You\u2019ve just finished interviewing for your dream role and you\u2019re confident that an offer is in your future. This is an exciting time! And while it may feel like you’re in the home stretch, there\u2019s still one big step before you make things official: negotiating salary.<\/p>\n
Hopefully, you are well aware of your worth and what you bring to the table, but you need to make sure that you demonstrate it to your potential employer as well. One way to enter a negotiating conversation prepared and confident is by knowing your BATNA.<\/p>\n
BATNA, developed by Harvard University negotiation experts Roger Fisher and William Ury, stands for Best Alternative to a Negotiated Agreement<\/a>. It is an exercise that helps you determine what you\u2019re aiming for in a given scenario and how to leverage the next-best thing (in case your number-one wish doesn\u2019t work out).<\/p>\n In the case of salary negotiation<\/a>, knowing your BATNA ahead of time will help you to:<\/p>\n Before you accept an offer, allow yourself the space and time to decide on the exact salary you believe you deserve.<\/p>\n By preparing a number (as well as an argument for why you feel you merit this figure), you will be able to achieve the following:<\/p>\n So in the event that a hiring manager asks you to share your desired number, be prepared to respond with something like, \u201cMy expectation is $X amount based on my qualifications, the scope of this position, and the salary research I\u2019ve conducted on similar roles at this level.\u201d<\/p>\n After you\u2019ve done your research and decided on your ideal salary, it\u2019s time to consider your bottom line. This is the absolute lowest amount you would be willing to accept.<\/p>\n To help you arrive at a value, take into account factors such as:<\/p>\n This means that if a hiring manager gives a certain amount as the highest she can offer, but it\u2019s actually lower than your baseline, you could reiterate your ideal salary and say, \u201cI really do feel that $X amount is more appropriate given my skill level and the value I\u2019ll bring to the position and organization. Can we work toward getting closer to that number?\u201d<\/p>\n While it\u2019s not necessary to volunteer your bottom line, having a concrete idea of the very lowest figure you can accept is a must. It will ensure that you do not leave the conversation blindsided by, or feeling rushed into accepting, an offer that is actually much lower than what you want and can afford.<\/p>\n With your ideal salary and bottom line in place, you can now begin to formulate a favorable alternative to your number-one outcome. This may mean negotiating an offer so that other conditions are in place, such as:<\/p>\n It could also mean staying in your current role or continuing with your job search if a favorable middle ground cannot be reached. You could offer something like, \u201cI wonder if there would be room to discuss other aspects of my offer, such as negotiating my benefits package to include an extra week of vacation and allowing for telecommuting flexibility.\u201d<\/p>\n Don\u2019t be afraid to ask for some time to consider whatever is offered\u2014whether that\u2019s the initial salary or a counter-offer with revised benefits, or a commitment to come back to salary negotiation after a certain number of days.<\/p>\n Knowing and being able to articulate this desired alternative is key to a successful salary negotiation, and also to knowing when to move on. This is the truly challenging part of the process, but when you know your BATNA, you will be better equipped to make your case and not rush through what can sometimes be an intimidating discussion.<\/p>\n Remember, asking for what you want professionally is not something you should feel guilty or hesitant about. Developing the practice of knowing what you deserve, having the confidence to present your worth, and not just settling for the first offer will ensure that you ultimately get the appreciation and recognition you’ve worked hard to attain.<\/p>\n ***<\/p>\n\n
Start by identifying the best possible outcome<\/h2>\n
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Know your bottom line<\/h2>\n
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Don\u2019t walk away without an alternative<\/h2>\n
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