my unique contribution, and have some ideas of my own. I appreciate your offer of $X, and I think at that level we’ll need to talk through this because we’re just a little bit apart at the moment. Now, talking about money can sometimes be a charged or uncomfortable conversation. That’s not always true, of course, but could I ask you a favor? [Yes] Could you hang in there with me until we get to a good agreement even if it gets uncomfortable. It’s important to both of us, I think, to make sure we’ve got a compensation we’ll both be happy with.
Final ThoughtsNotice, in all of these negotiations, the employer promised — in a way — to keep the offer open even if you try to negotiate it higher. You can pick the level of risk you want to take — it comes at the expense of security. But you CAN negotiate and not put the job at risk.
Questions about some of the terminology used in this article? Get more information (definitions and links) on key college, career, and job-search terms by going to our Job-Seeker’s Glossary of Job-Hunting Terms. Jack Chapman is author of Negotiating Your Salary: How to Make $1000 a Minute. He is also a telecoach for individual salary negotiations. Address: 511 Maple Ave., Wilmette, IL 60091; e-mail: jkchapman(at)aol.com; phone: voice (847) 251-4727; fax (847) 256-4690; Web site: salarynegotiations.com.
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