Education Career Services

February 23, 2009

Salary Negotiations

Over the weekend I had an opportunity to coach a client preparing to negotiate a job offer.  Several questions came up and before long a top-ten list was born.


Before you negotiate, make sure you can answer each of these questions in your favor:


  1. Are you confident you are negotiating with the person who is empowered to make the decision you want made?
  2. Do you know your ‘bottom line’?  Do you know which issues are most important to you, and which are ‘on the table’ from the other person’s perspective?
  3. Can you justify your position for each issue you want addressed?
  4. Have you thought about what the company wants out of this negotiation?
  5. What will you do if you do NOT get what you want out of this negotiation?
  6. Do you know what would be a ‘fair offer’?
  7. Do you know who else (in addition to the person you’re negotiating with) needs to sign off on any agreement made in this negotiation?
  8. Are there any issues between you and the person you’re negotiating with that might affect the outcome (positively OR negatively)?
  9. Do you have a written plan (agenda) for the meeting?
  10. Can you demonstrate your value to this organization?

Be prepared.


Danny Huffman, MA, CPRW, CPCC, CEIP

Education Career Services:

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