MiddletownJournal.com

When a job offer is dealt, it's imperative to know how far to push the envelope in negotiating a fair and reasonable package. You don't want to leave money on the table, nor do you want to jeopardize your cause trying to run the table. You do want to negotiate but can press employers only so far.

Aggressive bargaining could portray you to the employer as a high-maintenance charlatan who likely will be constantly stumping for pay raises and other amenities after you're hired. You may even cause the company to re-think the hiring decision and withdraw the offer.

So how far is too far? Determine prior to discussing the offer with the employer what you absolutely require, what you would like to have and what you can live without. You, for instance, may decide that the salary is slightly below what you need to comfortably live on. As an aspiring professional, however, you plan to continue your education and would like some tuition assistance or reimbursement provision which would offset the pay difference.

Structure your pitch. Know how you will present your case and the order in which you will discuss elements of the offer. Mentally script your presentation and carefully select the words you will use. Start with what you absolutely require and resolve those issues before moving to other areas. Expect to concede to make gains. You may agree to accept $2,000 less salary in exchange for tuition assistance which would cost you $3,500 per year.

Tone and style are important during the negotiation process. Present your counter offer as an inquiry not a demand. Asking "How can we improve the compensation package?" waxes better than "If I'm to come on board for that amount of money, I will need tuition assistance!"

As a rule, you're generally safe arguing for a couple of items. With a few issues, you're now testing the waters. And with a half-dozen or more, you may put the offer at risk.

Steve Stromp is a professional career consultant, lecturer and writer. Contact him: sstromp@sbcglobal.net.