Finweek English Edition - - MANAGEMENT -

McGinn says that most peo­ple make the mis­take of ne­go­ti­at­ing for com­pen­sa­tion rather than for a job. Can­di­dates of­ten fo­cus on money be­cause it is tan­gi­ble, but what makes a po­si­tion at­trac­tive is not just the salary as­signed to it.

Think about the as­pects of the job that will make it sat­is­fy­ing, such as op­por­tu­ni­ties for ad­vance­ment, ex­cit­ing as­sign­ments and the chance to work with se­nior ex­ec­u­tives. McGinn sug­gests ask­ing your­self: “How can I build the big­gest job I’m in­ter­ested in hav­ing?” and then ne­go­ti­ate with your po­ten­tial em­ployer about those non­mon­e­tary el­e­ments in ad­di­tion to salary.

Once you are in a po­si­tion, McGinn says: “It’s very hard to ne­go­ti­ate the ba­sic struc­ture of your job. Peo­ple have to leave em­ploy­ment to do that.”

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