Negotiations are Unique.
Employment negotiations are different
from other types of negotiations. They are not a one shot deal like buying a
house or car. When the employment negotiations are over, you will have to work
with these people on a daily basis. More important, your career success may
depend on the person with whom you have just finished negotiating. Therefore,
even though you want to negotiate the best possible deal, you need to proceed in
a way that doesn't tarnish your image.
By the same token, your future boss
will want you to feel good about joining the company. Once an employer has
decided that you are the person for the job, the primary concern will not be to
negotiate the least expensive compensation package the company can get away
with. Rather, the main focus will be on getting you to accept the job. As a
result, employment negotiations are unusual in that both sides share the same
Needs and Those of Your Prospective Employer.
Any employment negotiation will involve
trade-offs. To be successful you need to examine your own priorities.
Understanding your needs will help you determine what type of company you may
want to work for. An example is a larger company may offer a larger salary than
a start up company, but that same start up company may offer stock options that
a larger company may not.
Regardless of the type of company you
are considering, an employer may not be able to give you exactly what you want.
There are numerous institutional constraints on how much a company can pay for a
given position or what kinds of benefits it can offer.
Honesty is important. If you lie during
the negotiations, sooner or later you are likely to be caught. Once you are
caught lying, you lose all credibility. Even if you don't lose the job, you will
be placed at a tremendous disadvantage, and your future credibility on the job
will be undermined.
Know When to Quit
There comes a point in every
negotiation when you have achieved everything that you could have expected to
achieve. If you don't recognize when to stop negotiating, you run the risk of
having the company decide that it made a mistake by offering you the job in the
first place. Most companies will want to treat you fairly and make you happy,
but few companies want to hire a prima dona.