A full benefits packet may be worth anywhere from 15 to 25 percent of the salary when leave time and employer contributions to insurance, retirement and other benefits are figured in. If negotiation is part of the job, they may see this as a test to see if you can handle that duty. Trouble arises in the negotiation process, however, when we treat the process like buying a used car. It s important to work together and not be antagonists, which can cause you to negotiate yourself out of the job. If you feel confrontational about compensation, do exercise visualizing yourself on the battlefield, facing your opponent, then lowering your weapons, shaking hands, joining sides and walking side by side.
Negotiation is a process of joining sides for mutual benefit.
Don't be the one to name the first figure . Their figure tells you the bottom of the ballpark of what they intended to pay you. Timing is everything . After you are sure the employer wants to hire you, but before you commit to wanting the job. Take a collaborative approach.