Land the job, then start negotiating; Getting hired just part of challenge. Now you have to decide: Is the deal right for you or should you ask for more?
Montreal Gazette
Saturday, July 14, 2007
Page: G2
Section: Business: Working
Byline: CAITLIN CRAWSHAW
Source: CanWest News Service

With typical charm, you nailed the interview and snagged the job offer - a beautiful opportunity for a recent grad, you think.

But before you start salivating at the prospect of a corner cubicle, there's something you should know: The game isn't over. You're still selling yourself and the most crucial part is yet to come.

You have a decision to make: Is this the deal for me? Or, should I ask for more? This takes gumption, but it's critical, says Mandie Crawford, an Alberta-based career coach and placement expert.

"Sometimes your first job is going to determine the course of your entire career. So, (you have to be) able to negotiate that properly and fairly, and understand how the system works before you get into it."

To negotiate well, you have to understand and believe in what you're worth.

Research is key.

"The more information you have, the better you're able to negotiate an appropriate offer," said Randall Craig, a Toronto career consultant and author of Personal Balance Sheet: A Practical Career Planning Guide.

Before you negotiate for your first professional job, do some budgeting to understand how much money you need to live. Then, find out what similar jobs pay, Craig said.

If you're changing jobs, remember that your new salary should insulate you from the worst-case scenario.

"Whenever you make a change, you're changing from a sure thing to uncertainty. How do you know that this is going to be what it's supposed to be, or if you'll be successful there? So, part of the raise is to cover your risk."

It's also important to understand the value of the job to the company, and the value you would add, Crawford said.

"If someone doesn't come in with an understanding of what value they're going to give to the company, how that's going to benefit the company, we have a concern that, 'Is there even going to be value-added, or are they just going to be filling a chair?' "

This requires research into the company and the position. It also requires an understanding of your own value in the market, your abilities and successes in previous roles.

While it can be nerve-racking, if you sell yourself well (without exaggeration), you can tailor a job offer to suit you.

"If your potential employer can see your value, and you can address his concerns, then anything is negotiable."

This includes a reassessment of salary and bonuses before your first performance review, vacation days, start date, training opportunities and much more, Craig said.

He offers two maxims for new employees: 1. If you don't ask, you don't get; and 2. Small greed succeeds. Asking for a lot more money can be seen as greedy. "If you ask for things that are reasonable and important to you, then you're more likely to get a yes."

And remember: remuneration is only part of the offer. "The issue is, Is this job right for you? Are you going to be successful in this job and enjoy yourself? Are you going to work with people you respect?

"You spend more time at your day job than anywhere else, so if you're not excelling in these areas, you've got to really ask why you'd accept it."

Idnumber: 200707140064
Edition: Final
Story Type: Business
Length: 541 words