Negotiation is like a dance. No matter the context, the two parties involved will take turns expressing their needs in order to blend both desires together. More art than science, the hope is that the outcome is positive for everyone. However, if you want to samba and the other person prefers line dancing, you’re probably not going to reach an agreement.
And that’s when it’s time to walk away.
Hiring managers and job seekers alike know that negotiation is basically a given, but salary is only one aspect. From PTO and perks to flex time and bonuses, the entire benefits package is up for discussion. Negotiation typically starts when an offer is presented and then the dance begins. There’s a lot on the line for each side, so it’s important both parties adhere to the number one rule of negotiating: be willing to walk away.
This is probably an easier rule to follow for the employer than the would-be employee. Oftentimes, the hiring manager has multiple candidates to consider, and unless the talent is in high demand, there’s always a backup plan. Even if you’re unemployed and desperate for work, though, being willing to walk away from a raw deal is critical.
When negotiating it’s important to take your time, ask for what you want in an assertive yet non-aggressive manner and know what your bottom line is. Remember that this is a business transaction, so set aside any emotions. Pride and fear should not get in the way of expressing and getting what you need.
The dance of negotiating is about giving a little to get a little. When one side gives, the other side should, too. You’re trying to solve a problem together, after all, so it should be a joint effort.
When you haven’t reached your bottom line and the other side won’t budge, however, you need to have the confidence to leave. Thank the other party for their time and don’t take the result personally. If the dance doesn’t meet your expectations, it’s time to find a better fit. And if you’re patient, you’ll always find others who are willing to dance.
