Choosing Negotiation Techniques - Essay Example

Two such techniques involve being prepared and informed, and being willing to enter into an open discussion with the employer regarding the offer on the table.

Within the context of an organization or business, an employee must understand his or her worth to the overall operation. Because of this, it is advisable to be well informed about the extent to which the company would suffer were the employee to resign from his or her position and move to a competitor (Chapman, 2001). Armed with this information will allow the individual to know how much bargaining power they have in negotiating a salary package. If many individuals are vying for the same position, for example, this communicates to the employer that they can be more selective in what they offer new staff. If, on the other hand, it is proving difficult to find qualified and experienced personnel to fill a particular position, then prospective candidates can likely hold out and ask for more benefits and an enhanced salary package (Krannich, 1990). It is up to the employee, however, to know which situation they fall under and respond accordingly to the salary negotiations.

It is also important to make sure the salary offer itself is well understood by the prospective employee, and the best way to accomplish this is by engaging the employer in an honest and open discussion about the specific details of what is being offered. This is where knowledge comes into play. If a software developer, for example, is being offered a salary that is considered below what the market is paying within the region, then the prospective employee should not only be aware of this but should be confident enough to discuss this with the employer. It is also important to note that the employer must question the employee about what they are requesting. If a specific salary is being negotiated, then the individual in consideration for a job needs to defend themselves by touting the requisite experience and education that they have to warrant the requested package (Studner, 1990). During such a discussion, it is also important the requested salary be a reasonable amount and based upon prevailing market conditions. This speaks to the first strategy of salary negotiations, which involves being aware of the relative worth of the individual before seeking employment with a particular company or organization. Finally, before entering into a discussion about possible salary and benefits, it is important to know and understand the background of the supervisor conducting the interview, as this will help to develop a rapport with the individual that could be fruitful to both parties in the end.