The Negotiator Magazine

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Effectively negotiating salary requires that you be able to stay in the negotiation, confident enough to make your case and to push back when challenged. At theshadownegotiation.com, we have developed a framework to help negotiators do that. The most successful negotiators in the sample (at least by their own report) made use of many of the approaches we recommend.

It pays to have good information. Going into a negotiation without data on comparable salaries and packages creates uncertainties and anxieties. These feelings often cause negotiators to give in -- " I have NEVER had a raise because I am confident prior to the meeting, but wimp out during it." Satisfied respondents reported that they had good information going into the negotiations.

"I had a friend who worked in human resources and knew the salary range for the position."

"My best experience was on a consulting contract where I had spoken to someone who had done it before."

"I find that I negotiate better when I have done my research, know what I can get in the market and am sure of my own worth.

Good information gave the negotiators confidence that their demands were defensible. It not only allowed them to stay in the negotiation; it helped them push back when the offer was less than they felt they deserved.

"For four months after I rejected the first offer, the man who would have been my boss, called me every two or three weeks to offer me the job again, each time increasing my salary by $5,000."

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