Blog Post: Thank You, No Thank You-Let's Negotiate.

This is the final part of a series of entries that address how to negotiate like a winner. As the warning often goes, '"don't try this at home kids" (unless you are prepared). Before you consider asking a prospective employer for more pay or perks, you need to be 100 percent certain whether you intend to accept their offer. Confused? Please read on.

In the April 30th entry from this blog, "pros and cons", you were encouraged to methodically evaluate an offer to determine whether it is acceptable to you. If you don't have needed information, be sure to first ask important questions, like, "what are the details of the medical plan?". Once you have considered everything and made this very hard decision, the rest is practically easy.

If, after due consideration, you decide that the employment offer is too valuable to risk losing, then don't. Negotiate in "safe mode". Be sure to thank your new employer for the offer and make it very clear that you look forward to joining the team. After doing so, consider making one or two small requests to solidify your new relationship. The statement might sound something like, "I am very happy to accept your offer. I plan on making a long term commitment to company ABC. With this in mind, there is just one thing that I was hoping you could help me with as my new manager. do you think that you could help me to get (fill in the blank). I would be very grateful for whatever you can do.

At this stage, both you and your new manager will most likely experience "good feelings" about each other because, in a sense, you have chosen each other. Along with the "warm fuzzies", there have been studies that indicate managers also feel respect for new employees who negotiate (within reason). Asking for something you want communicates self confidence and a sense of trust in your new manager.

So what do you ask for? Anything. Here are some examples that you might not have considered; a specific office or cubicle, greater time dedicated to task b (rather than task a), a more respected job title, financial support with continuing education credits, flexibility to attend college, one day of telecommuting, and, my personal favorite, an unpaid break in the first 3 months of employment (Plan a vacation for a specific week and request to have a few days off. The most common time for people to get sick is within their first 3 months on a new job. It is much better to schedule some stress relief in advance instead of begging for forgiveness and leniency after a sick day). Of course, the most popular line item that people are interested in improving is their pay rate.

If you do ask for an increase in pay, never explain that you are doing so because of financial need, bills or personal challenges. It is very important that you explain that this small investment in you will be offset by the contribution you make to their bottom line. If they refuse even a small increase, inquire when your first performance review will occur and how your pay rate will be effected by it. If, at any time during your conversations, your new employer seems annoyed, feel free to stop. You can simply reiterate your gratitude for the offer and finalize the necessary details about your start date.

Just as a reminder, I advised in the "pros and cons" article that you should also negotiate when you are refusing an offer. In my role as a placement specialist, and previously a Career Services Director at a college, I can't tell you how many clients stopped prematurely short of this point. They informed me that the employment offer was way too low, so much so, that they took offense and did not even want to speak to the employer for follow up.

I always encourage my clients to let the employer know why they are declining and what would be needed in order to accept. Inevitably, many people have not followed this recommendation. I later learned from employers that they would have considered increasing the offer, if only they were asked.

It's important not to let your ego stand in your own way. You may feel that the employer is "low balling" you now, however, if you decline respectfully and clearly state your needs, you may be called back in the future......days, weeks or even months later. The employer may find out that the candidates who accept the current pay rate are not of your same caliber. Be polite to everyone. Don't burn bridges and be sure to negotiate; you have nothing to lose and perhaps everything to gain.