When negotiating a contract, it’s important to be upfront about what you want and be unafraid to fight a bit as companies welcome people who are capable of holding their ground, as long as you’re realistic about what you’re asking for.
Related: How to Negotiate a Pay Rise
Make sure you’re likeable and recognise who it is you’re talking to
While this sounds obvious, being a pleasant person goes a long way. The person you will be talking to is one of the primary decision makers.
This is more than being a nice person, there will be tensions and intense questioning and it is important to manage these situations in the most diplomatic way. If you understand the person you are talking to, you can tailor your negotiations accordingly.
Overall you should keep in mind how your requests will be perceived by whoever is on the other side of the table.
Clearly justify why you deserve what you’re requesting
This is potentially the most important thing to remember. A strong relationship with the person you’re talking to is all well and good, but if you don’t deserve what you’re asking for, it will fall flat on its face as soon as someone reviews your case.
Explain precisely why you think you’re worthy of a higher salary or how an extra day of working from home will improve your performance. If you have supporting data, that’s even better! It’s a fine line though as you don’t want to come off as arrogant.
Don’t overplay the fact that other companies want you
This might not be applicable in every situation, but often job seekers will state how another organization has offered a better deal or your existing employer has made a counter-offer and is using it as a bargaining tool.
This leverage can work as it makes you seem like hot property, but it can also put hiring organizations off if it seems that you are just playing them off competitors.
Giving ‘ultimatums’ in negotiations should be avoided at all costs
Nobody likes being told what to do, so if you say “Pay me X or I’ll go to another company”, you could well damage future opportunities. If you do want to highlight the other options you have, make sure you balance it out by saying why you would accept their offer over the others.
Be mindful of any constraints there may be
Both you and them may feel like you deserve your requests but sometimes there are certain things that employers simply can budge on – salary caps, for example. Try and figure out where they can be flexible and channel you attention on those areas. When you understand any constraints they have, you can tailor your requests proportionately to improve your chances of success!
Prepare to answer tough questions
Don’t think questioning would stop when you completed your interview. In a negotiation you are more likely to be asked some hard questions. You have to be prepared to answer them properly otherwise you can lose you leveraging power.
Respond to questions honestly and in a manner that maintains your attractiveness
Focus on the bigger picture
For many people, a contract negotiation is their opportunity to secure a higher salary. While this is true, most of your job satisfaction will come from aspects such as responsibilities, your hours, progression opportunities and other fringe perks. It is counterproductive to be fixated on money.
Always think long term; a slightly smaller salary but great career development prospects is better than receiving a bit more money first, but then stagnating.
Avoid negotiating for the sake of it
Similar to knowing when they can’t budge on certain constraints, you should never negotiate any further if you don’t feel there is any point. If you’ve done a bit of bargaining and the revised offer seems fair and you are more than happy with it, why risk things by pushing boundaries any further?
Never forget what has been discussed
It’s almost inevitable that things will change. If some of your requests couldn’t be met in this initial negotiation, note them down. When your appraisal or performance review comes up, bring them up again.
