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The actual negotiation should be viewed as collaboration and not a competition. You're working on a business transaction that will benefit both parties. Schedule a time when you're at your best and focus to confidently go into the negotiation. You will want to do this over the phone and not by email. They can better ascertain your intentions and you can also hear if there's a hesitation in their voice about any request. This will allow you to come across in a positive vibe and you'll be more likely to get what you're asking for.
Start the conversation with enthusiasm about the opportunity and that you're looking forward to starting work. However, first you'd like to discuss the details of the offer. Remind them of the value you are bringing to the organization. Remember, that they can justify an increase on merit, skills, or qualifications, and not your personal needs. Your story from the pre-negotiation sheets is what you should be using here. The next item to bring up is the salary research from the pre-negotiation sheet and your preferred salary.
You want to do so in a confident and agreeable manner. If they can't move up on the salary, let them know you understand the situation, and move to your other options. They may be more likely to give into other areas. If you can't get increase in salary or other options, be sure to ask how salary reviews are handled for outstanding performers. Knowing an increase can be expected may make it easier to accept less money. Finally, ask for the negotiated offer to be sent to you in writing and also express your enthusiasm again, leaving the conversation with both of you feeling good as you should.
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