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by Dorothy Leeds In these tough times, everyone has to learn to negotiate -- especially if you're looking for a job. Of course, you need to bone up on all of a job seeker's necessary skills -- networking, writing a dynamite cover letter, asking smart questions at every interview, etc. But most people neglect to work on their negotiating skills because they feel they'll be thankful just to get a job at all. The fact is that when you're offered a job, your bargaining power is greater than it will ever be. If you're saying, "I'd better not ask for too much or they'll just go hire someone else," you'd better think again. You have just successfully convinced an interviewer of the valuable contribution you can make to her organization. Don't undermine that effort by selling yourself short. The interviewer wants you for the job -- and she doesn't want to begin the costly, time-consuming search process all over again. So you are actually in a very good bargaining position. Playing Your Cards Right Negotiating, like poker, is not always about holding the best cards. A good poker player is always looking around, staying aware of body language and nonverbal signs -- yours and the other players'. Your eyes can reveal a lot about you. When you're asking for what you want, look directly at the other person. If you're constantly shifting your gaze or looking down, the implication is that you don't believe in what you're saying. You have nothing to be embarrassed about. It's okay to ask for what you deserve. Pay attention to how the other person is acting. Ask yourself, "Is this person sending nonverbal signals? If so, what do they mean?" Such signals can tell you when to hold the line and when to push forward. If you're in an interview and the prospective boss is giving you her full attention, then suddenly begins to fidget in her chair, perhaps you've said something to turn her off. Try and find out what it was, or ask a quick question to change the subject. Secrets to Negotiating Power Getting what you want takes a winning combination:asking the right questions, mastering your selling skills, and a strong belief in your worth and value to the job. It also takes practice to build skillful negotiating tactics. Here is a summary of what it takes to be an effective negotiator:
Don't sell yourself short. You know your value to the employer. You're not asking for anything you don't deserve. You're not trying to get something for nothing. Negotiating is a way for both of you to come out ahead. Keep this in mind, and you'll always be a winner. It's your work, it's your life. It's your choice. Don't settle for less than you want or less than you deserve.
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Dorothy Leeds |
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