I'm writing a post on salary negotiation today, so I zeroed in on two supporting details here that you should remember for later: when pressed on price, savvy negotiators said:
1) Give us some time to think about it.
2) We are going to re-focus the discussion on a different compensation lever where we can present something you're already going to get as if it were a new incentive justifying your concession on a lever you're currently interested in.
You can do both of these as a job seeker.
(For example, if you have extra-curricular interests like many desirable tech employees do, the extra-curricular interests can be used to justify an increase in your compensation vis-a-vis a hypothetical employee who punches out of the Internet at 5 pm. It doesn't particularly matter that you're going to continue blogging and OSS regardless of the outcome of this negotiation, you just frame the discussion such that that becomes newly discovered value which gives the other party something to hang their hat on for getting you that last $10,000.)
Yeah, I did both of those in my salary negotiations with Google. They talked me down from my starting salary, but they also increased my stock options & GSUs.
The other important point is - you are the only one who says "Yes" when asked "Is this acceptable to you?" If the free food is not worth $15-20K (which actually seems ridiculous - I've heard numbers for both what average employees value it at and what it actually costs Google, and they're nowhere close to that), then say "I'm sorry, I don't value my food that highly. I'll take the cash or go elsewhere." This, of course, requires that you have somewhere else to go. But remember that Google wants highly-qualified employees just as much as highly-qualified employees want to work at Google.
Every "benefit" has an associated dollar value. That's it. Total them up.
Oddly, salary is a holy cow whereas beenefits are not.
Having worked as an "employee" for 13 years before going freelance, the trend I see is this: employers generally feel its AOK to reduce/remove/substitute lesser benefits to save them money. The same cannot be said for salary reductions.
This is a large part of what led me to go freelance. I control my benefits. I negotiate my rate. I get paid based on those and how hard I work.
At the end of the day, it's still a lot like being an employee but, for me, with far less a feeling of being victimized.
If you are being considered by Google and are negotiating financial terms I would venture that you have plenty of other options available to you (read Facebook and MS)
Thanks for framing it that way; I felt this relationship subconsciously but never could name it clearly.
Btw., that's pretty much what happened at my current workplace: after two years of employment I negotiating salary increase -- basing on market situation and possible other employers for me -- and ever since the owners appreciate my role in the company more.
Nope, still extra-curricular, just like the food is still theirs to make available or take away as they see fit. This is a shady tactic you and the employer can both use. I wouldn't though.
let me elaborate. if someone looks me in the eye and says, "Don't forget that we never work weekends, how much is that worth?" then they are not my friend. That's a given, it's part of a 40-hour job not to work weekends. To put a price on it and have me concede part of my salary means they don't have my interests at heart.
Now, you might say that negotiators don't have to have the other guy's interests at heart. Then maybe you can read Getting to Yes ("the Harvard principle") or even the old How To Win Friends and Influence People.
the toughest negotiators usually end up having no one to talk with but mud with a stick in it. If all you want for an employee is a mud with a stick in it, by all means, harp on about how elephants do not trample around your premises, there are no monsoons in the area, and other employees don't use the outhouse or squat outside to potentially poop on them.
But if you want a quality employee, an actual human, then the negotiation that works on mud with a stick in it will not be very compelling. Or honest. Pretty soon you won't be negotiating with another human again.
Looking forward to it, as I just received an offer that was largely based on my github profile. Hiring manager told me they've never interviewed someone with one. So I suppose I can turn that around and say I deserve more than the typical offer.
It won't be published until Monday (US time). Your options for finding it then include emailing me, getting the RSS feed at kalzumeus.com, following me on Twitter (@patio11), or (not a given but also not the riskiest prediction I'll make this year) checking the HN front page.
I'd suggest the books _Getting to Yes_, and Graeber's _Debt: the First 5000 Years_.
Of course the second book sounds odd, but if you're renting chunks of your life, it's vital to know about the real nature of markets, not the Disneyfied version. Many people I've spoken with are uncomfortable with the antagonistic nature of negotiation, and fail to hit the upper limit of what the employer's willing to spend. Instead of wilting, there should be a feeling of indignance.
1) Give us some time to think about it.
2) We are going to re-focus the discussion on a different compensation lever where we can present something you're already going to get as if it were a new incentive justifying your concession on a lever you're currently interested in.
You can do both of these as a job seeker.
(For example, if you have extra-curricular interests like many desirable tech employees do, the extra-curricular interests can be used to justify an increase in your compensation vis-a-vis a hypothetical employee who punches out of the Internet at 5 pm. It doesn't particularly matter that you're going to continue blogging and OSS regardless of the outcome of this negotiation, you just frame the discussion such that that becomes newly discovered value which gives the other party something to hang their hat on for getting you that last $10,000.)