Ten Rules for Negotiating IT Pay: Page 2

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4.) Be a problem solver. Your role is to always make your employer's life easier. Management is more inclined to react to a dilemma and solve problems rather than to create an opportunity. So use your creativity to unravel the nature of their predicament. Seize the moment and offer a candid proposal on how you can address and resolve their dilemma. Let your client or manager know the consequences if they don't take advantage of your skills and talents. They will appreciate your integrity, especially if you help them realize they may have misunderstood or underestimated the risks. The more you shine the torch on the risks of not hiring or retaining you, the more you stand to gain.

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5.) Prepare in advance. Start by reviewing a prospective employer's website, study it in detail. Regardless of the position you are interested in, just remember that in our very competitive marketplace every employer wants to hire employees who add something of potential value to their organization. Use your interests to stimulate and fuel your passion for the position. As you will no doubt be challenged to maintain this high emotional state in light of the numerous interviews you plan to attend, you must be selective about the positions you wish to seriously investigate. Few of us can maintain the same level of excitement for every job opportunity. So you would be wiser to choose a particular industry and preferably one with which you are most familiar. Jot your questions down and query anyone "in the know" to pin down how you can best relate your skills and knowledge to each position.

6.) Write your questions down. Good questions reward you with valuable information to use to your advantage in a negotiation. As you enhance the quality of your questions, the more you will enhance your ability to negotiate. The second reason to write questions down is, if you don't, it's unlikely they will spring to mind when it counts, especially during the interview. Creating a visual map in your mind will help you sequence the questions logically. A mental map will help you to remember the questions so you don't have to pull a scrap of paper from your pocket.

Another good practice to adopt is to outline your interests and goals in specific detail before you enter into the negotiation. The reason is to create and define as many unique characteristics you can describe about yourself beforehand. Should you limit yourself to a single goal you might find yourself deadlocked in the negotiation. However, if you have several goals and issues, and even break these down further into sub goals and sub issues, you will have given yourself more options with which to work and add more fuel to the negotiations.

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