Negotiations Training

Your First Business Negotiation:
Negotiating Your First Deal

One can make a strong case that the first negotiation a business professional will face is when he or she is about to graduate from college and is looking for a job. Those of us with years in the business world remember how much anxiety one faced during this process. College students are idealists. They have dreams and aspirations of what their first job will be like. Many are surprised by the length and potential difficulty of a job search, particularly when economic times have made it tougher for new candidates to find a job.

College students admittedly face quite a few disadvantages when negotiating. Unlike those with years of experience, they find that they are often not in the driver's seat of a negotiation. Yet, many do have a lot to offer. Strong social skills and an engaging personality can go a long way when pursuing a sales position. Internships at law firms, accounting firms and other organizations speak highly of one's capabilities in a future position. While experienced workers have a lot of advantages, every company is constantly looking to bring in new and motivated talent. This is where college students truly face an advantage. They are eager and willing individuals ready to take on the challenges of the business world.

Salary negotiations are commonplace for both college students as well as those with years of experience looking to find a new or better job. Particularly following the Internet book, employers became used to negotiating salaries, perks or other job-related items. As you go through the interviewing process, keep this in mind. Negotiations are not frowned upon. Being overly aggressive is but simply asking for what is fair and equitable is respected. Many potential employers even look for candidates who have the moxie and determination to try to negotiate even when job applicants far outnumber available positions.

Timing is important. Negotiations do not take place during a first interview. At this point, your potential employer is basing a first impression on your talent and background. Just about every college student can relate a story on some of the mundane questions they've faced. Leave the negotiation for later. Once you get to the second and third interview, negotiations should be on your mind. Truly, what you need to wait for is the job offer. This is when the company has formally extended an offer for you to join their team. They want you to come on board. They've gone through the process and decided you're the candidate they want. It is at this time that negotiations make the most sense.

What is negotiable? This depends on the situation. In some cases, initial offers may be not be comparable to other companies in an industry and should be negotiated. This may include not only salary but other items such as bonuses, commission rates and other incentives. You want to look at a realistic total compensation package. Other items such as vacation time, company perks (company car, relocation assistance, etc) may be on the negotiating table, as well. This all depends on what is considered "normal" or "fair" within your industry, company or position.

Your position should be based on your talent level and a desire to be paid fairly, not due to personal needs such as the desire to have enough money to move to a better apartment. Employers won't be "sold" on personal ploys. You have to sell your talent and capabilities. Focus on past experience, personal traits and other areas of achievement. This all play well.

Whatever you do, you have to maintain a professional attitude and demeanor. You are negotiating with your potential future employer. What you do at the negotiating table will reflect on how you will act not only internally as an employee but externally with customers and business partners. Any final decisions and agreements should be provided in writing and mailed to you or handed to you prior to signing an employment agreement. Be prepared to not get everything you've requested. Ultimately, employers are in the driver's seat. In some cases, you have to be prepared to walk away when the offer that is being provided to you simply isn't fair or comparable to others in the industry.