Congratulations. You received an offer from one of your target companies! You aced the interviews, the chemistry between you and your soon-to-be boss is solid, and you are passionate about the company’s products and services. Now take a deep breath and pat yourself on the back. It has probably taken you a few months to reach this point in your job search – savor the moment!

Ok, time’s up!

Now it’s time to negotiate a compensation package that is competitive, meets your financial needs, and falls within the company’s budget. And you thought the hard part was over! Salary negotiation is difficult, but once mastered, will take your earning power to new heights. Here are the first 3 steps to increase the likelihood of securing a competitive salary.

Step 1 – Research and spend time gathering comparable numbers. Think of salary negotiation like buying a house – you wouldn’t make an offer unless you knew what similar houses in the same area were selling for. Your salary is no different. Ideal sources include other open positions, colleagues who are in a comparable role, compensation consultants and recruiters.

Sometimes it can be difficult to get an “apples to apples” comparison since the composition may be different from company to company. As an example, we have a client that is offering a base salary that is 20% below market, however their bonus structure is 30% above market. The key is to consider the entire package, and then break out each piece (base, bonus, equity, benefits, car, commute, on-site perks, expense account, etc.). If possible, also connect with current or former employees of your new employer to learn more about the company’s negotiation practices. Some companies extend an offer at the high end of their internal range, making it clear that they are unable to negotiate. Conversely, other businesses prefer going the “low-ball” route, expecting the candidate to negotiate a higher package.

Step 2 – Calculate your “3 Numbers” – your dream number, your walk-away number and your comfort number. In other words, know exactly what would compel you to accept the job on the spot. At the other end of the spectrum, what number would be so insulting or ridiculous that it would drive you to walk away without ever looking back! This walk-away number is equally important post-negotiation, as you work to develop a compromise offer. If they are not willing or able to accommodate your financial needs, then they may not appreciate your value and the position probably isn’t a good fit for you.

Hopefully, you’ve discussed some ballpark numbers during the interviewing process to eliminate any surprises, but it’s important to be prepared for anything. It is also during this step that you want to weigh the pros and cons of the position. Consider everything including, your daily commute, the people you would be working with, your potential boss, the business model, and the opportunity for advancement. If you don’t do it now when the level of emotion is low, it will be very difficult to do it after the offer it made. Money changes things and you don’t want to deviate from your “ideal job criteria.”

Step 3 – Don’t make the first move. If you’re asked to provide a target salary, offer a range rather than a specific figure. Do not state your salary goal while other candidates are still being considered. Ideally, the company will make the initial salary offer so you can negotiate in confidence knowing they want you on board.

Generally speaking, the company will allow 10%-20% of “wiggle room” depending on the candidate’s specific qualifications and the level of the position. This is especially true for sales, marketing and general management positions that will directly affect the top and bottom line. In fact, most employers expect to negotiate salaries for these types of positions. As a result, you’re final salary will likely wind up somewhere between your counter and the company’s original offer.

Remember, you must maintain a positive attitude throughout the salary negotiation process. Continue to demonstrate your excitement and enthusiasm for the position even if things don’t go exactly as you planned. After all, assuming you come to an agreement, you will be working alongside the very same people you negotiated with. It’s important that you start out on the right foot.

In Part II, we will talk about the art of dialoguing, sticking to your decision and keeping the door open at all times.

Contact Ken C. Schmitt at [email protected] for additional insights

On the second web-cast of Oprah Winfrey’s phenomenally large online class with Eckhart Tolle, one of the moments of impact was when Eckhart talked about making the present moment the focal point of our lives. Eckhart has a wonderful way of saying inspiring things using such plain language that we can all get it, no matter what our spiritual or religious background might be. We can see into the meaning of his simple words, and connect with the reality that they are pointing to.

We heard in his earlier book “The Power of Now” about the importance of the present moment-about how the past and the future are not real in the same way that this present moment is real-past and future are just ideas that are programmed into our minds. This must have resonated with many of us, because the Power of Now has been on the best seller lists for so long. Now Eckhart has written A New Earth and it has already sold 3.5 million copies, even before Oprah started this class. We must have an abiding interest in this message! And we want to know-after exploring our interest and enjoying these wonderful books, is there a way that we can actually experience this reality that Eckhart is talking about in the midst of the commotion of our busy daily lives?

What would it really mean to change the focal point of our lives to the present moment, and to stay living in the world? If we are willing to really have that happen for us, what would it mean for our lives? The content in each of our lives is different obviously, so the exact details of what would change would be as unique as we each are as people. On the other hand, there are universal patterns about this inner shift that Eckhart is referring to. One of these is expressed so succinctly by the description he uses of having a space develop between our sense of self and our thought processes. This space occurs and expands as we disidentify with our thought processes, and relate to them instead as a wonderful tool that we (an identity outside of them) use. In our lives up to this point, we have been fused with these thoughts that go through our minds, as if our ideas about ourselves are actually equivalent to who we are. When we stay in the present moment and notice that our thoughts are arising and are something quite separate from who we are, then a space is appearing. At first it may seem vague and fleeting, but over time if we keep giving this our attention, the space seems to widen and become permanent and “normal”. We notice our thoughts as if from a slight distance, as only being thoughts and not having anything to do with who we are. We no longer look to our thinking processes to provide us with crucial information about who we are, and so are freed in a wonderful way from reliance on our thoughts, feelings or circumstances conforming to our preferences. They no longer affect us in the same way.

This lack of reference to thinking for clues about our identity, doesn’t leave much possibility for using the past and future as focal points for our daily living. Past and future turn out to not exist outside of our thought processes. We can watch our thoughts creating both. Meanwhile it is all happening in a present moment that seems to be pregnant with possibility and vitality. When we stay with it enough to recognize the incredible beauty of the life force expressing itself around us in a myriad of forms, it can feel quite overwhelmingly and radiantly beautiful, no matter what the content of it is.

If what we are going to do today or how we are going to behave in a particular situation has been a compulsive recreating of the past (making today be much like yesterday and projecting that into tomorrow) we become freed from that. Although such freedom from the past is generally felt to be wonderful, what is sacrificed to get there is the knowing of what will be happening in the future. To the mind, this tends to be a profoundly unacceptable situation because of its need to control life, and mind may be making noisy complaints about that. The noise, however, is occurring on the sidelines of awareness once we are experiencing the space that we have been referring to. It is just mind doing what minds do, making noise and being a tool that is trying unsuccessfully to retain control over its rightful master, you. It no longer is needed for that particular job. You already know who you are.

As we allow the present moment to be the focal point of our lives, we are freed from the domination by our thoughts that has been the normal human condition for thousands of years. We are freed to live our lives without compulsive referencing to ideas about what is possible and the world opens up to us. We use the mind to reference practical things-we don’t want to forget our phone number, or forget how to cook dinner. Mind is the most amazing and practical tool when it comes into its rightful place of serving something beyond itself. And when it is not needed, it can rest. What is here in this focal point of the present moment then, is the simple yet vitally alive world that surrounds and includes us. We feel the wind in our hair again. We see the incredible vitality in the world around us-we see God (or call it Life, or Love) peeking at us out of everything. We experience the joy that every birdcall has all along been offering us. The veil of thinking has been lifted off of the world, and life as it is, including our own, can now be experienced.

Experiencing the world in this way is such an overwhelmingly wonderful experience that once it is felt, it forever remains as a motivation for the sometimes time-consuming process of learning to live it in the midst of everyday life. At first it may be that even little disturbances like a harsh word or a traffic jam with jump-start mind into such compelling noise that the experiencing of the present moment may not be possible until that event is long passed. But gradually over time, with steady attention to who we really are, we are able to stay conscious in the little things and only more charged and potent events can throw us. Gradually we come to live our whole lives in this new world. We have changed the focal point of our lives to the present moment, and our world reflects back to us the incredible gift of the Life that we have been given and that we are.

Listening Requires Being Silent

How engaged are you in your relationships? Are you present within the relationship? I don’t mean physically present since that is a given. I’m talking about being mentally, emotionally and spiritually invested in the relationship. To be devoted means enduring the difficult periods if the relationship runs into rough waters. I’m defining relationships here as all forms of human connections whether they be intimate, friends, family or work colleagues. Now you might think: “Tony, I can’t be overly engaged with my boss because I would cross the line of being their friend.” So allow me to explain myself. By being engaged and present means we bring our whole self to our encounters with others. For example, it is my experience as a coach that many people are ineffective listeners. They listen intending to chime in once the other person is finished. They are not taking part in communication and it is evident in their body language. Contemplate this for a moment, do you consider yourself to be a good listener in your relationships? Do you listen intently to what others are saying or do you skim over the surface of their words?

The theme of this article is inspired by a recent conversation with a client experiencing communication challenges with her boss. She mentioned the difficulty of sustaining a mutual understanding with her boss because of his intolerance to what she has to say. She recalled a recent experience that was met with disdain and indifference. The boss was certain they were listening by repeating “yep” throughout the conversation. From my client’s perspective however, they were indifferent to her communication. Listening requires being silent until the other person finishes their dialogue. You might even ask them: “Is there anything else you want to tell me about this situation?” In this manner, you create an open dialogue with the other party instead of pretending you are interested. I know of a family member who continually interrupts me by asking questions while I am explaining a story. I find it disconcerting because if they actively listen, I will tell them what they need to know within the context of the story. If I have not explained myself well enough, they are at right to ask questions once I have finished. Do you agree with these sentiments? What is your experience with poor listeners?

Bring Your Authentic Self To Each Interaction

Listening is one facet of how we engage in our relationships. Other ways include: compassion, kindness and creating an atmosphere of presence with the other person. So if your significant other comes home and tells you about their problems at work, rather than try to fix it, listen without prejudice. Listen with an open mind and a compassionate heart, knowing they are coming to you because they feel safe sharing their vulnerabilities. Unless they ask for help, actively listen and give them the gift of your presence. Sure, I understand we want to fix the other person’s problem but often our advice may be unqualified or unnecessary. What it requires is empathy, presence and nonjudgement. Have you experienced this with your intimate relationships where you wanted your partner to just listen to you? Sometimes it’s difficult and we retaliate in anger because we don’t want someone to fix our problems, we want to be heard.

Who said relationships were easy? They are not meant to be easy, however they are worth it even when the other person pushes our pain buttons. We experience growth at those times because it forces us to look into ourselves even during conflicts. The importance of being engaged and present within our relationships means fostering true communication. We let go of judgement and fixed ideas of what we think the other person is really saying. There is the opportunity to heal our childhood wounds when we listen openly because we allow our ego to take a back seat. Ego wants to be heard while the heart prefers to listen. Listening is difficult because it involves silence and thoughtful reflection while the other person is talking. Moreover, not all problems need to be solved. When we try to solve other people’s problems we take away their ability to overcome their challenges. We disempower them and strip them of their identity. What we ought to do is listen and ask encouraging questions so they arrive at the answers themselves.

Are you seeing that being engaged and present in your relationships involves more than your physical presence? It means bringing your authentic self to each interaction and letting go of judgement, blame and anger. I’m not suggesting it is simple but if we consider why we are in the relationship in the first place, we learn to see past these disingenuous emotions and truly connect with our core feelings. With this in mind, I’d like you to pick a relationship you feel is strained at the moment. It might be a co-worker, a friend, a family member or a significant other. In the next seven days, make an agreement with yourself to actively listen to what the other person is saying. Listen with the intent to connect with their words and emotions instead of skimming over the surface of the communication. Try to get a sense of what they want you to know about the situation. Are they afraid? Are they feeling vulnerable? Or angry? If so, perhaps they need unconditional love? Are you willing to give it to them without saying a word? Maybe they want you to see them through the eyes of love, even when they experience negative emotions. The true test comes when we are engaged and present in all our relationships without the need to say a lot.