Few people like it, and yet it is important: negotiating with your (future) employer.
About your salary, flexible working hours or other tasks, for example.
Two experts tell you how to do it right.
Tip 1: Know what you want and pronounce it
Make sure you know what you want, say both manager and training developer Iris Reinhard of Kenneth Smit Direct and Sander Pronk, realization coach and trainer at Intenza.
That sounds like an open door, but it often goes wrong.
Determine what your goal is, what your lower limit is and what you do if the negotiation turns out differently or that lower limit proves unfeasible.
By making that clear to yourself, you are more firmly in the conversation.
In addition, we often think that our manager knows what we want.
But that's an assumption, Reinhard warns.
"I often hear: my boss knows that I want a raise or that I don't like that one job. But that doesn't have to be the case. Be clear and say, for example: I want to work less, can we talk about that?"
“If you know what your colleagues get and how much experience they have, you can estimate what a realistic salary is for you.”
Iris Reinhard, training developer at Kenneth Smit Direct
Tip 2: Find out what is possible
Pronk advises to check beforehand whether something is customary in a company.
"Suppose you want a lease car, but the company does not have lease cars, then you are almost certain that the answer is no. You could have prevented that disappointment with good preparation."
The same goes for salary negotiations, Reinhard says.
"The Dutch are not quick to tell you what they earn, but sometimes you can find that in a salary house. And I would always ask colleagues. If you know what your colleagues get and how much experience they have, you can also estimate what a realistic salary is for you."
Tip 3: Immerse yourself in your conversation partner
In addition, it is important to know who is sitting opposite you, says Pronk.
"Try to find out what someone's preference is in behavior and communication. Does someone talk about emotional matters or only about numbers or processes? And is someone introverted or extroverted? If you know what someone's preferred style is, you can base your arguments and choice of words on that. and thus increase your chance of success in the negotiation."
“In the past, the salary was the only employment condition that was discussed.
Nowadays there are more important terms of employment.” Sander Pronk, realization coach at Intenza
Tip 4: Don't focus on points of view, but on interests
We tend to talk about points of view in negotiations: I want more money, you want to pay me as little as possible.
You achieve little with that.
Rather look at interests.
Reinhard: "The conversation about this should actually last longer than the real negotiations. For example, the company may want you to stay because you are a good employee. And you may want to stay because you are enjoying it. negotiations - We both want me to stay, what can we do to make that happen? - then it will be a much more pleasant and constructive conversation."
That way you also know where opportunities lie, says Pronk.
For example, is your manager open to a higher salary, but the HR department does not want that?
Then the question should not be whether you can get more money, but how you can convince the HR department that you are worth this money.
Want to learn more about successful negotiation?
Look here for the range of (online) training courses on negotiation at Intermediair.
Tip 5: Look beyond money
"In the past, the salary was the only employment condition that was discussed," says Pronk.
"Nowadays, there are more important employment conditions. For example, pension, hybrid work or a gym subscription."
He also advises including those conditions in negotiations.
There may be less money available, but you can decide for yourself when you work.
Or don't you mind earning a little less if you can drop a less fun task in return?
Reinhard also experienced a situation like this with a freelancer she wanted to hire.
"What he asked for and what we wanted to offer differed widely. But he had told me that he wanted to get stronger in a certain area. I then offered him that he could follow a training with us, in return he let his price drop."
Tip 6: Put yourself in someone else's shoes
People sometimes find it difficult to ask for something, Reinhard says.
"We often think we're losing face if we say we want more money because we're not worth it. That makes it very difficult to enter into a negotiation with confidence, and therefore also to get the best possible out of it. I think: how would I react if someone else in my position asked this question? And: what would a man do? If he did this, then I can do that too."
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