Negotiate to get a better pay

Monday, August 28th, 2017

Find out how a few minutes of haggling can boost your income significantly
Finding a job is only half the jour ney to increasing your income.

The other half comes from ne gotiating a good salary, both when you are offered a job and during your annual appraisals. Every increase counts since your next salary hike is linked to the last package drawn.


The only way to fare well in any negotiation is to do your homework. Research on the current market and industry salaries for a similar role. Find out the company's compensation band for someone with your skills and experience. Know what value you will create for the employer and how critical it is for them to hire you now. Use the information to establish a benchmark.

Speak for another

Research shows that people stress out and negotiate poorly for themselves while doing much better for someone else. Think about how your family will benefit from the increase and negotiate on their behalf. Be polite and enthusiastic as it keeps the door open for the other party to contact you with a revised offer. It also conveys that you're interested in the job and in finding a solution.

Plan B

The best negotiator always has a strong BATNA (best alternative to negotiated agreement), which is a back-up option.Your best BATNA is to have an offer in hand from another employer. This means that you started interviewing at the same time for different positions and the selection processes are converging to the offer stage. This gives you the ability to speak fearlessly.

Delay salary discussions

In interviews, the first rule is to not tell the employer the salary that you want.When you are asked for a target salary , deflect the question by sharing that you prioritise a meatier role over salary . If the interviewer presses, say that you are looking at a fair offer. Thereafter say that the company is in a better position than you to evaluate the value that you bring. Once the employer mentions his first offer, you can close the discussion if you are happy or continue working towards a higher number.


When the other person tables the first offer, respond with a pause. While you buy time to think, the other person is under pressure to explain the reason for the offer or say something better. This gives you information about what is important to them and what you can focus on. A delayed response usually translates into a higher offer.

Entire package

Be flexible about how much cash you can earn versus the other benefits available. Always ask about the perks that the employer can offer. For instance, a car, furniture allowance or variable bonus can add up to a lot of tax-free benefits that make for a better deal than a big salary. When the employer asks about previous salary, it is not just to have a benchmark but also to know how he can build an exciting package.


Never give up in a negotiation. If you are told that this is the maximum basic salary for the role, ask for a sign-on bonus and an increment after six months instead of a year. Push back against a `No' but each time explain your reasons for a hike. If a discussion closes without a conclusion, reconnect in two days to take it forward. This could earn you flexible working hours, health insurance, or a better variable bonus.

Closing tactics

When you have multiple fronts to negotiate on, like salary , designation, bonus, perks or reimbursements, begin discussions in parallel so that the employer gets the complete picture instead of assuming that you are interested only in one thing. Always start with a number higher than what you want in order to have space to concede later.

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