Finweek English Edition - - MANAGEMENT -

“The ad­vice I got when I was grad­u­at­ing from col­lege was try to have the of­fer from your sec­ond-best choice in your pocket when you ne­go­ti­ate with your first,” says Danny Er­tel, a found­ing part­ner at Van­tage Part­ners, LLC, a ne­go­ti­a­tion con­sult­ing f irm in Bos­ton, and co-au­thor of The point of the deal: How to ne­go­ti­ate when yes i s not enough. Of course that’s tougher in a dif­fi­cult job mar­ket. When you don’t have al­ter­na­tives – other of­fers or a cur­rent job – you have a lot less power, McGinn ac­knowl­edges. “So you have to be cre­ative about demon­strat­ing the value you’ll bring to the com­pany,” she says.

For ex­am­ple, you need to ex­plain why you are the per­fect per­son with the nec­es­sary skills and ex­pe­ri­ence to fill this spe­cific job, not just a solid can­di­date.

“I n a t i me of f ul l em­ploy­ment, em­ploy­ers are look­ing for a per­son who can do the work. In a time of un­em­ploy­ment, they are look­ing for the ab­so­lute best per­son to do the job,” McGinn says.

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