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Starting from a position of strength is important in the negotiation process. This is where your individual equity comes into play. Remember, for human resources to be able to offer you more, they must have a reason based on your current talents, and how they contribute to the organization. On your pre-renegotiation worksheet, write down the skills, knowledge and qualification, the employer seeks. Next, write down the examples you shared during the hiring process.
This may include examples that appeared on your resume or that were discussed during your interview. In the next column, you will want to indicate whether you exceed, meet, or do not meet the employer's expectations. First, focus on the places where you exceed the expectations. These will be the leverage points for your story. You'll lead the conversation with these points. Second, examine where you meet expectations. You don't want to lead or begin the negotiation discussion with these points, however you should be prepared to answer any questions the employer may have or give examples.
Finally, for any do not meet expectations, you should be prepared to discuss these in a positive manner. You can describe these as opportunities for professional growth, or you can share your plans become proficient. Once you've identified your strengths and experience, you will want to tie this to your salary and benefit needs by writing a negotiation story, which we'll cover next.
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