Ten Rules for Negotiating IT Pay: Page 4

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9.) Make yourself come alive. Practically every IT professional knows their strengths and weaknesses. This alone is simply not enough. You have to sell yourself in a vibrant manner and give some life to these facts so that you stand out and make yourself memorable. What's the best way to stick in their memory? Rehearse your success stories. Choose the stories that cast the best light on your skills and character. Which stories do you select? You want to tell them the stories from the trenches when you overcame the odds. Think of a time when you pulled the proverbial rabbit from the hat. The tough projects you completed against the clock. How your innovative and creative ideas saved the company buckets of money. Blow your own horn and sing your triumphs loud because others may not do this for you. Being modest and timid about your triumphs won't put extra pay in your pocket or nail your dream job. So practice telling your success stories to add spice to your educational degrees and qualifications. In a nutshell, market yourself!

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10.) Know your BATNA. If you don't give yourself options, you will find your negotiation choices limited to a simple "yes" or "no" responses. In negotiation, your best option or alternative is known as your BATNA (Best Alternative to a Negotiation Agreement). The most undesirable scenario when negotiating for that perfect job or high paying position is to walk into the negotiation without having other job offers or interviews. By having more job offers you will find yourself in a more comfortable position where you can refuse an inferior proposal or not let yourself be hampered by the emotional pressure of a "do" or "die" job interview. Ideally, the best situation is to have 3 or more possible options. This will reinforce your negotiating position like no other single factor can. Having options or alternatives is the most powerful negotiation tool you can have at your disposal. When a potential employer realizes they definitely want you on their team, they aren't going risk letting you fall into the arms of a competitor.


If you work hard and achieve results, then you owe it to yourself and those you care for to negotiate more effectively. Negotiation is a specialized field, a field that recruiters and veteran managers enjoy the upper hand of experience in. Since the "Born Negotiator" is as much a myth as the Loch Ness Monster (sorry Nessie!), then consider learning the cornerstones of salary negotiation. Best is if you are notching up experience by taking a course in negotiation. Second best is reading a negotiation book. At the very least, brainstorm around the top 10 points listed above, and keep your brainstormed list and this article handy for your next negotiation.

Visit JupiterWeb's new site, IT Career Planet, for comprehensive news, advice and information on IT jobs, salaries and staff management issues.

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