Just spoke with two alum today - one who had to call me after he negotiated a job offer up $4000 and was obviously pleased (way to go Tyler!). The other is in process of negotiating a moving allowance to a high priced East Coast city. In the second case I had two words to share: logic & data.
Yes, we all would prefer a $4000 moving allowance/signing bonus versus a $1000 one. But wishing for more is not a negotiating tactic. Nor is simply asking for more, not unless you can back up why the $4000 is the better number.
So how do you ask for $4000? You need logic. In this case "East Coast Joe" will need to get himself moved to the East Coast and will need to get into an apartment. That will cost money. It will also be a contributor to his happiness and even productivity early in this move. It is perfectly logical to lay out this argument. "I am only moving for the job, the move will cost a lot of money, and not starting in a hole will help me get settled and focused on work quicker and stronger." It is a logical argument. Is it good enough on its own? NO. It needs data.
What will it cost to move? What money is needed to get into an apartment (deposit, first month rent, utility set-up, etc.)? The way to approach these questions is to do some research and have firm answers. "I did some research and it will cost $800 to rent the UHaul, $1200 in deposit, $1000 in first month's rent and about $400 to set up the utilities and such, plus this article here shows that it is typical to spend another $500 in other relocation costs (bank account set-up, change in insurance costs, etc.), so if we total that up I see about $4000 in costs I will face for the move, and thus that is why I am asking for that specific amount. And here is the documentation for all of those numbers" Now that, combined with good logic doesn't guarantee a yes answer from the employer but it makes the no harder.
So if you want to negotiate, I have two words for you: Logic and Data. If you can put those two together in any negotiating situation the defense of your position becomes that much easier.
Good luck, and remember I get 10% of all extra money earned in those negotiations!
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2 comments:
Logic and Data seem reasonable, however in some cases companies don't use either to account for things like relocation. Things like standard policy can get in your way and make negotiation like running into a brick wall over and over. The good thing is that I have had to deal with Eckert in multiple role plays as a grumpy buyer which allows me to keep chipping at that wall a brick at a time. If it weren't for him giving multiple objections and saying no I would have conceded already and settled for what was initially offered. Thank you for being "nice" and teaching me that silence can be golden and making the other party start to realize that they are going to have make a stronger case to reach a deal.
-East Coast Joe
still waiting for that next post... if you are getting paid for each hit on this site, I think I should get 10%
-maicki
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