Robert J. Gerberg Jr.

Use our 7-step negotiation formula Pt. 9

7 - Use your enthusiasm throughout

If you load maximum enthusiasm into your statements, it becomes nearly impossible for the employer to conclude that you should not be with them. Enthusiasm assumes even more importance when you have been underpaid. Ideally, an offer should be based on your value to the company, but in reality, most employers will base their offers on present earnings.

For more helpful advice and tips, be sure to check out the blogs for both ERI Personal Marketing and SET Personal Marketing.

Use our 7-step negotiation formula Pt. 5

3 - Never commit when you get an offer

When offered a job, praise the firm and say you need some time to consider it. “Charles, I am very pleased you made me an offer. This is an outstanding firm, and the position has great promise. I’m sure you can appreciate that I would like some time to give it further consideration. It would not present any problem, would it, if I get back to you on Monday?”

Our standard recommendation for almost all clients is to get the offer in writing and ask for several days to respond. In some cases we advise people to respond slower or quicker depending on the situation. When you call back, open with some positive statements, then raise the possibility of redefining the job. “Charles, with kids entering college, I had done some planning based on an income that was $10,000 higher. Would it be possible to take another look at the job specs? For my part, if you could make a modest additional investment, my performance will show you a handsome return. I sincerely hope that we can make some adjustment. Can we take a look at it?”

Of course, if you are happy with the job, but would like to raise the salary, use the same technique, but show vulnerability, then suggest that a dollar figure be added to the base.

Normally, if that figure is within 15% of what you have been offered, the employer will not take offense and will grant you part of it. Of course, asking for more money is a negative, and needs to be balanced by positives. Consider the following: “Charles, I cannot tell you how pleased I am. The challenge is there, and I think my experience is perfect. There is one problem, however. You see, one of the main reasons I wanted to make a change was for financial balance. Can you see your way clear to adding $10,000 to the base? It would ease my family situation considerably.”

Use our 7-step negotiation formula Pt. 3

1 - Be sincere and reasonable…never cold or calculating

In the job-search situation, you’re setting the tone for a long-term relationship. In fact, most people don’t like negotiation because they associate it with confrontation and role playing, something that does not come naturally. The best negotiators are prepared and never cause irritation. Make sure to be sincere and reasonable, never cold or calculating.

As you approach your negotiations, you must have clear ideas about what you want. Realizing you will not achieve everything, keep your main objectives in mind, and never risk an entire negotiation by coming on too strong about less important points.

Of course, when you are ready to negotiate, the easiest way to “frame and strengthen” your position is to clarify that you have been exploring some other opportunities that also have a certain appeal.

For more helpful advice and tips, be sure to check out the blogs for both ERI Personal Marketing and SET Personal Marketing.

Use our 7-step negotiation formula Pt. 2

What to negotiate

Coming to grips with what should be negotiated is, of course, different for everyone. Not too long ago we handled a marketing executive from Kellogg in Michigan. His primary goal was to have his family move to a new area that met outdoor lifestyle requirements, and he started by suggesting to us that a 20% reduction in income would be acceptable.

However, after a three-month search, he accepted a top position in Boca Raton. When we finished helping with his negotiations, his compensation ended up 15% higher, and he received a signing bonus, as well.

Another executive was with J & J. He wanted out of the major corporate environment. He left his large company career behind when he landed with a venture capital group. His assignment was to oversee ventures that the firm funded by serving as acting CEO. He was to complete the initial setup, find a permanent CEO, and then move on to another assignment, but remain on the board. Based in Castle Pines, Colorado, he will handle two ventures simultaneously for six-month periods—eight over two years. His base of $200,000 was a decrease, but if just one firm goes public, his equity benefit will be in the many millions.

Needless to say, the final staging of his executive level negotiations didn’t just happen. In the discussion that follows, the basics of our system are outlined in the most simple terms. If you don’t have success, shift from the “present” and focus on the future: a review after six months, a better title, an automatic increase after time. These are easier things to get.

For more helpful advice and tips, be sure to check out the blogs for both ERI Personal Marketing and SET Personal Marketing.

Use our 7-step negotiation formula Pt. 1

This formula is simple, straightforward and easy to use.

Since most people seldom face a personal negotiating experience, it should come as no surprise that few of us are real experts at negotiating for ourselves. While they may be excellent company negotiators, we have seen many strong people leave serious money on the table when it came to negotiating their own package.

Now, the first thing you need to decide… is when to start a negotiation process. Some people mistakenly think negotiation is a continuous selling situation that occurs throughout their interviews. However, before you ever attempt to negotiate, you have to make sure that the employer is “sold on you.”

Once an offer has been presented, you can’t negotiate unless there is some hope you can get the employer to offer new terms. You need to sense this on an individual basis. That’s where negotiations begin.

For more helpful advice and tips, be sure to check out the blogs for both ERI Personal Marketing and SET Personal Marketing.

Making sure you have the right goals Pt. 5

So, as you review possible goals for yourself, you’ll want to consider your interests, passions and experiences across a broad range, as well as your transferable skills. It may be that you should create duplicate sets of impressive resumes… each positioning you for different possible goals.

Believe it or not, the federal government tells us that there are 22,000 job titles in use today. However, 95% of all professionals fall within one of several hundred high demand career specialties.

For more helpful advice and tips, be sure to check out the blogs for both ERI Personal Marketing and SET Personal Marketing.

Making sure you have the right goals Pt. 4

Career shifts can occur at many levels. For example, a distribution specialist with UPS wanted to get into Human Resources and was successful in moving up at the same time he joined Merrill Lynch.

A project manager in the home building field saw his industry fall into decline. Faced with the prospect of declining income, he used his management skills to join Wal-Mart as an assistant store manager… with the prospect of becoming a store manager within 9 months.

For more helpful advice and tips, be sure to check out the blogs for both ERI Personal Marketing and SET Personal Marketing.

Making sure you have the right goals Pt. 3

Many people develop careers that are specialized, but eventually make the move into general management as just mentioned. This includes executives in finance, manufacturing, operations, technology and others. One client of ours was a Director of HR who became a Vice President of HR, and then took a big jump to become Chief Administrative Officer for one of the largest consumer packaged goods firms in America. His responsibilities included overseeing all of the support functions… HR, legal, IT and IS, and so on… everything but manufacturing, marketing, finance and accounting. A former professor and university president became head of one of New York’s largest museums in the world, something for which he had a passion.

Be sure to check out my Youtube videos, my website or visit me on Facebook for more information.

Making sure you have the right goals Pt. 1

Position yourself properly for your next career move.

It may surprise you, but many people actually pursue the wrong job titles. However, if they understood their real transferable skills, they could be repositioned for different goals, and sometimes for much more advancement than they thought possible. Regardless of your most recent position, you need to think of yourself as “one of a kind” with diverse potentials.

We all have seen career fields change dramatically over a decade. Fields that once offered great opportunity have become financially confining with limited growth possibilities. Does print advertising offer the same career possibilities as it did a decade ago? Does selling in the steel industry? Does being a doctor and a general practitioner? Career fields change at a much faster pace than most people realize.

Experience has proven that if you take a narrow view of yourself, you could be making a mistake. For example, if you see yourself as a specialist (e.g., a banker), you may believe you are locked into a given career. On the other hand, you may feel you have few options because you are too much of a generalist.

Be sure to check out my Youtube videos, my website or visit me on Facebook for more information.

Turn unemployment to your personal advantage Pt. 8

5—Project a positive attitude. Talk to people about your positive expectations. It reaffirms your commitment. Put yourself on the line. Let these ideas flow into your attitude. Work at this. It’s easy and it’s fun. A spring in your step, a firm handshake, a confident look in your eye, and comments that reveal a positive outlook can all help you project good feelings to the outside world.

6—Make things happen by getting into action. If you look at achievers in any field, you will find that they are very active. It’s a simple fact that taking action is in itself like taking an energy tonic. Choose any kind of example you like. The head of a college breathing new life into an institution, a company president turning around firm, a coach turning a losing team into winners. They are so intent on their actions, there is no room for doubt and indecision. You can do the same thing.

“A positive mental attitude will create more miracles than any wonder drug.” —Patricia Neal

“There’s no such thing as expecting too much.” —Susan Cheever

“It’s not whether you get knocked down. It’s whether you get back up.”      —Vince Lombardi

Approach success as being inevitable. A positive attitude separates you from the pack. It’s what all winners have. And, if you are unemployed, remember that you have time to do it right!