Achieve the Job Offer You Deserve by Avoiding These 10 Salary Negotiation Mistakes

by Randall S. Hansen, Ph.D.

Whether you're new to job-hunting or a seasoned pro, whether you love the art of salary negotiation or dread it, the truth is that knowing salary negotiation tactics -- and avoiding salary negotiation landmines -- are key to obtaining thejob offer you seek and deserve.

While much is written about the tactics of salary negotiation, this article focuses on negotiation techniques you want to avoid -- salary negotiation mistakes that could result in a much lower job offer -- or worse -- losing the job offer you worked so hard to obtain. These 10 mistakes can be easily have been avoided by following the advice in this article.

1. Settling/Not Negotiating. Probably the biggest mistake you can make is simply deciding to settle and accept whatever offer you receive. Research shows that younger job-seekers and female job-seekers often make this mistake -- either from not completely understanding the negotiation process or from a dislike or discomfort with the idea of negotiating. Settling for a lower salary than you are worth has some major negative financial consequences -- you'll earn less, receive smaller raises (because most raises are based as a percentage of your salary), and have a smaller pension (since pension contributions are usually a percentage of your salary). But settling for an offer that you feel in your heart is too low will not only set you back financially, but also eat at you until you finally begin to seriously dislike your job and/or employer. Of course, in certain professions (like sales), it is expected you'll negotiate your salary.

2. Revealing How Much You Would Accept. Information is the key to any kind of negotiation and a common mistake job-seekers make is telling the employer what you'll accept. Sometimes it is hard not to offer this information -- especially if the employer asks for a salary history or salary requirement. Some employers will also ask -- in a preliminary interview -- what salary you're looking for. In all these situations, you need to carefully decide how you'll handle the situation. The earlier you give up this kind of information, the less room – if any – you'll have for negotiating a better offer when the time arrives. Always try to remain as noncommittal as possible when asked about your salary requirements too early in the interview process. (Read more about dealing with salary histories and salary requests here.)

3. Focusing on Need/Greed Rather Than Value. A very common salary negotiation error is focusing on what you feel you need or deserve rather than on your value and the value you being to the prospective employer. Employers don't care that your salary won't cover your mortgage or student loan payments or even your living expenses. If you plan to negotiate a job offer, do it based on solid research (see next mistake) and a clear demonstration of your value to the organization. Don't ever tell the employer that you need a certain salary.

4. Weak Research or Negotiation Preparation. With the number and variety of salary resources available online -- from salary.com and salaryexpert.com to professional associations -- there is no excuse for you as the job-seeker to not know your market value. Of course, you should also attempt to conduct research on your prospective employer -- their historical salary levels, negotiation policies, performance appraisals. Even if you decide you don't want to negotiate salary, you'll have a better understanding of the market for your services -- and your value in that market.

5. Making a Salary Pitch Too Early. The longer you wait, the more power you have. Yet, there are many job-seekers who jump in too early in the process and ask about salaries and compensation. The ideal time for talking salary is when you are the final candidate standing -- and you get the job offer. It's at that point when you can ask more specifics about salary, bonuses, commissions, health insurance, and other perks. Asking at any point earlier in the process can be perceived as being too focused on money -- and can also lead to you having to reveal what you would be willing to accept.

6. Accepting Job Offer Too Quickly. The job-search these days drags on longer and longer, and when you finally obtain that offer after weeks and weeks (and in some cases, months), it's not unusual to want to accept it right on the spot. But even the best offers should be reviewed when you have clear head – and without the pressure of your future bossor HR director staring at you. Most employers are willing to give you some time to contemplate the job offer -- typically several days to a week. It's when you get the job offer that you have the most power because the employer has chosen you, so use that power to be certain it's the job and job offer for you -- and consider negotiating for a better offer if you feel that it should be better. Just remember that whatever amount of time you ask for is the amount of time you have to make your decision.

7. Declining Job Offer Too Quickly. Many job-seekers reject job offers very quickly when the employer offers a salary much lower than expected, and while in many cases you would be correct in rejecting the offer, it's still best to ask for time to consider it before rejecting it outright. If the money is simply far below the average, you may have no choice but to reject the offer. However, if the money is good -- but just not as good as you would like -- take a closer look at the benefits. A big mistake is declining a job offer too quickly without looking at the entire compensation package. For example, some firms that have lower salaries offer larger bonuses or stock options or pay the full expense of health insurance. Remember, too, that you should be able to negotiate one or two elements of the offer to make it even stronger.

8. Asking For Too Many Changes in Counteroffer. If you have a strong interest in the job and the employer is a good fit, but the offer is not what you expected, you can consider making a counteroffer proposal. If you decide to make a counterproposal, remember that you should only pick the one or two most important elements; you can't negotiate every aspect of the offer. If the salary is too low, focus on that aspect in a counteroffer. If you know the firm will not negotiate on salary, then focus on modifying a few of the other terms of the offer (such as additional vacation time, earlier performance reviews, signing bonus, relocation expenses). Just remember that you cannot attempt to negotiate the entire offer; you need to choose your one or two battles carefully, conduct your research, and write a short counterproposal. [ Find specific guidelines for counteroffers in this article.]

9. Taking Salary Negotiations Personally. Whatever you do in this process, always stay professional in handling the negotiations. If the employer has made you an offer -- then you are their choice, the finalist for the position -- so even if negotiations go nowhere, or worse, keep in mind that you did receive an offer, even if it is not what you expected or deserved. And if negotiations break down between you and the employer, move on graciously, thanking the employer again for the opportunity -- because you never want to burn any bridges.

10. Not Asking for Final Offer in Writing. Once everything is said and done – and you have received a job offer that you find acceptable, the last thing you should do is ask for the final offer in writing. No legitimate employer will have issues with putting the offer in writing, so if yours balks at your request and accuses you of not having any trust and tries to bully you to accept the verbal agreement, take it as a MAJOR red flag that there is something seriously wrong.

Final Thoughts

Following the advice in this article -- and using other proven job-hunting and salary negotiation tactics -- should result in a new job and job offer that is just what you were seeking.

If you are new to job-hunting and salary negotiation, consider using our comprehensive (and free) Salary Negotiation Tutorial.

Finally, if you are confident about your salary negotiation skills, consider taking our free salary negotiation quiz.

Questions about some of the terminology used in this article? Get more information (definitions and links) on key college, career, and job-search terms by going to our Job-Seeker's Glossary of Job-Hunting Terms.

Dr. Randall S. Hansen is founder of Quintessential Careers, one of the oldest and most comprehensivecareer development sites on the Web, as well CEO of EmpoweringSites.com. He is also founder ofMyCollegeSuccessStory.com andEnhanceMyVocabulary.com. He is publisher ofQuintessential Careers Press, including the Quintessential Careers electronic newsletter,QuintZine. Dr. Hansen is also a published author, with several books, chapters in books, and hundreds of articles. He's often quoted in the media and conducts empowering workshops around the country. Finally, Dr. Hansen is also an educator, having taught at the college level for more than 15 years. Visit his personal Website or reach him by email atrandall(at)quintcareers.com.

Travel Jobs; Work, Play But Not Much Rest

There are many diverse roles in the travel industry that require a number of different skills and attributes. Becoming a holiday rep is only one of these jobs that is seen by many to be one of the lowest rungs of the ladder in a travel industry career. This opinion is not always true however, the holiday rep is at the forefront of the industry, coping with customers while they are on holiday and keeping the standards of the company at all times. While some may see these jobs as roles for people who simply want to have a good time and travel for free; what is rarely realised is that being a holiday rep requires hard work, long hours and a constant smile. In terms of benefits these jobs give employees the chance to escape the nine to five world of work and for those who live in the UK the opportunity to avoid the nasty inclement weather. As well as this the holiday rep is a valuable part of the social scene and can enjoy being part of a community of workers abroad. In addition these jobs give workers the chance to secure great deals while working. Reps are usually given discounts in local restaurants and bars; in some cases it is even possible to secure drinks and food for free. In club resorts, reps are usually given free entry in the knowledge that they will give holidaymakers a recommendation of the clubs they visit. While pay is not great in these travel jobs the opportunity to earn commission is large. A considerable element to the holiday rep pay structure is made from signing tourists up to excursions and trips. As well as this, holiday reps can work all over the world, whether this is summer resorts in Europe, further afield in the Far East or in the ski resorts of Europe and America. By traversing the world, being a holiday rep can truly be considered an all year round job. There are however downsides to being a rep, these jobs can be highly stressful. The majority of reps agree that the first six weeks are always the hardest, being away from home can be lonesome and staying happy at these times can be the most difficult part of the job. Once the first six weeks are over though, most agree that a good time can be had by all. Responsibility is also a major factor in these travel jobs. A rep is normally responsible for a bunch of holidaymakers throughout their holiday. Being in charge means that certain situations will require a great deal of tact and diplomacy. For instance injuries and accidents are an inevitable part of the job while in the most extreme cases a holiday rep may have to deal with the death of a holidaymaker. While these instances are rare they should be prepared for. As well as these occurrences the hours put in by reps can often be arduous. In many resorts flights come into airports at all hours of the day meaning that some reps have to party all night with guests and then wake early to meet the next lot of holidaymakers off the plane. Subsequently, the sleep patterns and body clocks of people in these jobs are hardly ever regular, subsequently having high levels of stamina are essential. In general work as a holiday rep is good fun and a great experience. There are downsides but this is no different from other jobs. With the appeal of travel these jobs are understandably popular with many who have a love of different cultures and a good time.

Author Resource:- Career expert Thomas Pretty looks into different types of travel jobs and particularly the work of holiday reps.

Article From Ezine-Articles

The Recruitment Industry Today

Over the past five years the recruitment industry has undergone a vast change. With the advent of latest technology innovations, websites, resume databases, Job listing services and applicant tracking systems have become the buzzwords in recruitment. As of late online job portals contribute towards a major share of the recruitment process. But these high technology services while helping to reduce candidate identification and screening time have widened the gap between an employer and a job seeker.

Current employer practice
Campus recruitment and job fairs are the major areas of concentration for employers to absorb fresh talent. But nationally focused recruiters overall were seemed interested in using technology to make the process of recruiting much easier and viable. They also think that online recruiting is more important for taking the recruitment process into the tier II and tier III cities.

Current Student expectations
What Job seekers need is personal attention and this is not provided by current online job portals. This trend is highly evident among fresh college graduates who are increasingly concerned that current electronic recruiting strategies are impersonal and do not satisfy their needs for human interaction in the initial stages of recruiting via job portals.


Bridging the gap
One of the challenges faced by an institution in guaranteeing jobs for graduates is the wide gap between the institution and the corporate sector. With WIMB’s new LIVECONNECT points this wide gap is effectively shrunk, enabling the institutions to effectively place more students soon after graduation. Over a period of time our Live connect points will evolve into an information hub for employers and will also become a nationwide career network across a virtual infrastructure.

Tips To Get A Salary Increase

Freelancers are very much lucky for having majestic and powerful minds making them earn even they don't get out from the four corners of their rooms. But nowadays that transportation and other factors affecting your 8-5 job are rapidly hitting the higher rates, number of freelancers are also increasing. Competition in writing and other freelancing jobs is very tight. On the contrary, the working rates are rapidly degrading. So we are trying our best to negotiate about salary matters right? The following are some of the tips we can do to spill our problem out.

Be Persuasive

You may have a hard time telling your boss to raise your salary. It might affect your working relationship with him and that's given but makes him understand it will do well if you're going to increase your rate. Say for example; tell your boss you're not going to look for other side jobs since you have the best rate you are looking for. That will help you render a quality service.

Be Realistic

Do not ask for too much you know for sure that your boss can't give. It's just proper to work efficiently and be paid fairly, though.

Be at your perfect right tone

Avoid ultimatums, threats and coercive behavior towards your boss. Make him know you are asking for something but let him feel you are ready to understand his point as well. This will create a good relationship despite distance between the two of you.

Prioritize your Boss' Interests

Your boss also has needs and concerns just like you. To persuade him, address those things that are important to him. Always remember whatever attitude he has, he is still your boss and the one who feeds you. Many are those looking for a job and you are only one of the few who were chosen!

Create Options

Create possible solutions that your boss might consider. Plan your options beforehand so that everything will run smoothly as you negotiate. Make sure you have a backup plan in case he won't agree on the first option.

Focus on Objective Criteria

It is not hard to please someone if you are showing objective criteria. Nobody will reject a plan that is as good as luck itself.

Actually, these are some tips to help us before we finally negotiate with our bosses. Include the other one below if you are not a freelancer.

Talk in details and tell what you really want

If you are working on 8 to 5 job, you may create a not so obvious conversation with him regarding your bonuses and other benefits, and not your salary concerns alone. Make him learn you are well informed of your rights as an employer.

But make sure you are not annoying your boss because one you make him feel bad, it might affect your working relationship with him. This is especially if you are waiting for promotion or anything else.

The tips given were useful to regular employees and experienced freelancers, those who are working for outsourcing companies for a long period of time and may ask for a salary raise.

Please do not jump into salary negotiation if you are on probationary period of employment because you might lose your job because of that simple move.

Indian students opting for new career choices, modules in foreign varsities

NEW DEHLI : New patterns are emerging in the higher education choices of Indian students seeking admission to universities abroad, even as the volume of student traffic from India to Europe, America and Australia races northward.

Foreign education counsellors say they are seeing a growing interest in transfer admissions and undergraduate studies abroad. There is also a gradual shift from traditional courses to technology-driven and career-oriented modules.

Seventeen-year-old Yash Sahai, who wants to pursue an engineering degree either in Massachusetts or in Cornell University in the US, is interested in transfer study programmes. He has been attending career choice counselling sessions at the American Centre, with at least 50 students, to know more about these. The teenager is a first-year engineering student.

A transfer study programme is an academic module that transfers credit from a four-year degree-granting academic institution not affiliated to a university in the US.

Shevanti Narayan, country manager of the Educational Advising Services arm of the United States Educational Foundation in India (USEFI), said students now want to keep their options open so as to switch from one field to another.

"We are seeing an interest in transfer admissions and US undergraduate studies," Narayan said in an e-mail interview.

She said students were choosing more inter-disciplinary programmes and experimenting with diverse subjects, adding: "They are exploring new disciplines."

"Indian students apply to a range of schools and colleges in different states of the US. Their choice of school not only depends on the field and level of study that the institution offers but also several other factors.

"For the past several years, California, New York, Washington, Texas, Massachusetts and Florida are among the leading states that Indian students are opting for," the USEFI official said.

Earlier, students were dictated by tradition rather than needs, career possibilities and individual flair for particular subjects, overseas education counsellors said.

The choice of courses is showing a gradual shift from humanities and general studies to specialised modules like business management and engineering which top the fields of study. Other popular subjects are life sciences, computer science, economics and health sciences, say counsellors.

Over the past three years, the demand for career-oriented courses dealing with environment, media and communication, art and design and law has grown, counsellors from the US embassy said.

According to an estimate by USEFI that facilitates the Fulbright scholarship programme in India, 76,503 Indian students were enrolled in American universities in 2006 and 83,833 in 2007.

Admission to graduate courses was much higher at 73.70 percent in 2006 and 71 percent in 2007. In contrast, enrolments in undergraduate courses was only 16.60 percent in 2006 and 15 percent in 2007, USEFI said quoting data culled from Open Doors 2007, Institute of International Education.

The growing number of students from India to the US has also prompted the two countries to expand the scope of the Fulbright scholarship programme, one of the most popular overseas academic modules for students of both the nations.

The programme, initiated in 1963, was revised July 4 this year and renamed the Fulbright-Jawaharlal Nehru scholarships and grants. It will now enable double the number of exchange scholars and students to visit the US for high education and vice versa. Under the old programme, only 100 students from India could go to the US for advanced studies.

According to Biju Paul Abraham, an associate professor of the Indian Institute of Management-Calcutta and an alumnus of King's College in London, post-globalisation the demand for business study courses abroad have shot up because multinational companies need skilled business managers in India.

"Most of the students from my institute go abroad for their doctoral programmes, after they get jobs," he said. But Abraham, who counsels students in his leisure hours, says students at the undergraduate level who cannot make it to the premier Indian Institutes of Management often opt for "good business schools" across the globe.

Data from the Higher Education Statistics Agency shows that business and management is the most popular option for Indian students in Britain, followed by computer science, engineering and pharmaceutical sciences.

"An MBA degree in the UK costs around 15,000 pounds a year," Abraham said.

The number of Indian students last year was 21,000, said officials at the British Council here.

"And we are growing at 10 percent annually," says Amit Charturvedi of the British Council.

France has also seen a substantial increase in the number of Indian students over the years, said Archana Chaudhary of the French embassy's education and culture wing here.

The total number of Indian students in France in 2007-08 was 1,700 and the French government issued 1,300 new student visas in the year.

French education counsellors in India say the USP of the country's education is "quality, variety and accredited degrees from the best institutes".

Cashing in on the rising aspiration of students in this country for foreign technical degrees, France this year has been hard-selling its engineering modules in India.

On July 3, French telecom major Orange announced engineering scholarships for meritorious students who wanted to study for specialised master's degrees in France.

The students will be joining two French engineering institutes, the Institute Superieur d'Electronique de Paris and Institut Telecom-Paristech.

French Ambassador to India Jerome Bonnafont said the scholarships were a wonderful opportunity to "bring the best of French higher education institutes, the industry and Indian talent on a common platform".

Alten, a conglomerate of French engineering firms, chose 16 Indian engineering students to study in technical institutes across France in April.

French education officials attribute the growing interest in France as an educational destination to the ability of Indian students to look beyond the US and Britain. Students were willing to explore Europe due to larger economic interests, counsellors said.

India third most popular country for sourcing talent

India is the third most popular country for sourcing foreign talent after China and the US, a survey by global recruiting firm Manpower Inc released Tuesday said.

The Borderless Workforce Survey conducted in 27 countries also showed India received the highest remittances ($27 billion) from nationals working abroad.

It is closely followed by China ($25.7 billion), Mexico ($25 billion) and the Philippines ($17 billion).

"The demand for Indian skilled labour is the highest in the US followed by the Gulf. In recent years, there has been a growing demand for engineers in the oil and gas sector and aviation," said Manpower India managing director Naresh Malhan.

Others in demand are nurses, drivers and construction workers, he said.

The survey also ranked India third in the list of the top 10 countries considered an economic threat to other nations.

Of the 26 countries surveyed other than India, all countries with the exception of Costa Rica and Peru believe that India provides competitive threat to their own country's ability to compete economically.

So far as Indian employers are concerned, they consider China, the US and the UK as the biggest competitive threats.

According to the survey, Chinese employers - followed by those in India - were the least concerned about migration of talents to foreign countries.

In India, employers in public administration, education, services, finance, insurance, real estate and manufacturing are most concerned about this, while those in wholesale and retail, transport, utilities, mining, oil and gas sectors are the least bothered.

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“While it's true that we need to do more to keep our most talented workers, we must also consider how we can strengthen our collective employer 'brand' to attract talented workers from overseas,” said Malhan.

Some of the key findings of the survey:

• India is the third most popular country for sourcing foreign talent; 11 of the 26 countries surveyed other than India sourced foreign talent from India.
• India receives the highest remittances ($27 billion) from nationals working abroad, followed by China ($25.7 billion), Mexico ($25 billion) and the Philippines ($17 billion).
• India has the highest percentage of nationals working abroad with tertiary education. Of the nearly 2.2 millions of Indians working abroad, 53 percent have acquired tertiary education.
• India ranks third in the list of Top 10 countries believed to be an economic threat to other nations.
• Indian employers are second least concerned about government and businesses not doing enough to slow the outward migration of talent.

Leaders - Pencil Down and Listen Up

Being accessible makes you more valuable to the people you lead and the organization. Staff must feel comfortable approaching you when they need to. The benefits to you are that you keep your finger on the pulse of the organization and are better equipped to avert problems and take advantages of opportunities as they occur. Also by using your accessibility as a teaching tool in the form of probing questions you are creating a training session that conditions your subordinates to think through their concerns, questions or problems. Your work time as a leader is just as valuable your subordinate's. Don't waste it by being the answer man or woman.

There are always exceptions to the rule. You will be giving direction in emergency situations or when facing time deadlines.

People know the right answers and as leaders we have the obligation to create an environment that supports thinking out loud and the confidence to express views, questions, comments and concerns without fear or judgment. You are a confidence builder, not a creator of self doubt. Become a force multiplier. Teach your staff to think by effectively using questions rather that statements or direction.

Ask others about themselves, at the same time, be on guard not to talk too much about yourself.
- Mortimer Jerome Adler

Let's talk about listening. Most of us listen with the intent to respond immediately to views that do not conform to our own. In our desire to get our point across much of the information being given to us is lost because we are too busy formulating a response. This attack listening causes some important interpersonal problems. First you are sending a negative message that says you do not value the information and the individual presenting it. Second you are demonstrating a lack of respect for the individual and sending the message that only your views and opinions are important.

The result is that employees will not come to you and share information, comments, suggestions or concerns. As a result your performance and your company's will suffer. It may even lead to the loss of your job. The fastest way to become an ex-leader is to be known as someone who does not listen.

I am sure you have heard the reason God gave us two ears and one mouth is that we're supposed to listen twice as much as we speak.

The best way to ensure that you are listening twice as much as you speak is simply to shut up and listen.

Try the following techniques to improve your listening skills.

1. Repeat in your mind's voice every word that is being said to you. Think of it as echoing what you hear. I guarantee you won't be blurting out responses. Practice this skill during your commute, repeating in your mind's voice what you hear on the radio. An added benefit of using this technique is you will remember information you hear much easier and more completely.

2. Ask questions for clarification using a thoughtful gentle tone of voice.

3. Nod your head, use the standard non verbal um hum, aha, etc.

4. Look the person in the eyes and ask if he or she would mind if you took a few notes. People are always flattered when you ask permission to take notes.

5. Prior to giving your response summarize what was said to you. This extra effort demonstrates that you listened intently and understand what was said. If no correction is necessary, make your response.

Studies have demonstrated that the best conversationalists are the best listeners, who ask specific questions that help to move the conversation along. When you take a step back and think about who controls the conversation it's the person asking the questions. So there is no need for you to practice attack listening. You will get your views across through the questions you ask and your staff will have tremendous trust and confidence in you.

Everybody wins with good listening skills.

Silences make the real conversations between friends. Not the saying but the never needing to say is what counts. - Margaret Lee Runbeck

If you are experiencing fear about deciding to be a leader, laugh your fears away by following this simple plan. Kenneth E. Strong, Jr, can help you eliminate those fears and give you the confidence to lead.

Download you copy of "Leadership Is A Choice" today at http://www.decidingtolead.com

Feel free to use this article, in your publications, newsletters, blogs, e-zines and web sites in its entirety provided you include the following: Copyright 2008 All rights reserved. Kenneth E Strong, Jr. http://www.decidingtolead.com Front Row Connections, LLC, Virginia Beach, Virginia.

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