Q & A Table of Contents
EMPLOYMENT AND JOB ISSUES
From: Bridgewater, New Jersey
Question: I have worked through "Acme" (a placement agency) for a year. When I told the agency the hourly rate I wanted, I had made certain assumptions about their billing rate. I recently learned that I earn $38/hr. and the client is billed $71.43/hr. "Acme" does not want to discuss my rate as a percentage of billing. I would like to earn at least 75% of the billing rate. There are companies that seem to consistently give this amount. Have you advice, insight, specific knowledge or suggestions for me? They have said they are prepared to increase my pay we have not reached an agreement as to how much.
Response: The first thing you should do is examine your options: Is "Acme" the only game in town? It could make sense to examine other possible sources of part time employment and learn whether and/or how their terms (payment, benefits, etc.) are different from "Acme". If the alternatives are better than your current situation, you know you have a strong alternative to "Acme": this is called your BATNA - Best Alternative To a Negotiated Agreement.
Since you indicate that there are companies that 'seem to consistently give this amount', it sounds as if you have done that research. The question that occurs to me is: what do you have to gain by staying with "Acme"? You need to ask yourself that question: what does "Acme" offer that you can't get someplace else? How important are those factors (e.g. friends within the organization, other better conditions of employment, greater flexibility, etc.) in your priorities?
If "Acme" is the only or best alternative, you have a better sense of your relative bargaining power. If your bargaining position is weak, you need to measure how much you are willing to risk, how far you are willing to 'push the envelope' BEFORE you take your negotiations with "Acme" to the next step.
It sounds as if you have done a good job of preparation on the facts. Now you need to prepare yourself on the strategies. Having a clear sense of why you want what you want, how far you think you can go, and when it could be better to walk away gives you real strength and should be a basis for self-confidence.
The strategy to focus on in what comes next is to listen carefully to what "Acme" says. Don't interrupt, don't think about your comeback when they stop talking. Just think about what they tell you by what they say and what they don't say. If you listen to them well, and take several moments to reflect on what they've said before you respond, you will be able to come up with a larger number of convincing responses, particularly if you use their words or ideas as the framework for your proposals.
Good luck and good negotiating, Steve.
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