Being offered a new job is guaranteed to put a spring in your step — you're in demand from a wonderful new company. It's a special time — a bit like Christmas. But unfortunately, however much you might like your new boss, they're unlikely to be quite as benevolent as Santa Claus. So how do you make sure you get the package of salary and benefits you deserve? The answer is to get on the phone and negotiate. There'll never be a better time than now, with you and your employer at the start of a beautiful new friendship. Just bear in mind a few basic rules...
1. Be clear and confident
Work out exactly what it is you're aiming for, whether that's a certain salary figure or a pattern of flexible working hours. Then psyche yourself up to ask for it. "The first thing you must have is an objective of what it is that you really want, or you're not in a good position to negotiate," says Richard Denny, Chairman of the Richard Denny Group consultancy. "You must be sure in your mind that you're worth it, that you can provide value for money for that package. Belief in yourself is very, very important."
2. Ask questions
To negotiate effectively, you need as much information as possible about what they're after, and what they're willing to give. "Rather than stating what it is you want, you should ask them what their expectations are," says Denny. Discuss what you can do for them, and what value you can bring to the company, he suggests. "Then say, fine, if I'm able to achieve that, there must be monetary implications." But what if they say no to your salary request? "You ask: 'Do you mind my asking why?'" says Denny. "Whatever they come back with, ask for more clarification as to why. They might say 'That's our current policy'. Ask if the policy can be changed."
3. Be a Brooklyn Optician
Take a leaf out of the book of that legendary spectacles-vendor from suburban New York. The Brooklyn Optician offers all his customers a rock-bottom pair of glasses, and then, when the customer feels like they're getting a brilliant deal, the optician suggests extra-thin lenses, a real leather case, a spare pair. All those fiddly extras drive the overall cost up, but the customer's still wowed by the basic price. Do the same. If you accept a fairly modest salary, you stand a good chance that your new employer will be so delighted that they'll give you all the perks you ask for. So ask about pension provision, holiday entitlement and gym membership. It all adds up.
4. Have an alternative
It's always nice to have another job to go to, and comparing your options is often the only way to ensure you get the best deal, says Alan Chapman of the learning and development website Businessballs.com. "All employers are effectively playing you off all the time against the market, so why not the other way?" argues Chapman. "If you have no alternative, the employer knows that you will ultimately have to accept their offer. If the employer knows you have another offer, this tends to increase your perceived value."
5. Get a formal review date
Haven't got everything you wanted? Then ask for your package to be reviewed again, three or six months down the line from your start date. After all, with all these new negotiation skills at your fingertips, it'd be a shame to have no one to practise them on until your next job offer, wouldn't it?
