1. Establish the stakes upfront. Agree on the CRA (Critical Reason to Act) during the interview process. Why this role, why me, and why now?
3. Always negotiate in person or over the phone, never in writing
4. Have an ask for every give
5. Reject the offer once
Here's some more to think about!
1. Do your compensation homework during the interview process: Study the landscape, of the ideal persona needs in the interviewer's expressions, their body language. How desperate are they and where do you stack up? How high up do you go in the interview process? Run it like a sales discovery process. Is there a CRA (compelling reason to act) to join now? Who could be the next best candidate?
2. Never quote your price in advance. You'd bucket yourself with that. Price is a factor of more than simply the $$$ and you won't know it all unless you see the entire package deal. I know it's tempting but resist the desire. You negotiate only when an offer has been made. Quoting your last paycheck sets the negotiations process going.
3. Negotiate in person, and no more than over one meeting: While you are expected to negotiate especially in a quota carrying sales job, any more than once gets employers thinking of you as slimy. In your counter offer, make it a range and give at least two options. Make the decision easier. Request the discussion be done in person versus over email. Close the deal one way or the other right then even if it means delaying until all decision makers are around. Be humble and respectful of the other side. Give them details on the homework you have done. If you do this well, you will be rewarded big time not only with the offer but subsequent impressions with management as you go about closing deals.
4. Have an ask in return for a give: If you compromise on anything you had requested, let it not go down without a counter ask. That's called fair negotiations. Every sales focused company will respect that trait.
5. It's OK to reject the offer once: That's the crux of this blog post headline. You'd at least know the rock bottom on how far you could have stretched it. Just do so verbally if you can and in person; see how they react and have wiggle room if you really want it. See how they react to rejection. Nothing wrong with a little discomfort early on so everyone knows well what they are getting into.