There are some common job search traps that even the most seasoned executives fall into. Recognizing these pitfalls and understanding how to avoid them will give you an edge in searching for and landing your next great opportunity.

1. Executive Transition – Negotiation Overview & Checklist
Top 10 Mistakes Executives Make When Searching for a Job
#8 Negotiating poorly.
Overview
Many people are anxious about the job offer negotiation stage. Lack of experience about
discussing salary and compensation can make them uncomfortable. Perhaps they have a
negative mindset about placing a dollar value on themselves. Negotiating is a dynamic
process, and no two negotiations are alike. It's impossible to give precise advice without
knowing the particular details as they unfold. However, there are guidelines you can follow
to help make the negotiation process a success. Negotiating is an art and a science - the
science is what you know and how you prepare, while the art is knowing how to ask, listen,
interpret, reposition, and act effectively.
Coaching
Get as many facts and details as you can in advance of the negotiation, both on your own
position as well as that of your employer, if you can. Familiarizing yourself with the
negotiating process and practicing will also help boost your performance and confidence.
The most important thing to keep in mind is your attitude and approach – you want these to
be win-win all the way. It's not just about the salary – consider the total rewards package
when working through the process and making your decision. All items in a total rewards
package have a value. The value may be measured in dollars, or in some other less tangible
way such as work/ life balance, experience or security. You'll likely be disappointed if you
subscribe to the notion that "everything is negotiable". Some items, such as health benefits,
pension plans and bonus formulae are less likely to be negotiable. Be reasonable and fair to
both yourself and the employer while finding the "yes" on as many items as possible. A
successful negotiation should result in all parties feeling satisfied with the outcome.
Dos & Don’ts
• If you are working with an experienced recruiter, consider letting them negotiate on your
behalf.
• Don’t start negotiating at the moment the offer is made; take a reasonable amount of time
to review the offer before coming back together to negotiate.

2. Executive Transition
Negotiating Checklist
PREPARATION
I obtained advice from knowledgeable people on how to best
 Advice
proceed with my negotiation.
I’ve discussed negotiating elements with key stakeholders,
 Key stakeholders
including my family.
I’ve practiced my negotiating tactics and approach with others,
 Practice
and received feedback on my performance.
I am prepared to work with a recruiter or 3rd party negotiator if
 Recruiters/ 3rd parties
necessary.
ELEMENTS
I’ve researched my market worth and I know what range of
 Market worth
compensation would be appropriate for me.
 What’s important to me I’ve identified and prioritized what’s important to me.
 Must haves I’ve identified which elements are negotiable and non-
 Nice to haves negotiable for me.
 Salary range  Perks
 Benefits  Time off I’ve outlined my expectations on a number of elements.
 Incentives  Other
PROCESS
I am prepared to manage this negotiation and have outlined my
 Tactics
tactics.
I will focus on points of agreement before moving on to points
 Points of agreement
of negotiation.
I will discuss points of negotiation in a professional, open
 Points to negotiate manner. I will be able to rationalize my position, and will invite
the other party to rationalize theirs.
I will approach the negotiation with a win-win attitude. I want
 Win-win
the best outcome for myself and my employer.
When appropriate, I will get the elements of the agreement in
 Get it in writing
writing for my review.
I have visualized what I want the outcome to be, and have
 Outcome worked toward it in my preparation and in the negotiation.
process. I am content with the outcome.
© 2011 Bill Holland All Rights Reserved.