KNOW YOUR ALTERNATIVES
“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.