The best advice the author makes in this article is to “handle the question” first. Handling the question should not be confused with final negotiation. Final negotiation should be done after an initial offer has been made, but before you officially accept. At that specific point in the process, three dynamics change all to the candidate’s advantage during the final negotiation. 1) Now you know the company wants you for the job – didn’t know that before, 2) You have a starting point to negotiate – if you decide to take the job, the lowest amount you will have to take is already “on the table” and 3) YOU are now the decision-maker on them - before the initial offer was made, they were deciding on you. These changing dynamics put the candidate in a much stronger position to negotiate a final salary.
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