Retail Appointment January 18 TRAP_Jan 2018_DigitalEditionHI | Page 5

n a job offer situation
he trouble is, the employer will almost cer-
tainly have the upper hand in the salary ne-
gotiation. They are probably recruiting people
all the time and used to this type of negotiation. You,
on the other hand, may not have been looking for a
job for years.
T
Nevertheless, it is incredibly important that you get
this right. Tens of thousands of pounds may be l ost
if you don’t. Moreover, if you feel like you’ve been
cheated it will eat away at you during your work.
Conversely, if you go in too bull-headed and upset
the employer you may not get the job at all.
So how do you get the best
possible salary without upsetting
your potential employer?
000
Do your research: If the job has been advertised
then search the net, look at the employer’s website
and try to find out the highest salary that has been
advertised for that post. This will give you leverage.
It may be that you know someone in the organisa-
tion. Best not to quote their salary, but at least it will
let you know what might be available.
Don’t undersell your current salary. Make sure that
you have included all benefits and perhaps attach a
value to them. Bear in mind that a good pension
scheme is worth a lot.
No one wants to be second choice. There is
nothing wrong in letting the employer know you have
other irons in the fire, but make sure you tell the em-
ployer that they are your first choice.
Do not assume that the salary offered is their
final offer. It might be, but don’t miss out if it’s not.
Be prepared to say: “I was looking for...” Follow that
up with, I am really pleased to be offered…”
Before you accept any salary make sure you have
the full package. Don’t agree to separate parts. If
you can’t negotiate a better salary, then maybe you
might get better holidays or pension.
If you get into a classic negotiation scenario, re-
member to trade, don’t concede. If you have to
give something away, see if you can get something
back in return. For example, if the job is commission
based you may ask for a guaranteed commission or
an extended guarantee period.
Have a good reason as to why you are worth it.
The fact that you want the job or need it isn’t the
best reason. In a commercial situation, it is usually
how you are going to make them more money. In a
non commercial role, it is how you are going to save
them money.
Don’t gloat if you get your way. If you do extract
a concession from the employer, reassure them that
you intend to prove you’re worth it.
Give in gracefully if you don’t get the salary that
you want, but you still want the job.
Finally, all negotiations should end with a win–
win situation. The only good negotiation is one
where both sides feel that they have done well, even
if they have not got all they wanted.
Job seekers should not be shy about asking for
more money. Working for an employer is a transac-
tion the same as any other and really commercial
people will want the best deal possible. After all, you
might be negotiating on behalf of the new employer
in your new role. You must, however, be realistic. If
you’re currently earning £25k, unless there is some-
thing really special about you or the job, it would not
be realistic to demand £40k.
“All negotiations should end with a
win-win situation.”
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