11/10/2008 - Negotiating From Strength to Win

by Carol Gee

Perusing your local newspaper you notice an ad for a position that seems perfect for you. Scanning the job requirements you note that the position requires a bachelor’s degree, but prefers a Masters, requires at least five years experience in a similar position and/or a combination of all of the above.

You hold a masters degree and worked in a similar position, in a similar industry for eight years before being laid off, so you know that you are qualified for the position. So what’s the problem? The application requests that you state your salary requirements when applying. Thus the problem begins.

You have some idea of what the position should pay, albeit your former position was in another state. All the information that you’ve read on finding a job advises that you should never provide a specific number. For instance, if you suggest a number higher than the range for that position, you could price yourself out of the job. If you provide a low figure, more than likely you’ll lose money. Then you remember these rules apply more so during the interview, not when initially applying for a position. What if you leave that portion blank? Will you lose out all together on what seems like a viable job opportunity? Further, complicating the matter is that you’ve been out of a job for over six months now, are running low on job prospects, and starting to get more than a little anxious.

Historically, negotiating has appeared easier for men than for women when asking for what they are worth. In their new book, Ask for It: How Women Can Use Power of Negotiation to Get What They Really Want), a follow-up to their 2003 book, Women Don’t Ask: Negotiation and the Gender Divide, indicate that while today you will find women whom are excellent negotiators, a socialization process still exists for women that prevents them from playing to win like men. Negotiating salaries can be challenging. In truth, it is extremely difficult to negotiate when you have been in the job market for months, low on savings and often low on self-esteem. Thus, like most things it takes practice before candidates are comfortable with negotiating what they are really worth.

So how do you negotiate from strength — to win? Experts suggest that job seekers should research their market value just as they would research their potential employers. You can also discover your market worth by asking professional associations, mentors and peers at similar organizations. The internet can also provide you a number of sites to help you. www.salarymonster.com or www.wageweb.som are just two of the most frequently used sites. Opportunity Knocks offers their 2008 National Nonprofit Wage and Benefits Report to compare your salary and benefits against what nonprofits of similar size and location are offering.

Even when their personal circumstances are not as dire, many people have a tendency to agree to whatever the interviewer wants. So what about negotiating for a non-profit position where the salary leaves little room for negotiation? Instead of focusing solely on the salary, experts suggest discussing such things as healthcare benefits, vacations, sick leave or options like 401K plans or job flexibility. For example, what is the company’s policy on alternative working solutions?

It is often helpful to practice what you plan to say with someone. Your spouse or a friend are obvious choices. A mentor or someone else whom you trust to give you constructive feedback is another. All of this helps to anticipate responses and practice replies. The more you practice saying the words; the more comfortable will become with the art of negotiation.

Whether you are seeking a for-profit or a non-profit position always exercise your due diligence. For example, access salary scales for your particular state as well as those nationwide. Experts suggest that you not only ask for what you want but to ask well — meaning watching your body language and tone of voice during negotiations.

John F. Kennedy once said “Let us never negotiate out of fear. But, let us never fear to negotiate.” Granted, this all depends upon where you are in your career or in life. Alas, negotiating is like dancing a two step. Perhaps what it boils down to is whether the individual doing the negotiating truly has patience for the ‘dance?”

Carol Gee

Carol Gee, M.A. has worked in education for 26 years in positions ranging from teaching to administration. Currently she is an editor and business writer at Goizueta Business School at Emory University. She is also the author of books, The Venus Chronicles and Diary of a ‘Flygirl’ Wannabe (Life Lessons of a Cool Girl in Training,) and a contributor to the baby boomer book, Age Smart-Discovering the Fountain of Youth at Midlife and Beyond. Carol is a recipient of the Center for Women’s 2009 Unsung Heroine Award for recognition of her dedication to issues that affect women at Emory or in the larger community.

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