8 Ways to Negotiate for Job Perks

2012-8-31
From：MSN Careers

In the past couple of years, the economy has thrown job seekers for a loop. But in the midst of job losses, high unemployment rates and long-term unemployment for thousands of job seekers, a lucky few have held onto their jobs for dear life. Well,at least dear professional life.
Now that the economy is improving, however, companies are concerned about keeping their top performers and attracting new ones. In order to retain their star talent, companies may be sweetening the pot with non-monetary benefits, according to a new Accountemps survey.
When chief financial officers were asked about the perks they plan to offer or are already offering, 29 percent said subsidized training and education topped the list. Twenty-four percent said flexible schedules, telecommuting and mentoring programs.
quotOn the heels of the recession, perks are a cost-effective way employers can reward and retain staff and attract new employees,quot says Max Messmer, chairman of Accountemps and author ofHuman Resources Kit for Dummies. quotThe most popular incentives are those that aid in career development and give employees some control over their work schedules.quot
The problem is, many job seekers and employees don’t know how to negotiate for such perks. They’re only used to bargaining for money.
quotMany job seekers are tied to the notion that monetary compensation from a salary is the only factor to consider. What many fail to see is that there are many other benefits that hold ‘monetary value’ outside of what’s directly reflected on a paycheck,quot says Tina Chen, vice president of operations for Employco USA. quotJust because a company may not be flexible with salary negotiations doesn’t mean that they are not willing to offer other extras in lieu of a higher salary. There are many perks that can make up for the difference to make the workplace more attractive.quot
Some of these perks include extra vacation time, flexible scheduling, continuing education benefits and tuition reimbursement. And sometimes negotiating these perks can actually be better than negotiating for a higher salary, says Bill Driscoll, district president of Robert Half International.
quotBecause perks typically are less costly, employers may have more flexibility to offer these benefits than a higher salary. Keeping this in mind, candidates may feel more comfortable asking for more perks than they do asking for more money,quot Driscoll says.
There are several reasons why employers may not be willing to pay you a higher salary, says Jean Baur, senior consultant for Lee Hecht Harrison and author ofEliminated! Now What? Finding Your Way from Job-Loss Crisis to Career Resilience.
quotIt really has to do with company structure. A hiring manager can’t bring in a middle manager at a higher salary than the senior managers, so asking for a sign-on bonus or additional vacation days may be more successful,quot she says. quotIt’s often a lot easier to get an extra week of vacation than it is to raise the base salary by $10,000.quot
Additionally, there are instances when the worker’s performance or skill sets don’t merit a pay increase, says Driscoll.
quotMost employers want to make sure that salaries correspond to the employees’ skill set and direct output versus meeting a ‘demanded salary,’quot adds Chen.quotAs more employers are becoming cognizant of hiring costs, they want to make sure employees are delivering the level of work that is required and can exceed expectations.Employees have to prove that they are worth the asking price, so unless the employers feel they have seen exceptional work, chances are higher salaries will not be considered.quot
Here are eight tips to help you negotiate for perks in lieu of a higher salary:
1. Be prepared for the discussion.quotResearch current trends related to perks in your area and industry, and understand the types the employer is most likely to offer,quot Driscoll says.
2. Cover your position.quotIf you are negotiating for more vacation time, have a plan as to how your work will be covered in your absence,quot Chen says. quotThis will alleviate the headache of your employer having to scramble to fill the gap and make the absence less visible.quot
3. Present a business case.quotEmployees must be able to show how the perk they seek will help them meet not just their personal objectives but also benefit the company,quot Driscoll says. quotFor example, by attending a seminar on a new industry software application, you can help your colleagues get up to speed on the new technology more quickly.quot
4. Stay employer focused. quotBefore you ask for an item that will be beneficial to you, ask yourself how it will benefit the employer,quot says Chen. If you’re asking for flex time so you can drop off and pick up your kids at school and would like to work 7:00 a.m. to 3:30 p.m. instead of 8 to 4:30, for example, try something like quotWorking 7:00 a.m. to 3:30 p.m. will also allow me to take the early phone calls that come through the reception desk, which generally go into the voicemail box. I can also accept the early packages that are delivered instead of having them being left at the front door where they can easily be stolen,’quot Chen says.
5. Don’t be demanding. Remember that you’re asking for, not entitled to, more vacation or a sign-on bonus, Baur says. quotPrioritize what’s more important to you: is it money, flexibility, time off or health benefits? Then, only ask for one or two things. This is not the time for a laundry list, as that could make the employer not want to hire you. If you negotiate in a positive way and limit your requests, you won’t lose the offer.quot
6. Prepare a backup plan.quotNegotiating requires flexibility, and employees should have a second option in mind in case their first choice is denied,quot says Driscoll. quotIf your employer doesn’t allow you to telecommute, for instance, you may be able to work from a satellite office closer to your home.quot
7. Be knowledgeable.Continuing education is not only beneficial for your personal growth but also to the company, Chen says. quotIf you want the company to pay for a course or seminar that you would like to attend, consider adding the following: ‘I am really interested in attending this workers’ compensation seminar on claim management. I feel by polishing up in this area I would be able to process the claims more effectively and minimize our exposure to pay on these claims.’quot
8. Remain professional.quotNo matter the response to your request, stay positive, and always try to end the discussion on a positive note. If your request is denied, ask your manager if there are specific steps you can take to earn the perk in the future,quot says Driscoll.

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