How to Negotiate a Job Offer

Negotiating a job offer is no easy task—especially in an economy where job growth is slow. But for those who can skillfully negotiate an offer, the rewards can be fruitful.

Deepak Malhotra, a Harvard Business School professor and negotiation expert, has outlined key rules for negotiation that every job seeker should know about.  

LIKEABILITY IS CRUCIAL

First thing’s first, nobody is going to vouch for you if they don’t like. Malhotra stresses the importance of likability in negotiation.

“Anything you do in a negotiation that makes you less likable reduces the chances that the other side will work to get you a better offer,” he says. “This is about more than being polite; it’s about managing some inevitable tensions in negotiation, such as asking for what you deserve without seeming greedy, pointing out deficiencies in the offer without seeming petty, and being persistent without being a nuisance.”

ALWAYS HAVE A REASON

If you want your recruiter to vouch for you, you’re going to have to explain why.

“Don’t just state your desire (a 15% higher salary, say, or permission to work from home one day a week); explain precisely why it’s justified (the reasons you deserve more money than others they may have hired, or that your children come home from school early on Fridays),” Malhotra says.

How you communicate the why is key.

“Keep in mind the inherent tension between being likable and explaining why you deserve more: Suggesting that you’re especially valuable can make you sound arrogant if you haven’t thought through how best to communicate the message,” Malhotra says.

REMEMBER THE FOLLOWING PERSPECTIVE

At the end of the day, negotiation can only do so much to make your job actually enjoyable. You’ll still have to do the work.

“You can negotiate like a pro and still lose out if the negotiation you’re in is the wrong one,” Malhotra says. “Ultimately, your satisfaction hinges less on getting the negotiation right and more on getting the job right.”

Sources: Harvard Business Review, The Wall Street Journal