When offered a job, take the opportunity to praise the firm and explain that you need some time to consider it. "Charles, I am pleased you made me an offer. This is an outstanding firm, and the position has great promise. I am sure you can appreciate that I would like some time to give it further consideration. It would not present any problem, would it, if I were to get back to you on _______?" Our standard recommendation for almost all clients is to get the offer in writing and ask for seven days to respond. In some cases we advise people to respond quicker.

      When you call back, after opening with one or two positive statements, consider raising the possibility of redefining the job.

      "Charles, with kids entering college, I had done some planning based on an income that was $10,000 higher. Would it be possible to take another look at the job specs? For my part, I know that if you could make a modest additional investment, my performance will show you a handsome return. I sincerely hope that we can make some adjustment. Can we take a look at it?"

      Of course, if you do not want to redefine the job, but would still like to raise the salary, you can use the same technique, but show vulnerability, then suggest that a dollar figure be added to the base.

      Normally, if that figure is within 15 percent of what you have been offered, the employer will not take offense and will grant you part of it. Of course, asking for more money is a negative, and needs to be balanced by positives. Consider the following:

      "Charles, I cannot tell you how pleased I am. The challenge is there, and I think my experience is perfect. There is one problem, however. You see, one of the main reasons I wanted to make a change was for financial balance. Can you see your way clear to adding $10,000 to the base? It would ease my family situation considerably."

© 2010 Robert J. Gerberg    All rights reserved