Negotiation Nightmare

Bob Weinstein is a journalist who covers technology, project management, the workplace and career development.

  Career Development  

In a good or bad job market, smart salary negotiation is critical once a job has been offered. Flub the negotiation and you'll be beating yourself up for weeks.

The most important negotiating issue for most candidates is salary, asserts Maryanne L. Wegerbauer, consultant and formerly a compensation manager at Aetna Life & Casualty Co. Salary negotiation is a tricky business. Say the wrong thing, and you could be out thousands of dollars. The following story will give you tips and advice that can help you get the salary you want--and deserve.

Let's say the salary range is $70K-$80K, and you're offered $72.5K (employers like adding $500 because they deem it a more attractive number). You're disappointed because you were counting on $75K. What do you do?

"You might say, 'In my last position, my total compensation was $75K with a $5,000 bonus,'" advises Wegerbauer. "Chances are the employer will not pay you more, but it's good that he (or she) knows what you earned on your last job." If the employer is inflexible, you can ask for an early review--in three months, for example--rather than waiting for an annual review. It's an opportunity to revisit your salary. It is also your chance to discuss your exceptional work record (which hopefully you can boast about), which would justify a higher salary.

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