The 7 Deadly Sins of Negotiating

Pride: Don't Be Blinded By It

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Negotiating is an art. Each side wants something and the goal is to find a middle ground. I talk a lot about knowing your worth and asking for it, but that doesn't mean entitlement. When entering into negotiations, you should have a clear picture of what you will and will not accept, but make sure it's realistic. No matter how perfect you are for a job, no hiring manager is going to respond well to a candidate who thinks they are above the process. Don't get so caught up in you that you don't highlight the benefits you can bring to the organization -- this is especially important for women. Lay out your strengths and ask for what you want in a respectful and professional way.

Lust: Always be Professional -- Even if Your Interview isn't

Maintaining professionalism is paramount to a successful job search. If an interview is going well, or you have an inside reference at the company, it may seem appropriate to let your guard down a bit. However, always err on the side of caution; your professional discretion may determine whether or not you get the job. No matter how well the interview is going, or how comfortable you feel, bringing up personal issues, disparaging past employers, or acting unprofessionally are always unacceptable. This also includes what you wear to an interview and body language. Dress conservatively, even if the office is more casual, and be aware of your body language at all times so you don't inadvertently give off the wrong impression.

Greed: Be Honest About Your Worth

When we are negotiating for a new job or raise, there is money on the line, sometimes a significant amount. It's important to remember that just because you did your homework and have a number in your head, it won't always be possible for your employer to meet it. That's why defining your ZOPA (Zone of Possible Agreement: the maximum of the range from your employer and the minimum of your range) and BATNA (Best Alternative to a Negotiated Agreement: this is the threshold value that any acceptable agreement must exceed) is so important. Even if the negotiation is going well, don't get greedy. Stick with asking for numbers that are reasonable for your skill set and consistent with the market. Asking for $20,000 above what a position is worth, for example, isn't a bold negotiation tactic - it's a move that may close the door on you.

Sloth: Don't Take Shortcuts

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Never show up unprepared. Doing your homework is an essential part of getting the job and being successful in negotiations. No matter how quickly you can think on your feet, come to every meeting with a potential employer, or current manager, properly informed. Don't trick yourself into thinking a killer resume will make up for lack of preparation for an interview. I recently spoke with a hiring manager who interviewed two candidates for a graphic design position. One was fresh out of college, the other had 10 years of experience. They ended up hiring the recent graduate because they demonstrated a vast knowledge of the company, while the experienced candidate showed up at the interview obviously unprepared. Don't be lazy about preparation - it can seriously pay off.

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