Cite this article as: Jason Mance Gordon, "Things to Do and Not Do in a Salary Negotiation," in The Business Professor, updated December 13, 2019, last accessed April 8, 2020, https://thebusinessprofessor.com/knowledge-base/things-to-do-and-not-do-in-a-salary-negotiation/.
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- Preserve the relationship/appear accommodating/use problem-solving. Make sure both sides are happy.
- Prepare thoroughly & be realistic about your salary expectations
- Wait to negotiate salary until you have an offer
- Get the offer in writing
- Know when to walk away
- Think about the offer (at least 48 hours) before responding
- Consider the entire compensation package and not just the salary portion
- Practice negotiating
- Demonstrate enthusiasm for the job
Things Not To Do
- Issue ultimatums or hard bargain
- Lie, exaggerate or mislead
- Appear desperate
- Negotiate based on personal needs
- Squeeze the company. Know when to quit negotiating.
- Ask for “one more thing”.
- Negotiate with a company to increase your leverage with another. Only negotiate with companies you are generally considering joining.
- Use job offers in unrelated fields as leverage
- Make quick decisions because of deadlines