This is the most important factor to negotiate, since the range in which you will negotiate compensation is determined by the responsibilities of the job. If you can reshape the job into a larger one, the range will be higher.

      To get started, begin with a positive comment about the job and the firm; suggest that they might benefit by adding responsibilities to the job. Then offer to share your thoughts on what might be added.

      For example, "Charles, there is no doubt this is a good job. However, based on what you have told me, I could be even more helpful if a few related elements were added. There are three areas where my experience could make a difference. I'd like to discuss them so we can see whether they could be included in the job description."

      You could then go on to talk about the areas where the firm might capitalize on your experience, showing with personal stories how you have made contributions before. If the interviewer agrees these are important, have them added to the job description.

      Believe it or not, reshaping the job can often be just that simple! Can you see how we have applied basic principles here? There was no confrontation. The manner was friendly and matter-of-fact.

© 2010 Robert J. Gerberg    All rights reserved