15 Rules for Negotiating a Job Offer

In an excellent article in the Harvard Business Review Deepak Malhotra, professor of negotiations at Harvard Business School, offers advice for job candidates.

  • Don’t underestimate the importance of likability
  • Help prospective employers understand why you deserve what you’re requesting.
  • Make it clear that they can get you.
  • Understand the person across the table from you
  • Understand his or her constraints.
  • Be prepared for tough questions.
  • Focus on the questioner’s intent, not the question
  • Consider the whole deal.
  • Negotiate multiple issues.
  • Don’t negotiate just for the sake of negotiating (a pitfall for recent MBA graduates).
  • Think through the timing of offers.
  • Avoid, ignore, or downplay ultimatums.
  • Remember that your interviewer isn’t out to get you.
  • Stay at the table.
  • Maintain a sense of perspective.

Read the full article on HBR’s website

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