How Much Are You Looking For?

Brian Tracy provides a road map for achieving the best results in salary negotiations with a prospective employer. Be prepared, leave time to thoroughly consider an offer and use the “bracketing” approach to obtain optimal value.

His approach includes:

  • As a starting point, you should have a good idea of your target salary for the position…you should be fully prepared, having done your research and spoken to other people and you should know the salary range for the position
  • Don’t accept the job or the salary the first time it comes up…always ask for time for consideration, even if you want the job very badly
  • Use the 24-hour rule…the more you ask for time to think it over, the better the job and benefits you’ll receive when you make the final decision
  • Most employers have a salary range in mind, which is about 20% to either side of the average amount paid for that position
  • Using a $2,000 per month offer as an example, you should use “bracketing” to respond…saying that excellent performance in this position would be worth between $2,200-$2,600 (110-130% higher than the original offer)
  • Often, the employer will settle for the mid-point of the two figures that you propose
  • In those cases where you have to settle for a lower figure, ask the employer to clarify the requirements for a salary increase, be specific and ask the employer to put this in writing in the acceptance letter