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August 2011
Careers: It’s All About Negotiation!
by Susan Reynolds

I have maintained throughout this troubled economy that there are employment and career growth opportunities available to those who fight long enough, hard enough, and cleverly enough. And I’ve been proven correct repeatedly.

So is it possible to negotiate your way into a substantive offer even in these tough times? Yes. But the reality check that you need to consider first actually HELPS you to formulate a winning “attack”.

  • There will be “cheaper” people competing against you.
  • There will be other very capable competitors.
  • The employer thinks they can bargain aggressively.
  • The employer is afraid you’ll just leave.

So how do these factors help you? In your solid, well-strategized preparation to realistically combat each topic. Head on. Candidly. If you leave these topics alone, they’ll very probably bite you whether you knew it or not.

Cheaper competitors? Help them to realize that your value-added capabilities save and make more money for them. Other capable competitors? Make sure you have strategized your capabilities very comprehensively, and in terms to which your target organization can relate to their own business challenges. Employers taking advantage of the “buyers’ market”? Scare them. They may think they can hire cheap but what are they risking by not hiring the best possible value? Employers afraid you’ll leave? Well for one thing, are they right? If you’re talking to an organization, you’d better be ethically prepared to help them long term OR candidly making an agreement with them that your wonderful help might be temporary.

So yes, there are opportunities, and yes, negotiation is possible!

Susan Reynolds is a senior partner at NewMarket Careers in Santa Clarita, a job search, career strategy, and resume-writing firm geared toward managerial, executive, and senior level professional careers. She can be reached at or 661-755-3308.

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The Offer You Don't Want!

Career-Building Intuition

How to Kick Your Career into Gear!

Being the Most Tasty in an Interview!

Resumes & Cover Letters... How Long?


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