What would it take to get you into this job today? How to negotiate a higher offer

Q: How do I tell an employer that its offer does not meet my expectations? Even my most diplomatic language sounds like a used-car salesman haggling over price. Any suggestions?

NICK'S REPLY: Some folks think that only highly paid professionals can use smart methods to negotiate. But it doesn't really matter what kind of work you do. Everyone can be an effective negotiator.

People get nervous about asking for more than is offered because they have nothing rational to say. You're right, it can sound silly: "Gee, I was thinking you should pay me more than that. What do you think?"

You're in a better position when you have concrete reasons why the employer should pay you more. It's absolutely necessary to do a careful analysis of the work you'd be doing and to prepare a compelling story about how your special skills (or work habits) will make you a more efficient and profitable worker than your competition. It's just as important to start your interviews by laying out a desired salary range that you think you can support when negotiation time comes.

Prepare three simple bullet points that define the added value you would bring to the job. Test these with someone you trust. These points must justify your request for more money. It's got to sound good, and it must make sense. (Warning: It takes a lot of effort and thought to put this together. If it were easy, everyone would be doing it.)

An example:

"(1) I'm an expert at the new ginzu method, and (2) I can typically complete a project 20 percent faster than others can. (3) This could potentially save you $2,000 every time I do a project. I believe that makes me worth the salary range I requested."

Your challenge is to show clearly why you're worth the extra bucks, and that means you've got to explain how the work you will do can produce more profit for the employer. By emphasizing your desired salary range early in the interview, you give yourself an opening later to negotiate the offer.

THE HEADHUNTER TIP:

How to survive a sinking company

You get no sympathy from me if your company is in trouble and you need to go job hunting at the last minute. A job search can take a long time. Anyone who ignores this fact is being reckless.

If your company is sinking, the strongest swimmers will make land first. Your challenge is to stick close to the managers (and other top talent) in your company before they depart. (Trust me: They will find new jobs before you do.) Volunteer to help out in their departments. Get their insight about what's going on in the industry. Share information you have that might be useful to them. If you can, introduce them to top managers in other companies. Yep, help them land a new job. They are the most important network you can have -- they are your lifeboat and the source of your next job.

Copyright 2009. Distributed by Universal Press Syndicate

Nick Corcodilos is author of "Ask The Headhunter: Reinventing the Interview to Win the Job" and the host of www.asktheheadhunter.com. He can be reached by e-mail at seattle@asktheheadhunter.com or at North Bridge Group, P.O. Box 600, Lebanon, NJ 08833. Sorry, no personal replies.