Most Hiring Managers Willing to Offer Plumper Paychecks

Topping the list of most workers’ complaints about their job is that they wish they had a higher salary. Yet statistics indicate most people never try to enhance their salary after given their initial job offer. Maryanne Wegerbauer, co-author of the new book Next-Day Salary Negotiation, offers tips on how people can effectively and appropriately negotiate for better pay and benefits.

According to a recent Careerbuilder.com survey nearly 60 percent of hiring managers say they leave some room to negotiate in their initial job offer to a candidate. Yet many of them are able to fill positions without every having to negotiate because many job seekers hastily accept job offers the second they are given to them.

In the hectic pace of interviewing for jobs, you can be taken off guard when you are actually made an offer. You might be so excited by the offer that you don’t take time to evaluate it, much less negotiate for higher pay and better benefits and work arrangements, says Maryanne Wegerbauer, co-author of the new book Next-Day Salary Negotiation.

Many people also skip negotiating because they are too afraid to ask for better pay or benefits or they don’t know how to ask effectively. According to Wegerbauer, negotiating is much simpler--and much less frightening--than many people realize. In her book, Wegerbauer outlines the following key ingredients to a fair, but hard-hitting negotiation.

ï Know the audience: determine what you can about the personality of the individual with whom you will be negotiating.

ï Start on a positive note: acknowledge your mutual goals and understanding of the employer’s needs.

ï Build trust: emphasize your expertise and competence and convey a genuine desire to reach a fair agreement.

ï Use persuasive language: influence and win over the other party using a convincing, rather than coercing, communication style.

ï Use positive body language: meet in person rather than negotiate on the telephone and be considerate of your posture, facial expressions, and body language.

ï Deal with resistance: proceed with caution and remain sensitive to the other party’s position. Suggest a solution that addresses their concerns, as well as your own, in order to move forward.

ï Know when to conclude: wrap up the negotiation gracefully and allow the other party time for thoughtful consideration of the terms of the agreement.

In addition, Wegerbauer warns that negotiations can create a sticky situation for those who are overly aggressive. Hard bargaining often creates resentment and defensiveness. Win-lose negotiating can lead to a win-lose situation for you. You get what you wanted, but you start your new job with the handicap of having caused ill will during the negotiation.

Next-Day Salary Negotiation is available at all major bookstores and from the publisher (www.jist.com or 1.800.648.JIST). For a free media copy or to speak with Maryanne Wegerbauer, contact Natalie Ostrom.

JIST, America’s Career Publisher, is the leading publisher of job search, career, occupational information, life skills and character education books, workbooks, assessments, videos and software.