So, yesterday I met with another potential employer. Again, they were really interested in hiring me. And again, they always start to talk about the “bad times” when it comes to discussing compensation etc. I was prepared for that argument however and could easily show them why the “bad times” argument did not apply in my case (since the area of law I am working within is not affected by the bad times.
In my eBook “Negotiate Your Salary Like A Pro!” I discuss the question whether to make the first offer or not. As regards this employer that I met yesterday, I had not been able to find much relevant data. Thus, I was not in a position to make the first offer. The started out with a figure not acceptable to me. Since I have quite a lot of leverage because of my competence and potential clients, I was able to turn down their offer immediately, telling them to come back at a much higher level.
At the same time, I offered them some openings when thinking about the new offer. I told them that they, for example, could try to find a good mix of a fixed salary and a foreseeable bonus system. By giving them things like that to think about, I showed them that I am a reasonable negotitator, which will motivate them to come back with a reasonable offer (according to the norm of reciprocity).
In the meantime, I have informed my present employer of the fact that I am looking for a new job. They are not too happy about that and say they want to keep me. Obviously, that will then cost them money (in the form of a higher salary to me). I am – that is – seriously working on by BATNA – Best Alternative To A Negotiated Offer. This I can use both to ensure that I don’t agree to anything less than the BATNA and to increase my leverage. Basically, everyone else will have to over bid my BATNA.
