During salary negotiations you will find some employers will try to pass their problems on to you. Your boss may say: “Well, we’d love to give you an increase in your pay, but we just don’t have it in the budget.”
- Don’t let the employer pass on their internal problems to you. Test for validity right away; that will tell you whether the problem they tried to give you is a deal killer or just something they threw out to test your reaction.
- Don’t take objections at more than face value. Because they don’t have it in the budget now doesn’t mean they won’t have it in the budget next month.
- Don’t give up when you get objections involving procedures (i.e. If you ask for a hiring bonus and they say “That is not in our procedure!”). Company procedure is written on paper, not chiseled in stone. Somebody wrote it, so somebody can change it or make exceptions. (See ANTICIPATE OBJECTIONS Card)
