Join Valerie Sutton for an in-depth discussion in this video Writing your negotiation story, part of Negotiating Your Salary (2012).
A negotiation story is the pitch that gives HR, the ability to offer you a better salary and or additional benefits. The story should illustrate the value and impact of your past accomplishments, the overall value you'll bring to the company, and your needs. Plan your story well beforehand, because you may not have the time to gather your thoughts once you're in the middle of negotiations. Remember to tailor the language of your story to your industry and role.
Start by focusing on the places, where you exceed expectations. These will be the leverage points for your story. You'll lead the conversation with these points. As you describe the areas where you exceed expectations, you'll want to ask for the things you identified in your worksheet. You want to tie your strengths to your priorities as it gives HR a compelling reason to meet your needs. For example, I could start out the conversation by highlighting my strengths.
I'm really excited about this offer and the ability to contribute to the organization. I'm bringing five years of experience and my professional network. To really solidify me comimg to the organization, I'd like to see the salary going to 75,000. Also, in my previous company, I had four weeks of vacation, which is important for me as my family lives out of state. If we can come to terms on these two issues, I could accept the position today. It's important to rehearse your story, so that you're at your best in the conversation.
Find a friend or contact in the industry and have them play the part of the employer. Once you have it down, you'll be able to go into the negotiations more confidently.
- Understanding how employers determine salaries
- Determining your priorities
- Writing your negotiation story
- Reviewing the offer
- Holding the conversation
- Leaving an old job on good terms
- Understanding equity compensation