Three Steps to Make Counteroffers Smart

Three steps to make counteroffers smart

In all negotiations of wages, it is time that the counterparty makes an offer on the table. That is when the ball is on your side of the court. Unless you want to accept that offer or walk out of the boardroom, you have to make a counteroffer.

Surely you'll hear all kinds of tips to make a counter offer and the reality is that many of them are not particularly useful. For example, a friend may tell you, "always ask for 20% more than they're willing to accept, you can always retract", a companion you can say, "I always increasing 10% to what you offered. Employers are always trying to devaluarte ".

While these tactics may work in some cases, have significant flaws. Not only will you have to use arbitrary figures, but these figures may not be related to what you really want or need to get from the negotiation.

Here are some practical tips that can help develop counteroffers pay to help you achieve your goals.

1. Prepare
Before the negotiation begins, take the time to investigate the standard salary for the position you are applying. Set a reasonable salary range, a typical package of benefits and compensation plan (for example, stocks, insurance, annual bonus and performance bonus). This previous work enables you to know the range that the agreement should be set to be satisfactory.

Now, from these general points, determine the most favorable compensation package for you. You should be able to justify this package considering your experience, knowledge and credentials.

Make sure the package meets your real needs - if you let something, you might have problems to order later. This package is your counteroffer.

2. Be firm
Most negotiators make the mistake of launching a counter arbitrary and then have to retract it because they can not justify it or because they faced a hostile reaction. Avoid this trap by designing a reasonable and appropriate counteroffer - one that draws on the information you gathered in your research - and allows you to stay there until the other person makes a persuasive reason to change it.

With "persuasive" I mean an argument based on additional information or information that justifies a different schema or package that you had developed. For example, an employer can say, "I know some of our competitors are offering higher salary schemes. However, they are much larger than us and expect you to work much longer for larger customers. We offer a salary that allows you to have quality of life and your work really has an impact on the company. "

An example of a non-persuasive argument would be, "Your counter is very high. We can not give you that. "

3. Was astute
Keep your goal in mind. Your goal in negotiation is to reach an agreement that meets your interests, not winning a battle between two conflicting positions. If your counter are not coming to any agreement, do not install or defend it to death.

Instead, think of another proposal that meets your needs and interests, that is supported with information and throw it as another possibility. Use your energy to generate solutions and not to fight great battles.

Negotiation is about exchanging ideas, solutions and information. Offers and counteroffers are the typical steps of this dance. When you make a counteroffer, build it with rigorous training bases and reasoning. If you do, you'll discover much more effective when negotiating, and much more relaxed.