The remedy for this lies with the graduate itself in accepting that they may not get what they want. But this does not mean that they should simply give up and settle for less. Graduates need to get a clearer picture on what and how the negotiating process really functions. Aligning themselves to being more active will serve to make the graduate feel more in control and maybe even negotiate for more money in the process.
What are "Negotiations"?
Negotiation according to the oxford dictionary means to confer in order to reach an agreement. In simpler words, it’s when one meets and discusses a subject with another person or party, in order to reach a conclusive agreement. It is to be noted that the art of negotiation is based upon mutual agreement of issues, not confrontation. The end result should be a win-win situation for both parties.
Contrary to popular believe, negotiations do not start towards the end of the interviewing process, but instead begin when the graduate tells the company about themselves, their accomplishments and what they can do for the employer given a chance to work. Using active words in the interview to describe one’s accomplishments such as: I oversaw, I developed, I took charge of, I initiated, I followed up on, I actively contributed to, and I created, will only serve to the graduate’s advantage as it will increase the graduate’s "value" when the time comes to offer them a job. The ability to handle details whether minor or major, multiple projects or excellent time management and follow up skills will also contribute to increase the graduate’s value.
To negotiate does not simply mean that the graduate asks for more money from the employer. Graduates need to ask themselves a few questions prior to discussing the issue of salary, in order to know if they have a chance to get more. The idea of a negotiation is basically to reach a common outcome. That is why, asking a few questions may be necessary to see if there might be a way to reach a similar outcome and or a compromise. Among the types of questions graduates need to ask themselves are:
- What would be the lowest salary that I would consider accepting?
- What the salary range is for the job in question?
- What makes myself worth a higher salary?
In order to get information on salary, graduates could approach people who work in that particular industry or at that very company, libraries, trade associations and trade publications or even at job hunting web sites found on the Internet such as JobsDB.com
If already graduates have correct information or answers to the above questions, employers will most likely have some objections to request for more money. Some of the common objections are as follows:
- That other employees in their company are not making more
- That the graduates do not have enough experience
- That their budget would not permit it