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Negotiating Scripts for Overcoming Objections

Part 2
Where to begin

Start by checking out our guide on negotiating your salary. You’ll notice that there are some common negotiation mistakes to avoid and tips on how to present your request well.

Then, do your homework. Come up with your well-researched income figure that you plan on using in your negotiation. Remember to consider non-salary benefits in your calculations as well.

Once you’ve determined what income or job perks you want to negotiate for, present your request with keen attention to your wording and body language.

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Overcoming objections

If your negotiation for a raise or job benefits is rejected, it is acceptable to ask the employer what the reasoning is behind this decision. When you’re given that explanation, utilize the information given to respond appropriately.

Here is a quick script you can practice when overcoming objections to a salary increase.

Reason for rejection Your negotiation response
“There is a specific process we use to determine each employee’s salary and this is what we’ve agreed upon for your position.” “I understand. I think it makes sense to have a standard process as a starting point for determining salary. That gives you a place to begin. In my case though, I think I’ve demonstrated that my qualities exceed those of the average candidate. I’d love the chance to discuss an income range that reflects my personal benefit to the company.”
“It is our standard to pay all our employees in your field this much.” “I totally understand that. I realize that it’s important to have comparable pay for your employees in the same position because if someone knew that one person is earning more than another, it could create division among team members. I think that concern is legitimate. However, I can see from my research that there’s a gap between what you’re offering and the rates I’ve seen elsewhere which is closer to the $$$ range. What could we work out in that range?”
“Our company can’t afford to pay more in the current economy.” “Of course. I know the struggles in this current economy. The thing is, I view this decision as an investment on your part. When you hire the best candidate for this position, that person has the capacity to bring significant financial gain to the company. That’s what my intentions are, so with that in mind, what do you think we could make happen here?”
“Unfortunately, your request for a salary increase is not in our budget right now.” “Yes, I understand that times are tough right now. I’m sure that for the average employee it is totally reasonable to start with the budgeted salary for this position. Fortunately, my work performance is not average and I have every intention of making contribution that far outweighs what other candidates may offer. So far, my professional record speaks well for itself and I’m just asking that my salary reflect the value I’ll bring to the company.”
“Would you be willing to discuss this down the road?” “I think we could certainly have another conversation about this in the future and I’m thankful that you’re open to that. I understand that you need to evaluate me as a professional based on my personal performance in the company. However, I’d like to discuss it some more today because while a conversation in the future might be helpful, I’m still taking a personal risk by accepting your current offer. I need to come in at a level of compensation that offsets my own financial risk and reflects my level of competency and experience in this field. ”
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Negotiation techniques

Notice the structure of these negotiation techniques. When an employer gives an explanation or excuse for their decision regarding your salary, it’s important to start off in agreement. You want to show that you understand their point of view.

Once you’ve shown an understanding of the employer’s perspective, restructure your request and make a case for why it’s important that they reconsider. Reiterate your personal strengths and how these will positively impact the company. Do this politely, but with a firm resolve.

Lastly, be sure to leave a silent pause at the end of every counterargument you make. You need to give the employer a chance to regroup and respond. Silence has great power because you’re giving the other person a chance to generate an answer or make a counteroffer.

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Additional tips to remember
  • 1.Be realistic in your personal expectations for your position.
  • 2.Show confidence, but remain humble. Aggressive or pushy behavior is off-putting.
  • 3.Understand your personal value and do not settle for less than what you’re worth.
  • 4.Practice your ability to communicate effectively and willingly demonstrate your value to the company.
  • 5.Always show gratitude for an offer, even if you choose not to accept it at this time.
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When you’ve negotiated successfully, all your work and research will have paid off. Show your boss that you have what it takes to bring financial value to the company and next time you have a conversation regarding your salary, you will have made it all the more easier for them to say “yes” in the future!

 

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