Want a better offer? Stress how you'll add value

Q: How should I request a better offer than the one that was made? By phone? By e-mail? By regular mail? Do you ask the HR person, since that is who handles the offer letter in the first place? How does the give-and-take take place?

Nick's reply: When negotiating for a better offer, the goal should be to engage in a discussion rather than to put a stake in the ground, unless you are absolutely sure your asking figure is firm. This allows the company to explore the money issue with you, rather than be forced to respond with a yes or no.

I prefer to have the discussion with the hiring manager, in person or by phone. Try this:

• "First, I want to thank you for the offer. I want to come work with you."

That's a powerful opening statement because it resolves one big question for the employer: Does this candidate want the job? Once you've said this, employers know it's worth their time to work out the details. Too often, job candidates try to negotiate money without consenting to the job itself. Bear in mind that saying you want the job doesn't obligate you in any way. If the money can't be negotiated to your satisfaction, you can ultimately turn the job down.

• "I realize you have carefully considered how much you think this job is worth. As we discussed in our interview, I believe I can do this job [more profitably, more efficiently, more quickly, more effectively] by doing [such and such]. For these reasons, I believe my contribution on this job would be worth between $X-$Y in compensation. Are you open to discussing this?"

The key element here is value. You must show how the added value you will deliver is worth more money. Employers love it when you reveal you have thought carefully about the work and how you would do it profitably. It shows you are motivated to make the deal a win for the employer. Once you've said your piece, it's up to them.

By approaching it this way, you separate your interest in the job from the compensation. You emphasize you're ready to join, if only the compensation can be resolved.

I hope you find this helpful. I wish you the best.

Nick Corcodilos is author of "Ask The Headhunter: Reinventing the Interview to Win the Job" and host of www.asktheheadhunter.com.

He can be reached by e-mail at seattle@asktheheadhunter.com or at North Bridge Group, P.O. Box 600, Lebanon, NJ 08833. Sorry, no personal replies.