THE 20 MOST OFTEN MADE
NEGOTIATING MISTAKES

1. Believing that they think like you do

2. Make the other side wrong versus a hero

3. Winning at any cost

4. Negotiating symptoms, versus understanding causes

5. Not having fun

6. Losing perspective of what's really important

7. Focusing on control only, versus compromise

8. Not knowing what you don't know

9. Not being flexible

10. Having an "I must have it" attitude

11. Not including the other side in the process

12. Forgetting to focus on both the price and the prize

13. Not leaving when it's "time to fold"

14. Not willing to "save face"

15. Not paying attention to diversity and different values

16. Fighting fire with fire

17. Talking more than asking questions

18. Taking it personally

19. Not getting it in writing

20. Giving it away too soon, too fast

If you would like specific solutions call NSA for coaching, seminars, workshops, and keynote speeches.

THE ART OF SALARY NEGOTIATIONS
published in BAY AREA BUSINESS WOMAN

Yesterday my client, Mary Jane, a middle manager of a manufacturing organization, called me excitedly. "Nicole, it really worked. Your coaching really helped. I got it!" "So tell me," I said, "What happened?"
"I walked in feeling I deserved what I was asking for, and I got it. I did my homework, and I didn't talk about money until he said "So what would it take for us to get you on board?" Then I said, "Do you think I'm worth 31 cents a minute to the company?"
"As you suggested, I presented it to him by first writing it on a piece of scratch paper and then showing it to him. He thought it was a fair deal and I got the middle of the salary range they were offering "$48,500. Plus, I negotiated some great benefits too. I believe that I never lost sight of making a fair deal for both of us. Thanks!"
Mary Jane was one of many women who approach me after my keynote speeches or seminars, saying, "I wish I could negotiate for the money I want and deserve", or, "I hate the part of the interview where I have to negotiate for salary." If you are one of these women, keep on reading.
Money has never been a comfortable or favorite subject for many women. Many of us are still struggling with how much is enough, how much do we deserve and how to ask for it confidently. Unless you are independently wealthy, self-employed or not in the workforce, you will eventually have the opportunity to negotiate salary.
To clarify, for the rest of this article, my definition of "negotiating" is "a process of influence whereby the other person chooses to change their mind and both parties feel satisfied", or, "negotiation is a mutual education process." (I believe Mary Jane's scenario fits this later description.)

Basic Rules for Negotiating a Salary
1) Do your homework. Network. Use associations; do informational interviews concerning salary range; learn the history of the company and the style and career dreams of your future employer. The Internet is a great resource.
2) Assess your market value from perceived and ?concrete? points of view. Employers expect that you will make more money for them than you will cost them (3 times more). In their mind, your salary is related to your level of responsibility.
3) Donna Shepherd, Past Director of Human Resources for the San Francisco Marriott has told me, "Most people hire enthusiasm and train everything else." Your worth is often what the employer perceives. If your value can be measured in concrete terms, have your numbers ready. ("I can produce ?x? amount of reports/widgets per hour.")
4) However, much of your value is intangible, so you need to tie it to concrete results; i.e., "My enthusiasm is catching and I motivate people to increase their productivity." (That's bragging with focus).
5) Believe you deserve to be well-compensated for a job well done. Practice espousing what you consider an added value about yourself that supports an employer's mission and goals. Start a daily journal of what you have accomplished. Read it daily and be ready to share it during your salary negotiation.
6) Delay salary negotiation until the job is offered to you. Difficult as it may be, wait until you hear what Mary Jane heard ("What would it take for us to get you on board") before you discuss money.
Be forewarned: Employers want to know your salary requirements to select you out or to low-ball their offer to you later. Their job is to meet their budget; yours is to get compensated for the full range of your skills and convince them that they made the right choice. The formula looks like this: Budget, fudge it, judge it.
You want them to move from a budget focus to forming a positive judgment about your value to their organization.

Delaying Techniques Include:
* "I am sure when you decide what value I bring to your project, your compensation will be fair and satisfactory."
* "Let's first discuss how I can help you make your business grow and stay competitive."
* "I would like to table salary discussion until we both find the right fit."
* "I trust if we can agree on my level of responsibility, your organization will pay a fair salary."

Other strategies when offered a "low-ball" figure:
* Respond with silence and frown.
* Counter with your researched response. "My research in our industry shows that this position pays..."
* Let the employer name the figure first. "Given that we have agreed upon my value to your company, could you do a little better."
* In my research, and according to Donna Shepherd, "everything is negotiable." Factor in what you can ask for other than money: parking, flex-time, tuition assistance, bonuses, professional dues, vacation time, your contribution to your benefits (health, retirement, etc.). Your future income will be based on the salary range and compensations you obtain from the get go.

The bottom line is this: you don't get what is fair - you get what you negotiate for. Realistic demands are some things that are truly possible, given that you have done your homework and believe that you deserve them. It's a deal that maximizes the benefits for all parties involved.